Medical Sales Representatives are a key link between medical and pharmaceutical companies and healthcare professionals. They work strategically to increase the awareness and use of a company’s pharmaceutical and medical products in settings such as general practices, primary care trusts and hospitals.

Based in a specific geographical location, and usually specializing in a particular product or medical area, medical sales representatives try to ensure clients are aware of, buy and subsequently use their company's products. They may also make presentations and organize group events for healthcare professionals, as well as working with contacts on a one-to-one basis.

Typical work activities

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-sales service. Medical sales representatives do all of this and more.

Arranging appointments with doctors, pharmacists and hospital medical teams, which may include pre-arranged appointments or regular 'cold' calling.

Making presentations to doctors, practice staff and nurses in GP surgeries, hospital doctors, and pharmacists in the retail sector.

Presentations may take place in medical settings during the day or may be conducted in the evenings at a local hotel or conference venue.

Building and maintaining positive working relationships with medical staff and supporting administration staff e.g. receptionists.

Keeping detailed records of all contacts and reaching (and if possible exceeding) annual sales targets.

Planning work schedules and weekly and monthly timetables. This may involve working with the area sales team or discussing future targets with the area sales manager. Generally, medical sales executives have their own regional area of responsibility and plan how and when to target health professions.

Keeping up with the latest clinical data supplied by the company and interpreting, presenting and discussing this data with health professionals during presentations.

Monitoring competitor activity and competitors' products.

Developing strategies for increasing opportunities to meet and talk to contacts in the medical and healthcare sector.

Staying informed about the activities of health services in a particular area.

Working with team managers to plan how to approach contacts and creating effective business plans for making sales in a particular area.

Salaries for Medical Sales Representatives can vary greatly depending on the specific pay structure.  Some representatives work on a 60/40 structure – meaning 60% is the salary and 40% is the commission.  Some representatives work solely on commission.  There are also incentives and bonuses which can really boost annual earnings.  For someone just starting out, one could expect to earn $70k in their first year.  Top sales representatives can earn upwards of $200k +.

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