Responsibility and Work of Medical Representative

In the Article Responsibility and Work of Medical Representative we will cover following topics:

• Medical Representative Definition
• Qualification Required
• Salary Structure
• Work and Job Responsibilities
• How to Work

First we have to know about sales team in Pharmaceutical Sector. Sales team Includes:

• Medical Representative (Front Line Manager)
• Area Sales Manager (ASM)
• Regional Sales Manager (RSM)
• Zonal Sales Manager (ZSM)  or Country Manager ( international location)
• Deputy General Manager (DGM)
• General Manager (GM)
• Vice President (VP)
• President

Medical Representative Definition:

 The 1st step in sales team is named as medical representative.

He go to the Doctor.  discuss about the product merits and benefits for the patient. Tell about the new molecules and discuss the studies which is provided by the company. a company give full training to MEDICAL REPRESENTATIVE for the field like how to tackle the customer and how to represent the various studies and activity to the Doctor. Time to time company provide various activity which directly related to patient awareness. These activities are like in clinic activity, some time school related program etc.

Medical representative generally known as a M.R. or MEDICAL REP.

For the medical representative 1st interview is taken by the area manager in interview mainly two type of questions asks.

1. Questions related to pharmacology
2. Questions related to human anatomy and physiology
3. Questions related to personal information, vision, career objective,last company achievements, sales

For a medical representative 3 major customers are doctor, chemist and stockist. These are the key (CORE) link between medical, pharmaceutical companies and health care professionals. A large no. of pharmaceutical companies present in India. they required marketing team for selling the pharmaceutical goods. For that they appoint sales persons at different different level.

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MR works in specified territory or area.   He met with all customer on desired frequency like core customer and non core customer. Try to engage core Doctor in company activity and work in institution and take bulk orders from there.  Selection  of the Doctor.  based on the potential of Doctor. ( depends on the no. of patient and prescription habit of Doctor). Maintain good and hygiene relation with Doctor. and improves the company image in field and in front of customer. Plan the customer on daily basis and also plan the inputs for the Doctor. and Always watch the competitor activity and forward  to senior, head office or PMT( PRODUCT MANAGEMENT TEAM)  person. Always update in change in price, pack, composition, benefits of our product as well as competitor product.

MR go to the chemist  before the Doctor call and first take appointment or permission from the chemist and tell about the product or molecule and collect proper rcpa ( RETAIL  CHEMIST PRESCRIPTION AUDIT ). Which helps in take information about Doctor prescription or Doctor prescription habit . After this process MEDICAL REPRESENTATIVE goes to the Doctor and complete his call with Doctor and demand for the prescription of product  depend on  RCPA ( RETAIL  CHEMIST PRESCRIPTION AUDIT ).    Then go to the chemist and make availability of product which is confirmed by the Doctor and tell about PTR     ( PRICE TO RETAILER) to chemist. Take pob ( personal order booking ) from chemist on order pad.

After that go to the stockist and take stock statement from the stockist and give POB (personal order booking) to stockist which is collected from chemist. Ensure the supply of pob (personal order booking) in time to chemist. time to time visit the stockist , check the non movable stock and confirm from stockist all chemist taking stock in sufficient quantity which is prescribe by Doctor . In the month end closing comes which is the final day of our whole month working. Take stock and sales statement and place the primary order for next month sales.

SUMMARY OF WORK OF MR   

• Territory sales achievements
• achievement of key product objectives
• Product promotion
• Launching of new product / markets
• Product knowledge / promotional strategy
• Prescription generation
• Launch inputs – CSP
• Market feedback
• Coverage and call frequency plan
• Record keeping and reporting
• Plan : stockist-wise  primary/ secondary monthly
• Book orders : stockists, chemists, institutions doctors
• Retail availability- POB (personal order booking)
• Retail chemists – COVERAGE , RCPA (retail chemist prescription audit) , RELATION
• Stockists – service, inventory, payments, orders
• Competitors activity
• New introductions / pack & price changes
• Target dr. selection / RCPA (retail chemist prescription audit)
• Stockist inventory
• Company image
• Good conduct on and off the field
• Positive information about the company
• Earning the respect of customers
• Positive information about the customers          

HOW TO JOIN MEDICAL REPRESENTATIVE JOB                                                            For joining this profession  the person should be  GRADUATE                                    (B. PHARMA, B.SC,  B.COM, B.A.)   . Some time D. PHARMACY candidate also taken by company. this profession is really good and give good learning for professional and personal life. 1st the  company select the person and give training which is the related to company product portfolio or specialty segment. in training those product include only that product promote by a M.R. in field working. during training company teach about every thing like

1. how to do report on daily basis
2. how to plan for daily working
3. how to do detailing in front of doctor
4. how to do rcpa (retail chemist prescription audit)
5. how to find primary, secondary & closing stock unit wise as well as value wise                                                                                                                                                                           After the training a medical representative ready to work in field with full of energy , enthusiasm, positivity.

The starting salary which is offered to a medical rep. is approximately      12000-20000 INR. It’s a  good salary for starting a carrier in good and respective field. a part from salary company gives travelling allowance(TA) and daily allowance(DA). when we include SALARY+DA(daily allowance)+TA (travelling allowance) the approximately 20000 – 30000 INR drawn in bank account as an salary. After that incentives is another part of income on the dependent of sale. incentive policies are different for different company. some companies gives foreign tour to his employee on annual achievement.

The medical representative should be  professional, smart, polished, ethical, positive, confident, organised, self starter, energetic, self motivated, goal oriented,  ambitious, physical stamina and excellent communication skills, quick learner. These are the basic key point or things which should be present in medical representative and he always ready to develop these few points or skills.  A medical rep lives always with happiness and joy. Always give time to family. always love his job. so, overall medical representative job is good and always developed skills and grows present skills.                                                                                                                                                                                    if you have any query about this post please comment on post or subscribe us

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