Medicine Men : Career As Medical Representative
A career in the rapidly growing pharmaceutical industry can be quite rewarding, provided you have the attitude for it. Janaki Krishnamoorthi profiles the role of a medical representative
The pharmaceutical industry is a multibillion-dollar business growing in leaps and bounds in India as also worldwide. This rapid growth coupled with mounting competition has changed not only the industry but also the role of a medical representative.
Being a medical representative is primarily a sales job with its own objectives and targets, in a service industry whose products have an impact on the health and well being of others. It differs from such placements in other industries. The products and the target audience make it a highly technical and responsible assignment and the medical representative is a vital link between the company and healthcare professionals.
“It is a challenging career with attractive emoluments and good prospects for growth. Bright and hard working youngsters can climb up the ladder quickly. Continuous growth in the industry has ensured that there are plenty of opportunities for those with the right attitude,” avers Dr Madhusudan Saraf, Principal, Bombay College of Pharmacy.
Though men dominate the scenario, women are now venturing into the field. “On an average around ten per cent of our students choose to become medical representatives. According to the feedback we have had from some companies they have been quite successful. In fact they are believed to possess better communication and convincing skills,” reveals Ravindra Kabnurkar, Head of Pharmacy Department, P.V. Polytechnic, SNDT University for women.
Responsibilities
The main responsibility of a medical representative is to increase the awareness and usage of the company's products among doctors in private practice as also amid hospitals. Each representative is provided with his own demarcated area of work. Meeting doctors regularly on an individual basis, coordinating with chemists and wholesalers in the area, ensuring that the stocks of medicine are maintained are a part of the daily work schedule.
In addition medical representatives have to organise conferences for doctors and other medical staff, keep records of all contacts with details, form a database for the company, plan work schedules with weekly/ monthly targets in conjunction with area sales manager, attend company briefings, make technical data presentations for healthcare professionals, study and update oneself with the latest clinical data supplied by the company and being aware of competitors' products and healthcare activities in one’s area.
Qualification
Though pharmaceutical companies recruit graduates from any faculty, preference is given to science graduates especially those with a diploma or degree in pharmacy.
“Selling drugs is different from selling other commodities. It involves studying and interpreting technical data on drugs and advising doctors on various aspects of the drug including its dosage, pros and cons, side effects etc. Naturally a candidate with in-depth knowledge of pharmacy will be better equipped to do it effectively. Since pharmacy has evolved over the years, being aware of the recent developments in medicine is imperative. In fact our courses have also been modified to meet the changing requirements of the industry including sales and marketing”, says Dr Saraf.
Training
There are several colleges offering diploma (D.Pharm) and degree (B.Pharm) courses in pharmacy. Students who have passed 12th standard (with physics chemistry and biology/mathematics) are eligible to apply. The courses generally cover a wide range of related subjects from pharmaceutical chemistry, biochemistry, human anatomy & physiology, clinical pathology, pharmacology, toxicology, pharmaceutical law, hospital and clinical pharmacy, drug store business management and health education.
Regulatory Authorities
FDA (Foods & Drugs Control Administration) is the main regulatory body governing and implementing the rules and regulations for the drugs and pharmaceutical industry. All India Council of Technical Education, Pharmacy Council of India and the respective Universities regulate pharmacy education in India.
Traits and Talent
Apart from academic qualification a medical representative should have good communication and persuasive skills, ability to get along with people, and be prepared for a lot of hard work.
“One must be tough physically and mentally because the job involves a lot of leg work. The working hours are not fixed, thus the attitude toward work must be right. One should also be well prepared before meeting as doctor. I always meet the chemists in the area to gather data on the doctors’ profile, the drugs they are prescribing, the company they prefer etc. We meet all kinds of doctors – from low to high profile ones, some tough, some with large egos. You should know how to tackle them and win them over,” reveals a medical representative.
Career Prospects
A medical representative earns between Rs 8000 to 15000 per month at the entry level. However he can double his emoluments in two to three years if he is good at his job. In addition companies reward good performance with a variety of incentives. He or she can climb up the ladder to become an area manager, regional/zonal manager and even up to the level of vice president. Additional qualifications such as a degree/diploma in business/marketing management can speed up the process. Product/brand management, advertising and clinical research are other options open which again may require some academic up-gradation like a diploma in the relevant field.
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