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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