Graduates - Getting into Medical Sales
So you wish to start a career in medical sales. The role of a Pharmaceutical Representative requires a confident, self motivated and driven individual. It is challenging, exciting, competitive and rewarding.
Ideally, you will have some sales experience. Candidates should be educated to A' Level standard in subjects preferably including Biology and a science degree is a real advantage.
Researching the role of a Medical Representative
One of the first and most important steps in researching a career in medical sales is to arrange a work shadowing day with an experienced Representative. This can be achieved by utilising your networking skills calling on GP surgeries, your local hospital or Pharmacist to obtain contact details of current medical representatives.
You will normally be required to provide a detailed report on your day outlining the key skills needed to be successful in medical selling. Spending time with Medical Representatives and obtaining the right information will build your knowledge and increase your confidence at interview.
Areas you need to cover in your research include;
- What is your understanding of the NHS Structure?
- Are you aware of the structure of PCTs - how they are tiered and the implications of guidelines for Medical Representatives?
- Are you aware of the GMS contract and its implications?
- What is the role of the ABPI, MCA and NICE?
- How would you plan your territory, make appointments, arrange lunchtime meetings and presentations?
- What knowledge do you have of the process involved to gain hospital formulary status for a new product?
- What function does the pharmacist provide?
- What is your understanding of Regional Sales Analysis and market share movement for a product?
- Who are 'Gatekeepers'. How would you build relationships with them?
