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Medical representatives meet with doctors, nurses and
pharmacists. The pharmaceutical company relies on the
medical representatives to convince the medical professionals
that their drugs are superior to the competition. They deliver
product pamphlets, promotional information and samples and
in order to convince doctors to write more prescriptions for
their drugs. Good customer service skills, patience and
effective communication skills are required.


Work Expectations
The role of a medical representative can be hard work. Each
representative has a quota of how many medical facilities or
doctors he must meet with per week. It is the job of the
representatives to make their own schedule and appointments
to see clients. Each representative is given a territory to cover
based on zip code. Most of their day is spent traveling from
one facility to another. Detailed records of how many samples
they give out and how many doctors they met with, have to be
kept and sent in to their regional managers. Self initiative and
good time management skills are necessary.
Education and Salary
A back ground in the medical field, sales or a 2- to 4-year
degree is required. On-the-job training and education is also
provided. According to CB Salary, the average national salary
of a medical representative in the United States, as of August
2010, is $89,096. In the United Kingdom, according to UK
Graduate Prospects, the average annual salary in 2008 was
17,000 to 24,000.


Duties of A Medical Sales Representative

For medical sales workers are usually given the title of a medical
representative. They work for pharmaceutical companies and are a link
between medical and healthcare services.
They increase their connections with the medical stores and hospitals and
all kind of medical services to lounge their product and for the maximum
use of them. To sell their product or to lounge a product they sometimes
also arrange conferences and do presentations with medical
professionals. For the purpose they also organise events for medical
The activities that a medical sale representative should do are as follows:
contact customers
find out the needs of the customers
to uphold about the product to the customers
try to satisfy the needs
ensure the terms and conditions of the sale
be concerned about the opinion of the customers after selling the
arrange appointments with medical teams, doctors and pharmacists.
Making presentations to the medical professionals like: doctors,
pharmacists, nurses, practice staffs and to all the necessary personnel

related to the sector.

Presentations should take place to a suitable time and place for all thus
the targeted people can come conveniently. Like: the presentation may
take place during the day time or may be in the evening or at a hotels or
restaurants conference venue.
Build and maintain positive connections and working relationships with
medical personnel and also with the supporting administration.
Manage budgets for the event or for the team work and all the
necessary items to be included in the list. Like: catering, conferences,
gifts items, convenes.
Keep the records of all the contacts.
Time and work planning in a correct way.
Each representative are allotted for each area. Thus each representative
of each area can survey the needs of the area people and can make up a
forum of their needs and future targets. The representatives along with
the area people and area doctors and other medical professionals make a
plan for their better living, better future and better healthcare services.
Attain company meetings regularly,collect technical data, presentations
and briefings.
Presenting and discussing the present which is supplied by the company
with healthcare and medical professionals during conferences and
Monitor what are the competitive companies doing and about their
products and how are they taking steps for taking the market and
defeating others.
Monitor and anticipate positive and negative affects and impacts of the
market to the product and adapting proper strategy to prevent that.
Developing strategies even though there is not a threat or a negative
impact on the product. But the strategies should be kept developing all
the time for the increment of the opportunities to meet the needs of the
people for a stable market value and reputation.
Getting information about the after effect of the product and how the
users and consumers reviewed about the product.

The main function of medical sales representatives is to market

medicines, diagnostic tests, dressings and other medical supplies
manufactured by pharmaceutical companies. They introduce new and
promote existing medicines to doctors and pharmacists. They discuss the
clinical uses and dosages, as well as the pharmacology of the medicine
with them.
Medical sales representatives are required to have a disciplined and
structured calling system to enable them to pay regular calls to doctors,
pharmacies and hospitals. They are responsible for sales in their areas
and sales results are monitored by a sophisticated audit system. Medical
sales representatives are independent and can manage the area to their
own liking, but increasing the size of their client base is an important
aspect of the job.
Medical sales representatives need to build brand loyalty to ensure that
doctors continuously prescribe products that have taken several years and
a great deal of expense to develop. They are also responsible for
channelling the medical doctors evaluation of, and enquiries about, the
medicines to the manufacturer. They also need to create brand awareness
for new medicines and introduce them in a highly competitive market, a
market that is also fraught with controversial issues such as the possible

introduction of policies to enforce the use of generic medicines in state

medical institutions.
Medical sales representatives must be up-to-date with the latest
developments in the field of medical science. It is their responsibility to
convince medical doctors that their company manufactures products that
will effectively prevent or combat disease, whilst the safety of patients is
ensured. They must be able to supply doctors with scientific data; local
epidemiology results and trends as far as their products are concerned.
The working conditions are extremely diverse, with flexible hours and
the amount of money which you would earn, depending entirely on your
own efforts. A great deal of travelling is required and although most
companies provide a company car and travelling expenses, some do not.
Satisfying Aspects
- working without direct supervision
- meeting many kinds of people and visiting places
- freedom to determine your own schedule and working hours
Demanding aspects
- long and sometimes irregular hours
- extensive travelling in all types of weather conditions
- the pressure of working on commission only
- pressures of maintaining and expanding the client base
- competition from reps from other medical companies or even own
- meeting targets set by the organization
A medical representative should be/have:
- willing to keep learning to keep up with developments in a very
dynamic industry
- interest in and knowledge of the medical field
- a healthy self-esteem and self-confidence
- integrity, responsibility and self-reliance
- competitive and self-motivated
- keen business skills
- good planning and organizational skills
- broad general knowledge and very good memory
- persistent and persevering
- really like helping people
Compulsory Subjects: None
Recommended Subjects: Life Sciences, Physical Sciences
A university of technology qualification is not essential, but the field is
highly competitive and graduates stand a better chance of landing the
best jobs.
All employers offer a short, but intensive in-service training course,
which covers selling skills and basic Anatomy, Physiology, Disease and
Medicine. Medical advisors at pharmaceutical companies train medical
representatives on a regular basis with regard to new products.

Medical sales representative :Job description

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Case studies
Medical sales representatives are a key link between medical and
pharmaceutical companies and healthcare professionals. They sell their
companys products, which include medicines, prescription drugs and
medical equipment to a variety of customers including general practices,
primary care trusts, hospitals and pharmacies. They also work
strategically to increase the awareness and use of their companys
pharmaceutical and medical products.
Medical sales representatives are usually based in a specific geographical
location and specialise in a particular product or medical area. They may
also make presentations and organise group events for healthcare
professionals, as well as working with contacts on a one-to-one basis.
Typical work activities
In any setting, the process of selling involves contacting potential
customers, identifying their needs, persuading them that your products or
services (rather than those of competitors) can best satisfy those needs,
closing the sale by agreeing the terms and conditions, and providing an
after-sales service. Medical sales representatives do all of this and more.
In particular, typical work activities include:

arranging appointments with doctors, pharmacists

and hospital medical teams, which may include
pre-arranged appointments or regular 'cold'

making presentations to doctors, practice staff

and nurses in GP surgeries, hospital doctors and
pharmacists in the retail sector. Presentations may
take place in medical settings during the day or
may be conducted in the evenings at a local hotel
or conference venue;

organising conferences for doctors and other

medical staff;

building and maintaining positive working

relationships with medical staff and supporting
administrative staff e.g. receptionists;

managing budgets (for catering, outside speakers,

conferences, hospitality, etc);

monitoring competitor activity and competitors'


keeping detailed records of all contacts;

reaching (and if possible exceeding) annual sales


maintaining knowledge of new developments in

The National Health Service (NHS), anticipating
potential negative and positive impacts on the
business and adapting strategy accordingly;

planning work schedules and weekly and monthly

timetables. This may involve working with the
area sales team or discussing future targets with
the area sales manager. Generally, medical sales
executives have their own regional area of
responsibility and plan how and when to target
health professions;

developing strategies for increasing opportunities

to meet and talk to contacts in the medical and
healthcare sector;

staying informed about the activities of health

services in a particular area.

regularly attending company meetings, technical

data presentations and briefings;

keeping up with the latest clinical data supplied

by the company and interpreting, presenting and
discussing this data with health professionals
during presentations;

Getz has operated throughout the Philippine islands for nearly 90 years. At present, the Company operates three business units,
Consumer Products and Health Care, Biomedical and Pharma Sales/Distribution.

About Us

Getz is an international marketing & services company with over 80 offices in 36

countries around the world. The origins of the company go back to 1852 when Joseph &
Max Getz emigrated from Eastern Europe to the United States. They started with a small
general store in Northern California by selling local products in and around the San
Francisco area. Later they started exporting goods to China and other Asian countries.
Business expanded and around the turn of the century, Getz opened offices in Shanghai
and then Hong Kong and South-East-Asia. More followed and now it's major offices
cover the whole of the Asia-Pacific region.
Over the years, Getz grew in size and reputation with mergers and acquisitions. New
ventures and businesses developed because of growing collaboration with business
partners. Today, Getz focuses on several core businesses in international trading,
marketing and manufacturing. These businesses cover the following market segments:
Pharmaceuticals, Medical Equipment and Devices,
Pharmaceutical Research (CRAM) and Clinical Software
Consumer Products
FMCG, fashion, women's apparel, toiletries, health & beauty aids

Serving paints, inks, plastics, paper, rubber & textiles industries

Architectural Services
Access Floors, Ceilings, Vinyl Floors, Wall protection and Office Workstations
Food Processing
Tropical fruits, vegetables, frozen snacks and baby food
Construction, Environment, Hardware & Agriculture