Detailed Guide on Medical Representative Job in India- Opportunities, Work Scope, Salary, What to Avoid and Success Strategies!

Are you an aspiring enthusiast willing to develop a career in the medical sales field? The dynamic profile of a medical representative, their exponential growth options, salary insights, and practices to adopt for widening the prospects are jotted down below. Let’s begin!

MR or Medical Representatives have been the strongest branch in the field of pharmaceuticals and healthcare for several decades. They stand as an integral part of connecting medical innovations with their clinical applications. 

Commonly referred to as MRs, these professionals are hired by mainly biotechnology companies and pharma medical equipment sectors to spread awareness amongst medical professionals about the latest upgrades in devices, drugs, products, and different treatments. 

Their job role is to convince the medical providers to include the latest products and innovative healthcare solutions in their practice to offer cutting-edge solutions to the patients. 

History of MR Jobs in India

Medical representatives have been a crucial link in the healthcare and pharma industry for several decades, though their transition has been significant since the 20th century. 

The simple salesperson of a Pharma company reaching out to small clinical settings and doctors gradually advanced into a well-trained sales manager demonstrating the utility of advanced equipment, drugs and technologies at seminars, medical conferences and hospital settings. 

Old bees relate MRs to pharma men, who distribute samples and share relevant information about them. However, the changing healthcare facet in India led to the evolution of the medical representative profile, which is more than the salesperson profile, considering the complexity of available medical solutions. 

They are now the expert Pharmaceutical advisors who help healthcare professionals deliver cutting-edge medical treatments and solutions to their patients. 

Job Role of a Medical Representative

Medical representatives are trained professionals with in-depth knowledge about the latest technologies, advancements, and upcoming drugs developed by pharmaceutical companies. Their job is to make healthcare providers understand the need for upgraded technology to offer value to patients and ensure better outcomes. 

MRs customize the pharma product recommendations and product details for different healthcare clinics, hospitals, and regions depending on their requirements. They also collect feedback from the doctor’s panels and address to Pharma companies the need for other essential developments in the relevant realms. 

They have to conduct various workshops, medical events, seminars, and meetings to bring together medical professionals on a central platform and make them aware of the latest advancements. 

Apart from the basic perception of medical representatives being the conduit for the sale of Pharma products, they also act as advisors, educators and a crucial part of the healthcare ecosystem. Their ultimate aim is to increase the penetration of medical research and advancements into the healthcare system by connecting with front-line patient care experts. 

Significance of Medical Representatives in India

MRs are more than the face of pharmaceutical companies as they educate the main roots of the healthcare network and bring about a change in the patient’s experience and treatment options. What’s more?

–          Bridging the Gap

India is a land of diversity, and accessing the healthcare set-up in remote and interior areas is a tedious task. Medical Representatives are the only source to connect with the smallest clinical setting and make advanced drugs as well as treatments accessible to them. It is sad to know that many Indian villages are still striving to get the latest healthcare support and timely treatment options for them. 

–          Customized Healthcare Solutions

The varied socio-economic landscape of India demands tailored healthcare facilities in different places. It is the job of a medical representative to work on the ground level and seek feedback from healthcare professionals to push pharma companies to produce and deliver solutions that meet their demands. 

–          Inter-Connectivity in Medical Field

Medical Representatives work as a strong point of contact to establish interpersonal relationships between medical professionals and healthcare staff. It helps create an ecosystem wherein the required medical aid can be accessible on time to improve the patient’s overall experience. 

Daily Responsibilities of the Medical Representatives 

MRs are dynamic and multi-tasking sales experts with integrated scientific proficiency and impressive communication skills. Here’s what their day-to-day tasks look like:

–          Research and Planning: Before meeting the healthcare professionals, MRs need to conduct thorough research, which includes updating themselves with product knowledge, analyzing the needs of medical experts, and preparing tailored presentations for them. 

–          Making Visits: MRs have to travel a lot and spend time educating pharmacists, doctors, and other healthcare providers by visiting hospitals, clinics, and medical stores. They need to present them with the latest studies, explain the benefits of advanced drugs and their uses, and even share a few samples. 

–          Organizing Workshops: Medical Representatives need to gather industry experts and front-line medical professionals on a central forum to update them with ongoing medical insights. It is essential for boosting business and improving patient’s experience with medical facilities as well. 

–          Taking Feedback and Reporting: The key role of medical representatives is to gather feedback about market needs, product efficacy, and possible improvements to report to the pharma managers. Managing reports on daily sales targets and strategizing future growth are other areas to work on. 

Common Mistakes Made by the Medical Representative

As an MR, your role can be full of challenges and crucial in the healthcare realm. Actions and recommendations of the medical representative can have a direct impact on the decisions of the medical professionals and, eventually, the patient care. So, there’s no scope for errors if you are targeting big success. Here are the mistakes to avoid:

–          Overconfidence: New MRs sometimes fall prey to overconfidence by pitching their products rightly at the preliminary stage and ignoring the follow-up process. This might lead to slipping off the deal at the last moment. It is crucial to retain ongoing engagement and connection until the final agreement is completed. 

–          Poor Follow-Up Strategy: The inability to adhere to a structured plan and follow-up schedules with the healthcare professionals is another pitfall. It is imperative to schedule follow-ups and be in touch with the potential leads to keep them under the sales funnel. 

–          Avoiding Product Need and Promoting Features: Medical Representatives need to address the product’s utility and efficacy to the healthcare professional before explaining the features. The wrong approach results in missed sales opportunities. 

–          Impression Matters: Lacking professional attire at your first meeting or unorganized marketing materials may negatively affect the credibility of the MRs. Presenting yourself in a structured way works here. 

–          Lack of Relationship Maintenance: Sales happen based on relationships, and medical representatives might skip bright opportunities by not regularly visiting the healthcare professionals. 

–          No Backup Plan: MRs who do not keep Plan B ready when Plan A is rejected might not prove efficient in convincing the healthcare professionals. Plan right before every visit.

 Tips to Overcome These Mistakes

–          Manage follow-up timelines after every meeting and set your goals to achieve the desired targets. 

–          Customize and present the solutions to the healthcare providers instead of just promoting the products. Meeting unique needs can only make you special. 

–          Be very specific about your professional appearance and keep all the material organized before any visit. 

–          Study research papers and articles on the latest updates to provide valuable insights to healthcare professionals for establishing a strong engagement during meetings. 

–          Strategizing objections and getting ready with alternative solutions catering to the needs of healthcare professionals can work in your favor. 

Best Strategies to Increase Sales for MRs

Utilizing these sales strategies and marketing techniques can help medical representatives write their success stories in this realm. 

1. Informative Sessions: Medical Representatives must arrange educational sessions to provide valuable knowledge to healthcare experts. It should include a disease awareness program, the latest findings, and CME opportunities. 
2. Personalized Presentations: MRs need to prepare slides and presentations targeting the patient demographics, challenges and specific needs of the healthcare providers. It has a considerable impact on the outcomes. 
3. Patient-Centric Approach: It is imperative to market the patient success stories so that healthcare providers can resonate with the equipment or drugs and consider their utility for patient care. 
4. CRM Systems: Integrating CRM systems helps in the analysis and storage of data based on the preferences of the healthcare professionals, response patterns and past interactions to manage future engagement.
5. Use of Digital Apps and Social Media Tools: Infusing mobile applications and digital tools proves helpful in offering complete access to product details, comparative studies, and dosage calculators to present precise information while carrying out seminars and workshops. 

Customizing the sales strategy based on the healthcare professionals’ settings, such as clinics, government hospitals, or private ones, also makes a difference. Scheduling the visits and understanding the patient base of healthcare providers can also ensure successful engagement. 

Salary Range of Medical Representatives in India, Side-Income Ideas!

The salary of the MRs in India is broadly influenced by several factors, such as their experience, skill set, area of operations, employing company, and client set. Interns in this field can commence their professional journey with a starting range of Rs.12,500/ Month, and the figures often reach Rs.50,500/Month for veterans here. 

\Medical representatives are often offered additional perks, compensation, and benefits. Further specialization in certain pharma segments can also result in enhanced growth amongst the MRs, promising them a bright career here. 

Advanced degrees, certification, and the development of soft skills can further open new horizons for success for medical representatives. 

Side-Income Sources for MRs in India 2024

–          Partnering with the Pharma PCD Franchise

–          Real Estate Referrals

–          Online Medical Content Creation

–          Consultancy Services

–          Digital Marketing for healthcare providers

Winding Up- Explore New Avenues as a Professional Medical Representative to Drive Success!

India is presently the biggest provider of generic drugs globally, and this statistic narrates the demand for good MRs who strive to promote Pharmaceutical companies and write success stories for them. 

The regional diversity, different weather zones, and vivid lifestyle of people around the country further broaden the medical landscape and need for healthcare facilities in India. A skilled Medical Representative has a lot to do here!

Focusing on growth and continuous learning can help you contribute to the healthcare ecosystem. Map your journey with dedication and ambition to march towards the path of growth!