As a medical sales representative, you’ll sell company’s products, which include medicines, prescription drugs and medical equipment, to a variety of customers including GPs, hospital doctors, pharmacists and nurses. You’ll work strategically to increase the awareness and use of your company’s pharmaceutical and medical products.
In any setting, the process of selling involves contacting potential customers, identifying their needs, persuading them that your products or services (rather than those of competitors) can best satisfy those needs, closing the sale by agreeing the terms and conditions, and providing an after-sale service.
Medical sales representatives are a key link between medical and pharmaceutical companies and healthcare professionals.
As a medical sales representative, you’ll need to:
arrange appointments with doctors, pharmacists and hospital medical teams, which may include pre-arranged appointments or regular ‘cold’ calling
make presentations to doctors, practice staff and nurses in GP surgeries, hospital doctors and pharmacists in the retail sector
organize conferences for doctors and other medical staff
build and maintain positive working relationships with medical staff and support administrative staff
manage budgets for catering, outside speakers, conferences and hospitality
keep detailed records of all contacts
win new customers, as well as develop long-term relationships with existing ones
meet and, if possible, exceed sales targets, regularly monitoring your business plans to make sure you achieve this
plan work schedules and weekly and monthly timetables with the area sales team or discuss future targets with the area sales manager
regularly attend company meetings, technical data presentations and briefings
keep up to date with the latest clinical data supplied by the company, and interpret, present and discuss this data with health professionals during presentations
analyse sales data to improve results and make sure resources are effectively allocated
monitor competitor activity and competitors’ products
keep up to date with new developments in the NHS, anticipate potential negative and positive impacts on the business and adapt strategy accordingly
develop strategies for increasing opportunities to meet and talk to contacts in the medical and healthcare sector
stay informed about the activities of health services in a particular area.
Upto 5,000 AED per month (All Inclusive)
Pay is supplemented by bonuses or performance-related pay and you can achieve high earnings if you’re successful in meeting and exceeding sales targets.
Working hours typically include regular extra hours and some evenings, but not weekends or shifts. The working day can be long due to the traveling time involved and you may need to socialize with clients, attend breakfast meetings or conduct presentations in the evenings at a local hotel or conference venue, for example.
Part-time work is possible.
What to expect
Work is generally office or home based but you’ll spend a substantial amount of time traveling to and from clients.
Smart dress and a professional appearance are essential.
There is a lot of travel during the day
There may be some opportunities for overseas work or travel with multinational pharmaceutical companies.
Although this career is open to all graduates, the following subjects may improve your chances:
You don’t need a science degree, however. A business or marketing degree, can be particularly useful.
You’ll need to have:
excellent communication and presentation skills
an outgoing and persuasive manner and negotiating skills
sales and customer relationship skills
confidence, determination and persistence
patience and self-motivation
the ability to you use your initiative
planning, analytical and organizational skills
a flexible approach to work in order to adapt to changes, for example in the healthcare system or product and drug formularies
strong teamwork and networking skills
commercial and business awareness
the ability to work well under pressure
the ability to accept criticism and move on
ambition and the desire to do well
general IT and administration skills.
A driving license is essential.
Abu Dhabi, United Arab Emirates