ACHIEVEMENTS, APPRAISALS, PROMOTIONS & INCREMENTS OF A MEDICAL REPRESENTATIVE (MR)

Achievements, Appraisals, Promotions, Increments and all... (of a Medical Representative or MR or Medical Rep)

Some pharmaceutical companies have Primary sales target and some have Secondary sales target for their MRs. In most of the standard companies, there is Primary sales target for its field staff. Primary sales target is easy to manage for a Medical Representative because he can manage orders given by stockiest to company.

Most of the companies give primary sales target to his field staff. There are two types of sales, Secondary and Primary. What a stockiest sales is Secondary sale and what he purchases from company is Primary sale for MR. It is easy for MR to manage sales if there is Primary sales target, to earn incentives from the company. Because he can control the primary sales but to control secondary sales he has to have a deep involvement and control over his market and territory. These targets are achievable if MR is working properly and follow company’s strategies well. He has to be consistent. MR can earn handsome incentives and go for a trip with his family by achieving target.

On achieving the target given by pharmaceutical company, MR can earn very good incentives product wise as well as value wise as per company policy. He can earn domestic trips and foreign trips with his family also. And on achievement of all of these, he can have a very good appraisal in the form of good increment and promotions as well. These are all possible only if you achieve your given target. Company needs to achieve its target anyhow. So, the pressure of achieving target is coming from top to bottom in any company’s MIS. And at the bottom of the pharma company hierarchy a Medical Representative comes at the bottom. He is the key responsible person to generate the business of the company. But it is not possible to achieve target consistently for years. Because fluctuations may come on the way of achievement, due to Seasonal effect, Change in Government policy, Effect of international market, New research and discovery as well as sometimes company strategies may also affect its sales in many cases.

Everyone wants to grow and earn more money. For a Medical Representative all this is possible if he achieves his given target consistently. The beauty of this field is every manager in a company has to work as an MR. Even a president of the company was also once an MR. So; there are many growth opportunities for a Medical Representative. If he has that kind of ability, he can be a president of a Pharmaceutical company. Or he can start his own company as well, as he has all kind of experience in field.

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JOURNEY OF A MEDICAL REPRESENTATIVE

JOURNEY OF A MEDICAL REPRESENTATIVE OR MR

It is not a time bound job. There is no specific time or routine of a Medical Representative or Medical Rep or MR. It may very day by day as per priority. It is not fix hours job. Basically the job of an MR is to meet doctors and promote the brands of his company. But it is not like that. He has to do a lot many things apart from that. An MR is there in a company to generate business however. And for that company has a fixed strategy and the pathway to follow.

Generally, an Medical Representative or Medical Rep or MR has to attempt 11 doctor calls in a day on an average. It can be more or less, depending on the company strategy. MR has to achieve target on Monthly, Quarterly, Half yearly as well as yearly basis. In most of the companies, Targets has been decided before the year starts for the full year. A year can be either calendar year or financial year. If any division of a company has seasonal products then targets may be very low in months when there is no season, And high in full seasonal months.

Most of the companies give primary sales target to his field staff. There are two types of sales, Secondary and Primary. What a stockiest sales is Secondary sale and what he purchases from company is Primary sale for MR. It is easy for MR to manage sales if there is Primary sales target, to earn incentives from the company. Because he can control the primary sales but to control secondary sales he has to have a deep involvement and control over his market and territory. These targets are achievable if MR is working properly and follow company’s strategies well. He has to be consistent. Medical Representative or Medical Rep or MR can earn handsome incentives and go for a trip with his family by achieving target.

A Medical Representative or Medical Rep or MR has to give data of his work done in the field and figures that he achieved on monthly basis in the form of a format, Excel sheet format generally. Now days, company can track most of the data online. Every company has its interface in which MR has to fill data regularly. So that the management can track the working of field person and watch the figures they achieve in particular territory or area. Some companies providing tablets to their field staff. It facilitates field staff to provide data on immediate effect. And on the other side company tracks its field staff via GPS of tablet. It would be easier to detail in front of doctor as well with the use of a Tablet. It also leaves a good image of the company in the mind of doctor. It saves papers which is good for environment as well.

The area manager or regional manager reviews the work done by MR either monthly or quarterly. And they also have been reviewed by their superior.

It is a very good learning experience to do a job of a Medical Representative or Medical Rep or MR because he has fixed number of doctor and fixed territory but still he meets many new people daily. He comes across with many new situations and has to deal with unexpected scenarios in the field. The pharma market is not stable at all. It changes very frequently. It is a very high margin business. So, many new companies come with a bunch of products to grab this opportunity to earn. The competition is getting very high day by day. And this market is very versatile.

The success of a Medical Representative depends upon the convincing skill and smartness. How he deals with the situation and how he troubleshooting the problems comes on his way. He can achieve all his goals and earn very good money if he has the skill. To survive in this competitive pharma market, it is necessary to have these skills. It is totally different market then it was 10 years before. And these changes will be continuous time by time. How you make relations with the customers plays a very big role. For making relation with your customer, your communication skill must be good. What you want to convey to him and convincing him is very important.

To stay at the same post and in the same company for many years is very difficult for a Medical Representative in this competitive and versatile market, And extremely difficult to retire as Medical Representative in same company.

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THE VERY FIRST DOCTOR CALL AS A MEDICAL REPRESENTATIVE

The very first Doctor call as a Medical Representative

·         My first call of a doctor:

It was a wonderful day for me. Because I was starting a completely new innings of my career and it was going to change my whole personality. I was very very nervous that time. I know everything, what to do, what to speak, how to start, how to behave, and everything. But I was very nervous. Sweating a lot, not because of hot weather but because of nervousness. It was first time for me to face any person like such high esteem for this purpose. When I entered the clinic of that doctor, there was a poster. I still remember, it was a poster of a very young little kid with a cricket bat in his hand and written over there on that poster, “my first innings”. I was seeing myself exactly like that kid. The same situation I was facing that particular time.

I went to the reception of that clinic, gave him my visiting card and ask to meet the doctor. There were 2 patients, after them he allowed me to meet the doctor. I got time to prepare myself for the call. I got ready and started imagine how I will conduct that call. The last patient came out of the doctor chamber and doctor rang the table bell and the receptionist call me to go in. I entered into the chamber, take out the Visual Aid from my bag and try to detail my product. But I can’t find the page of the product, I wanted to detail. Doctor came to know that I am a new and that’s why I was fumbling. He said it’s ok Beta. Take it easy. I am not here to bite you. Take your time. I took a deep breath, calmed down and detail my products with broken sentences. And quickly came out of the doctor chamber. Even doctor was smiling when I was completing my call.

Now I was an experienced person. I had experience of One Doctor Call. Gradually I accustomed to all of these and became more confident.

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WHAT IS THE JOB PROFILE OF A MEDICAL REPRESENTATIVE

What is the Job Profile of a Medical Representative? How do an MR work?

Yes, let’s we talk about the Job Profile of a Medical Representative or MR or Medical Rep. What does he do? How does he do?

First, let me tell you the routine of a Medical Representative or MR or Medical Rep. He wakes up early in the morning, takes appointments of doctors to meet, plans accordingly. Generally, on an average most of the pharma companies ask 11 to 12 doctor call average daily from MR. He meets the planned doctor and details his brands with Visual Aid or Tablet. But before making a doctor call, one has to do RCPA. RCPA means ‘Retail Call Prescription Audit’. He goes to chemist who honours that particular doctor and gathers details about the doctor’s prescription habits.

Retailer / Chemist is a licensed party who stocks the products of various pharmaceutical companies and honours the prescription of doctors. Chemist is the most important component of pharmaceutical industry. He is authorized to stock and sell the medicines and serve the prescription of the doctors. He is a greatest source of information on various aspects of business of Medical Representative or MR or Medical Rep. RCPA is important to quantify prescription  correctly, understand more about doctors, competitors and set goal for doctor visit for a Medical Representative or MR or Medical Rep. Chemist shares some of the vital competitors’ information including their visit, frequency, priority, products, and inputs being distributed to the doctors. With the help of RCPA, MR can make an effective call of doctor.

Apart from that, a Medical Representative or MR or Medical Rep has to take care of Stockiest as well. Stockiest / Whole Seller is a licensed party who stocks the products of various pharmaceutical companies. But he does not honor prescriptions of any doctor. He provides products to all chemists. A Medical Representative or MR or Medical Rep has to ensure if there is a sufficient stock of products or not. So that if doctor starts writing prescriptions of his product, that particular product must be available at Stockiest for nearby chemist to order. A Stockiest is also a very important customer of Medical Representative or MR or Medical Rep. What a stockiest sells to all the chemists is called Secondary Sale and what he purchases from company’s depot is called Primary Sale for Medical Representative or MR or Medical Rep. It considers on monthly bases generally. All pharmaceutical companies give target to MR on this Secondary and Primary sales. Most companies give primary target to MR. It means what amount of target an MR has got for a particular month; his stockiest must purchase products up to that quantity. That is the figure an MR has to achieve every month for target achievement. It is a target oriented Job. So, it has been necessary for an MR to achieve his given target figure. To achieve this figure, company provides some support to MR. Pharmaceutical Company gives training and knowledge to MR. Some of the companies also gives Personality Development as well as Communication Skill Development training to his MR. These kind of programs polishes MR so that, he can make an impact on doctor’s mind. Ultimately, the quality of a Medical Representative or MR or Medical Rep directly reflects the image of company.

There are first, second and third line management system for monitoring and supervision of MR. They take review of MR monthly, quarterly, half yearly or/and annually. First line manager, also called Area Manager works with MR in the field to support him, motivate him or in some case if MR is lacking with some qualities, an Area Manager guides him. Usually, an Area Manager looks after 4 to 6 MR. He works with them one by one throughout the month as per requirement or priority.

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'MEDICAL REPRESENTATIVE' AS A CAREER OPTION

‘Medical Representative’ as a career option

It sounds like a great career in this field as a Medical Representative or MR or Medical Rep. And it is, if everything goes perfectly. But it doesn’t happen all the time. There are numerous things a Medical Representative or MR or Medical Rep has to tackle during his journey in this field. No one enters in this field by choice. In most of the cases, if a person fails to seek job of his choice, he has to choose this field. This field gives him a decent package, freedom in working, opportunity to meet different kinds of people of this market, to roam around and visit new places. Well, freedom in working means, there is no any time frame for this job. Medical Representative or MR or Medical Rep job is to meet doctors and tackle all issues regarding sales. I mean it is not an Eight hours job, like back office job. The opportunity to grow is also high like first line (Area Manager), second line (Regional Manager) and so on. The package grows likewise. It depends on a person and his ability.

If we talk about the eligibility criteria, a Pharmacy or Science graduate preferred first. But in most of the companies, they are ready to take any graduates. Ultimately, the job is to sell brands. If you have good communication skills or marketing skills and you are able to sell pharma products then the company will be ready to appoint you. And if you have that one thing, you can achieve the highest level of post in the company. The scope in this field is very high, because this is the field in which there will never be recession. As population increases and as our life style changes in this busy world, the need of medicines increases. But as this pharma market changes day by day, we cannot predict the future of a Medical Representative or MR or Medical Rep. Because, online medicines market is growing very rapidly. As well as Government is also taking some interest in this field by promoting Generic medicines more and more. Another thing is, Uncle Sam is putting some price control over necessary medicines gradually, which is good for a common man. He can get necessary medicines at a very affordable price.

According to me, there is nothing wrong to choose this field as career option. If you survive in this field, you will grow and earn a good money. Else you learn many things which were totally unknown to you. You will be a completely different man after getting experience of 5-7 years as Medical Representative or MR or Medical Rep.

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WHAT DOES 'A MEDICAL REPRESENTATIVE' MEAN? (WHAT IS MR?)

What does 'A Medical Representative' mean? (What is MR?)

A Medical Representative (also called MR or Medical Rep) is a person appointed by a pharma company to promote its brands to the doctors, by following a particular strategy and discipline. He does not sell products directly to chemist, rather he goes to doctor, explain his products and its benefits, quality, price etc. When that particular doctor started prescribing that product, it will be purchased by nearby chemist and sell done. A Medical Representative or MR or Medical Rep is responsible for the sell of a group of products given to his division in his territory. He has been given a specific Target of it and he has to achieve that particular target by following company strategies and by using his own selling skills or marketing skills I should say.

When achieving target by Medical Representative or MR or Medical Rep, company reciprocate him by incentives, like cash, trips or any other way. Now a day, giving a trip either domestic or international, by a pharma company is very common. It has been always a dream for a middle class person to go in such luxurious trips and get a rich treatment. Because in such trips company gets tax benefits and gives its employee a royal facilities like exotic locations, expensive 5 star hotels for stay, gala dinner, liquor and all. Actually, by this way, the company tries to please its employee. So that he remains motivated to achieve targets year after year. If we talk about me, it was my first experience to sit in an Aeroplane. I was the first person in my family to travel abroad. I remember, I was very excited that time. My family felt proud on me and my achievement. Because, I belong to a middle class family. My family or I had never thought of it. It was my company trip on my achievement of target.

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