Medical representatives: basic duties and example of a resume. Advantages and disadvantages of the profession

On the modern Russian pharmaceutical marketToday, qualitative changes occur, and its active growth is observed. Due to introduction of new production technologies and promotion of drugs by domestic producers, their own competitiveness increases.

If we give a characterization of the process thatis happening in the market, it can be said that small companies are absorbed by larger ones, stronger ones are consolidated and integrated, and there is also an increased interest from foreign organizations.

To replace simple pharmacy kiosks comelarge pharmacy chains, united by a single structure, pricing and marketing policy, centralized management. Very often, pharmacy chains have strong wholesalers behind their backs.

Which specialists are most in demand?

Along with the changes that are taking place,demand for highly qualified professionals who work in the field of marketing and promotion of various drugs: experts, managers in these areas, marketing and advertising specialists and so on. Increasingly, there is a need for specialists to conduct clinical trials, as well as registration of medicines. There was a greater need for production workers: first of all, they are pharmacists who control quality and technology. In addition, the level of requirements for the professionalism of personnel is becoming increasingly high. The requirements that are imposed on the promotion professionals, mainly depend on the group of drugs, as well as on their sales and promotion scheme.

Thus, if the product manager outputson the market a drug from the drugstore range, then he must know well the specifics of marketing and advertising, which will be aimed at the target audience, that is, the end consumers. If we talk about the promotion of drugs from the hospital group, which are very expensive and rarely used, the focus will be on the features of working with opinion leaders.

In comparison with other market sectors, thisthe industry possesses extreme dynamics, high technologies that require the professional to constantly upgrade the qualification level of his competence.

Specialists in drug promotion shouldinvestigate opportunities for the distribution of new medicines, coordinate research on products, monitor their initial positioning in the market, and so on.

There is one more profession - a medical representative. Let's talk about it further.

How to become a medical representative?

The most in demand in the labor market isToday is the profession of "medical representative." Unfortunately, she can not be trained in any of the universities. These specialists play a very important role in promoting products, and are also the basis of marketing in the pharmacology industry. Because pharmaceutical companies are prohibited from selling products directly to their patients and doctors, and they do not have any rights to use the media, there is a need to use networks of medical representatives in order to work with doctors and medical institutions.

What is a good profession?

It is thanks to medical representativesthe policies of companies that promote the drugs are being implemented, doctors are informed of all the information, answers are given to questions, and consultations are also being conducted on the use of medicines and their characteristics. After the doctor talks to the medical representative, he can prescribe the drug to the patient, who will necessarily come to the pharmacy for his purchase, and she, in turn, will place an order with the distributor who will contact the manufacturer. To understand how effective the work of medical representatives is, it is possible only by studying the dynamics of demand for a certain time.

Medical representatives are personscompanies, and, naturally, they must have excellent communication skills, the ability to persuade and confidently use the technology of active sales. But the last requirement to date is not very much taken into account. This can be explained by the fact that the need for people with such a profession is constantly increasing, and a huge number of people, and even with experience, appear simply nowhere, therefore, any medical representative passes directly to the company. The summary before the device is necessarily filled in advance in order to show the employer their achievements or the fact that they are not yet available.

What are the chances of getting a job?

To date, specialists withdiplomas of pharmaceutical universities, there are exactly as many chances to obtain a post of medical representative, as well as doctors. Of course, it's hard not to notice the fact that it is much easier for an already trained specialist to delve into the emerging problems of colleagues, but it is for this reason that employers are given so much attention to the choice and further training that representatives receive. On a mandatory basis, study the resume (sample) of the medical representative of other companies, make your own personal, and then you can understand whether you will approach this position.

What can be an undoubted advantage?

Certainly, a large circle of acquaintances inA professional field that can be at the very beginning to become your customer base. You should use any opportunity to expand your relationships with colleagues in other pharmacies of the district or city.

Even the lack of own car anddriver's license can become a negative point: some companies do not provide transportation. Keep in mind that it is the duty of the medical representative to go up as soon as possible and with heavy bags, in which a bunch of different brochures, booklets and samples, drive about ten seats per day. When traveling by public transport, you simply lose time. Therefore, you should find the opportunity and go through the necessary training. An excellent book is the "Manual of the Medical Representative" (Paukov), so it should be carefully read before you get a job in an organization.

Wage

How much does the medical representative get? Reviews about this work are twofold, but if we talk about wages, then today the labor market is seeing its gradual and steady growth.

An obligatory requirement for the work of medical representatives in a foreign company is the knowledge of a foreign language, and it is also desirable to have specialized vocabulary.

How to pass an interview?

Before you register for an interview, you need to make a good resume, you should use several tips that will get you a job.

First of all, be sure to readproducts of the company where you want to get a job. Find out which of the drugs offered in pharmacies is this company. In addition, you can use directories, which also indicate the entire range.

Be sure to read the history and traditionsfirm. It is always very pleasant to communicate with a person who has specific knowledge. Be sure to show that you are tuned to the future work, understand its meaning and are ready to constantly learn.

With such knowledge, be sure to take with you a confident attitude, which, of course, will be one of your main trumps, and boldly go to the interview of a medical representative.

Training in the company

Very often firms recruit recentlygraduates from medical universities, who do not yet have sales experience. The work of the medical representative is primarily aimed at selling the products. For this reason, one of the components of work with personnel is training, especially since in the current economic situation, more funds are allocated for this than before. The thing is that an organization that cares about the future of its staff, very often prefers to educate it, than to bring it from outside.

You should carefully study the "Manual of Medical Representatives" (Paukov), as it describes in detail all the features of this profession.

The task that faces educators isto strengthen the skills of successful communication among medical representatives (how to establish quick and favorable contact, get the ability to listen to the interlocutor, explain the benefits, analyze non-verbal signals, publicly present products, etc.).

The theoretical part is reduced to the very minimum,since in former doctors it very often causes a negative reaction. There are several methods how to conduct training: group training, psycho-gymnastics, various role-playing games. In principle, the whole technique is reduced to minimizing the lecture part and giving preference to the consolidation of skills.

What should a medical representative do?

The main reason why thisthe profession has become very popular, is the establishment of an official ban on advertising of medications that are dispensed from pharmacies only on the prescription of a doctor.

The most interesting thing is that for the position of medicalrepresentatives were previously taken by doctors, teachers, builders, managers and even actors. Only the largest and most successful firms in Western countries adhered to strict requirements.

But the development of business in our country is not onplace, therefore today all medical representatives must necessarily have either a pharmaceutical or medical education. People who have a biological, economic or other education are simply not recruited.

The most important duty thatwork as a medical representative, is to establish contacts with different doctors and their superiors, as well as with the heads of departments and pharmacies.

The main goal of their work is to persuade the doctor to prescribe exactly the drug that is being promoted by the representative at the moment.

In addition, medical representatives alsoshould inform doctors and pharmacy workers about the benefits of the drug being sold, that is, compare it with the medicines of competitors, give real expert feedback.

A medical representative is requiredreplenish their knowledge and take part in different symposiums, exhibitions and so on. Employees who sell such over-the-counter products should also conduct a variety of activities in pharmacies and engage in merchandising.

What kind of education is required and what is the career growth?

The majority of citizens do not know about how worthy this profession is and whether it is necessary to study it specifically at the university.

As a rule, for work in most companiesrequires specialized medical or pharmacological education. Medical workers, even those who do not have work experience, have the opportunity to get a post of medical representative with a good salary.

Any medical representative of the resume should make for itself such to interest the employer. If you are interested in career growth, then be sure to indicate this.

What skills are needed to obtain a position?

Let's consider the basic requirements:

- the ability to effectively promote the goods;

- the ability to build partnerships with different people;

- successful negotiation;

- Possession of efficient sales techniques;

- Stress management, as well as the ability to plan your day;

- good PC skills;

- knowledge of the medical field.

Mostly preference is given to those candidateswho have already received education in the main universities of the country. Almost every pharmaceutical company is given training before starting work, as well as the necessary training in order to develop certain qualities in employees.

What personal qualities should a medical representative have?

A very good indicator will be that the candidate has experience in sales, as well as his personal customer base.

If you have more than five years of experience, you can say about the candidate that he is reliable, responsible, and also interested in the common cause of the company in which he works.

Medical representatives must have a pleasant appearance, be confident, and also have excellent communication skills.

In addition, there must be an optimistic attitude to work, as well as the desire for success and knowledge of all effective sales techniques.

The visits of medical representatives to organizations are accompanied by a competent presentation of drugs. Skills should be developed at a level that he could easily interest any client.

It must be an intelligent and erudite personfrom the first phrases you already want to trust and communicate with him on various topics, since the promotion of medical products requires a certain ethics, and not a spontaneous proposal.

Before you get a job, you should look at the resume (sample) of the medical representative and make your own. Make it not so difficult.

Disadvantages of the profession

Very detailed shortcomings of the professiondescribed in the book "Guide medical representative", which wrote Spiders. The medical representative in applying for a job will face the following disadvantages:

- The difficulty of moving up the career ladder. Representatives working in the region, with great difficulty making a career. This is due to the very structure of the pharmaceutical companies. In large cities, each organization has several groups of representatives, in whose leadership there are two managers. Each group has about thirty ordinary representatives. If the medical representative (Moscow, or another city - it does not matter) is going to make a career in this area, then he will face enormous competition.

- Not always stable income.

- It is required to master a new profession, even if there is a medical education.

- You need to be always aware of the latest news.

- Very frequent business trips, work outside the office.

- It is necessary to communicate with different people, constantly persuading someone.

Benefits

- You can do the regulation of the intensity of the work yourself and determine in which direction to do it.

- It is possible to combine with the main work and receive additional income.

- New professional perspectives.

- For people who love to communicate, there is the possibility of communication with a wide range of specialists.

- Good returns. On average, the salary of any medical representative is about 30 thousand rubles. In addition, quarterly and monthly surcharges are made in the form of bonuses and bonuses.

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