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ROLE OF MEDICAL REPRESENTATIVE

Hi, If you are a fresh graduate, ambitious & hard worker, and want to have a bright career in sales then a medical sales representative will be a good choice.
Do you know that a medical sales representative is considered as a white-collar job?
You must be thinking about:

  • What is a medical representative?
  • What is MR?
  • What is MR job?
  • What are the duties of a medical representative?
  • What are the medical representative role and responsibilities?

People frequently ask what does MR stand for?

Well in the pharmaceutical industry, people are usually called medical sales representatives as MR.

The role of medical representative is to represent his/her company and his job is to promote and sell the company’s products (medicines/drugs, medical equipment/devices). A med rep acts as a bridge between pharmaceutical companies and doctors, nurses, chemists and pharmacists. While medical sales representative doesn’t work with patients directly, in fact they build a network with healthcare practitioners and educate them on the latest developments in the field of medicine which can help them to treat the patient better.

ROLE OF A MEDICAL REPRESENTATIVE

Role of Medical Representative

  1. The main work of medical representative is to serve as a link between the company & customers (Doctors, Chemist & Stockists)
  2. He promotes his company’s brands to doctors, implementing company strategies, so they can convert doctors to prescribe company’s brands. His main job is creating demand in market.
  3. A medical sales representative is also responsible for ROI (RETURN ON INVESTMENT) by utilising company inputs like: Samples / Literature / Books / Journals / References / Reminders / Gifts / Campaigns.
  4. To conduct various activities like OPD camps / Patients awareness camps / DGM / CME / Sponsorship etc.
  5. Companies provide these inputs/activities, so MR can build a relationship with doctors. These activities / inputs helps them to communicate / engage doctors inside doctor’s chamber.
  6. The role of medical representative is to prepare and work according to MCL (Master Call List / Doctor List) in his assigned area, which is known as territory.
  7. RCPA (RETAIL CHEMIST PRESCRIPTION AUDIT / CHEMIST SURVEY) RCPA helps them: i To identify the potential customers. (MCL Classification / Validation) ii To identify the right product (Doctor-Product Matching). iii To know the latest prescribing habits of doctors.
  8. Effectively delivery of key messages i.e highlighting product features & benefits to doctors, how your product scores over competitor brands (USP.s- unique selling point) is the most important job role of medical representative.
  9. POB (Personal / Pen Order Booking) – a collection of orders from chemists/hospitals / dispensing doctors & ensure supplies from stockists are the duties of a medical representative.
  10. Ensuring the availability of brands at the chemist so doctor prescriptions should not bounce is the responsibility of the medical sales representative.
  11. Maintaining inventory (Stock of each Brand), collecting stock statements & payments from stockists.
  12. Implementation of company strategies & feedback to HO.
  13. Maintaining coverage, compliance & Doctor Call average / Chemist Call Average.
  14. Submission of Daily Reports (DCR- daily call report)
  15. Compilation of Secondary Sales & Monitoring of Primary / Secondary sales trend.
  16. Maintenance of Diary & submission of Monthly Review Formats.
  17. Tour Program Submission.
  18. Monthly Expense Submission.
  19. Competitor activity feedback to HO.
  20. A regular visit to doctors, chemists & stockists.
  21. Target achievement.

Essential Skills for a Successful Medical Representative (MR)

To establish a thriving career in this industry, it’s crucial to develop specific skills. Medical representatives must understand which skills are essential for success in this field. These proficiencies will greatly facilitate their advancement in the industry. Here are the key skills required for a medical representative

  1. Eloquent and Resilient
  2. Strong Negotiation Skills
  3. Good Listening and Communication Skills
  4. Ability to Make Decisions
  5. Effective Sales and Presentation Skills
  6. Positive and Transparent Attitude
  7. Excellent Organizational Skills
  8. Basic Knowledge of Pharma Market & Drugs
  9. Disciplined and Punctual
  10. Willingness to Travel Out of the Territory

We hope in this blog, you have got all the information that you wanted to know about the medical representatives, their roles, and responsibilities.

If you want to become a medical representative, then you are all set to make a good career path in the pharmaceutical industry and earn great profits. Here is a details outline on Salary of Medical Representative.

Professional Medical Representative Training Course in India

Karrier training and evolution institute offers a range of medical representative training courses. These courses are short-term job-oriented courses as per student need, suitability & budget. Karrier Institute was founded by industry veteran Anubhav Saxena in 2015.

Role and Responsibilities of Medical Representative

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