How to become A Medical Sales Representative

They do more than just distribute samples hoping to clinch a deal. Medical Sales Representatives intelligently approach potential customers with products or services that will enhance their customers’ business and ability to serve clients. They use their healthcare knowledge and sales skills to promote and sell pharmaceuticals, medical devices, equipment and supplies, biotechnology, and management tools to clinical facilities and professionals.

• Pharmaceutical Sales Representative

• Drug Rep 

• Pharma Rep 

• Pharmaceutical Representative 

• Pharmaceutical Salesperson 

• Pharmaceutical Sales Rep

• PSR

What do Medical Sales Representatives do?

A Medical Sales Representative would typically need to:

• Network, make strategies for and promote the sale of pharmaceutical products, medical equipment and services to the healthcare industry

• Schedule and attend meetings with potential and existing customers, which include healthcare professionals such as doctors, pharmacists and nurses

• Attend meetings with the sales team, briefings, conference calls, training sessions and educational workshops

• Present the features, pros and cons, and methodology of using company products and services; distribute product samples

• Persuade potential customers to make purchases using sales skills and cost-benefit analyses

• Identify customers’ needs and make recommendations that fulfil those needs; maintain solid work relationships by providing after-sales service

• Arrange and attend conferences and group events for medical professionals; make presentations or give demonstrations as required

• Research competitors’ products, pricing and market share

• Prepare purchase orders, sales reports and territory analyses; submit them to relevant departments and management

• Organise conferencing, outside speakers and catering for networking events while keeping within budgetary allowances

• Keep detailed records; maintain an online or paper directory of contacts, 

• Plan work schedules and timetables working with the sales team; discuss future targets with the area sales manager

• Develop and implement brand strategies to maintain message consistency across various marketing platforms

Within regular working hours, Medical Sales Representatives work in their office or a company warehouse or from home. Customer interaction, presentations or demonstrations may be done by visiting existing or prospective customers or via phone, email or online calls, depending on the purpose and the situation. Keep in mind that finalising orders may need in-person meetings. You may also need to attend socialising events or meetings at hotels, restaurants or conference venues.

You may have to travel to and from where your customers are located to meet them personally. Overseas work or travel may be possible if you work with multinational enterprises.

Although the working day typically includes extra hours and some evenings, shifts are not needed, and weekends are usually off. Travelling may extend your working hours, and you may have to attend breakfast meetings and socialise with clients or conduct presentations in the evenings.

Part-time work is possible, but freelancing and self-employment are not the norms.

Finding a new job might seem challenging. A Medical Sales Representative can boost their job search by asking their network for referrals, contacting companies directly, using job search platforms, leveraging social media, and inquiring at staffing agencies.

Medical Sales Representatives are generally employed by: 

• Pharmaceutical Companies

• Medical Devices, Equipment & Supplies Manufacturers

• Medical Management Software or Service Providers

• Healthcare Organisations

• Distributors & Wholesalers of Medical Goods

Professional associations and organisations are crucial for Medical Sales Representatives interested in pursuing professional development or connecting with like-minded professionals in their industry or occupation. Membership in one or more adds value to your resume while bolstering your credentials and qualifications.

• Finding reliable and up-to-date information on the product or service you are selling; keeping track of competitors; staying current with relevant legislative changes

• The need for high levels of confidence to make pitches to professionals

• The need for technical and medical knowledge to tackle the complex sales cycles of highly specialised and expensive equipment

• The complex sales cycle of medical equipment, coupled with high acquisition costs, demand technical and medical knowledge

• Fast-paced and high-pressure job as you must commit to a customer and a product or service, following up on any changes or requirements after the sale 

• The need for specialisation and continuous job training to keep pace with frequently emerging new or improved drugs and medical equipment 

• Staying resilient and flexible when faced with a ‘no’ from a prospective customer

• The need to travel during the day; occasional absence from home overnight

• Working overtime during emergencies

• Lack of work-life balance

• Dependence on technology may sometimes cause delays in work

Any academic program that a potential Medical Sales Representative takes up typically requires a period of supervised experience, such as an internship. Try to acquire work experience through summer internships and placements in a clinical setting. 

Reading about the profession or engaging in a pre-entry experience by shadowing a Medical Sales Representative can provide insights into the job and prove your commitment to course providers and prospective employers. Contact pharmaceutical companies, physicians’ offices and surgeries or a local pharmacy to help you find opportunities to job shadow or interview medical sales experts.

Experience in general or retail sales or customer service in another sector or a commercial environment supplemented with an understanding of medical sales and knowledge of relevant scientific and medical information and terminology may also help you land a job as a Medical Sales Representative.

Keep abreast with pharmaceutical updates through research and networking with chemists and pharmacists.

Although you may land entry-level jobs with a high school diploma or its equivalent, employers typically prefer Medical Sales Representative candidates to possess a minimum of a four-year bachelor’s degree. A degree in any science or pharmacology can play a vital role in understanding new products and effective communication with healthcare professionals. A business or marketing major can foster your sales and negotiation skills, especially when paired with knowledge of medical sales. Other areas of study helpful to enter the field of medical sales are dentistry, medicine, medical engineering and nursing.

Depending on your location and qualifications, you may need to pass a diploma exam that tests you on your knowledge of the structure and function of the human body, the development & use of medicines, and the provision & promotion of prescription medicines. You may also need to complete a few elective courses in disease areas such as diabetes, arthritis and oncology.

While not mandatory, an MBA (Master of Business Administration) can give you an edge in the job market. A master’s degree in life sciences is helpful for employment in sales roles that require specific technical knowledge.

Certification demonstrates a Medical Sales Representative’s competence in a skill set, typically through work experience, training, and passing an examination. When earned from an objective and reputed organisation, it can help you stand out in a competitive job market, carry a significant salary premium of up to 18 per cent, increase your chances of advancement, and allow you to become an independent consultant. Successful certification programs protect public welfare by incorporating a Code of Ethics.

Certification as a sales representative, pharmaceutical sales professional, medical assistant, emergency medical technician or medical interpreter teaches you the relevant terminology and boosts your employment potential. 

Check for licensing requirements in your location. Individual government entities conduct the licensing process. It typically requires the passage of an examination in addition to the fulfilment of eligibility requirements, such as a minimum level of education, work experience, training, or the completion of an internship, residency, or apprenticeship. Since a Medical Sales Representative’s work involves commuting from one healthcare facility to another, a driving license may be mandatory.

Performance, experience, and the acquisition of professional qualifications drive career progression. Employees with consistently high levels of performance may be eligible for promotion every two to three years. 

Medical Sales Representatives typically begin their career by promoting prescription products to health professionals in their defined regional territories. Promotion is most likely if you deliver on your sales and activity targets. Geographic mobility and a willingness to specialise are also helpful in career progression. Multinational pharmaceutical companies may post you overseas on assignments.

Experience and an excellent track record of sales may help a Medical Sales Representative move into area or regional management, product or account management, marketing or sales and field training. You may also shift to selling medical disposables and equipment. 

Candidates with a bachelor’s degree in pharmaceuticals or any related field, strong negotiation & sales skills, business training and geographic mobility have enhanced job prospects.

Continuing professional development (CPD) helps an active Medical Sales Representative build personal skills and proficiency through work-based learning, a professional activity, formal education, or self-directed learning. It allows you to upskill continually, regardless of your age, job, or level of knowledge. 

Employers provide newly hired Medical Sales Representatives with initial training specific to the company’s products or services and promotion & sales techniques. You may subsequently shadow an experienced Medical Sales Representative before being assigned to your independent sales territory. You may specialise in a particular category of medical products and services through appropriate training. Keep in mind that complex biotechnological products may need supplemental training.

Continuing professional development (CPD) is vital at every stage of your career and involves keeping up to date with new products and developments in research.

Potential Pros & Cons of Freelancing vs Full-Time Employment

Freelancing Medical Sales Representatives have more flexible work schedules and locations. They have full ownership of the business and can select their projects and clients. However, they experience inconsistent work and cash flow, which means more responsibility, effort and risk.

A full-time Medical Sales Representative, on the other hand, has company-sponsored health benefits, insurance, and retirement plans. They have job security with a fixed, reliable source of income and guidance from their bosses. Yet, they may experience boredom due to a lack of flexibility, ownership, and variety.

When deciding between freelancing or being a full-time employee, consider the pros and cons to see what works best for you.

Types of Medical Sales Reps

Pharmaceutical sales representatives sell pharma-industry related products to professionals and organisations in the healthcare industry. 

Medical equipment and device sales roles typically require a medical or technical qualification, skills in making presentations and delivering demonstrations, and proven success in medical sales. 

As a medical supplies sales rep, you would deal with generalised and high-volume products, expanding your customer base steadily. 

Healthcare & medical management services sales reps promote billing, marketing and office management tools that aim to increase the efficiency of healthcare professionals and enterprises. 

Pharma CRM Software is a recent technology that analyses customer interactions and data throughout the customer lifecycle.

Medical Sales Representatives act as a bridge between pharma and medical equipment manufacturers and the healthcare industry. They introduce physicians, pharmacists and other medical professionals to new or improved prescription drugs, over-the-counter medicines & supplements, medical equipment & supplies, and the latest biotechnology, helping them understand the benefits and effects of each. They aim to demonstrate that what they sell is reliable, useful and worth the investment.

Invest time and effort in forging long-term relationships of trust and reliability with your potential customers. Don’t just talk but listen and understand what the customer needs. Any product or service you promote, be interested enough to willingly research and understand it and keep current with relevant industry developments. Then, you can confidently communicate its latest features, pros and cons to potential customers and answer their queries knowledgeably.