Among the vacancies medical representatives presented our recruitment Agency large number refers to the field hospital. What is a hospital medical representative, and also about the nuances of this profession applicants can read in this review.the Main components of the pharmaceutical market in our country are commercial and hospital sectors. As to the first, it implies the sale of medicinal and parapharmaceutical products in pharmacies. Of hospital same segment involves the sale of medicines through pharmacies within the DLO program, as well as selling medicines through medical institutions. Let us discuss this point in detail.
Jobs medical representative in this area are aimed at collaborating with hospitals, hospitals, dispensaries; demand for the companyís products; the initiation of applications for the DLO. Therefore, the medical representative is important, first, to know and understand all the specifics of the budget segment of the pharmaceutical market. To succeed in sales in this or that institution, a medical representative will need to know how the budget is formed, how much of the budget is financed by the HIF, as well as the solvency of the medical institution.
One of the important roles of successful sales in the hospital market is played by the personnel of health care facilities. The first step is to identify the person who makes the decision, in particular, the final decision on the procurement of medicines, as well as persons somehow involved in making this decision. This is important for inclusion of drugs in the formulary lists, which create the technical possibility of purchase of medicines. But don’t forget about the priority in the sphere of budgetary savings a hospital, here the price of the drug plays a role.
the System of the hospital sales is a complex mechanism that requires a structural approach as a medical representative. All his actions must be clearly analyzed, justified and hierarchical. Until the moment when the medical representative’s trip directly to the Department, it is mandatory to visit the chief of staff and his Deputy for clinical work. Discuss in detail this part of the work to determine how to act at a particular stage of work in the hospital.
When the medical representative makes a visit to the chief doctor of the hospital, he must clearly understand that provides specific in-formation about the promoted drugs, and considers the needs of the chief physician. Namely, the purchase of this or that HP still needs to save budgetary funds, the use of the drug should reduce the duration of hospital stay, the drug should be easy to store and have a great shelf life. After a successful visit, you must obtain permission to continue communication with heads of departments.
Also do not forget about the visit to clinical pharmacologists institutions. It will help to identify pharmaeconomics justification of purchase of the drug or its inclusion in the official list of a hospital.
One of the key moments in hospital sales. is the co-perpetration of the visit of the head. branch, because it was he, in consequence, will make adjustments, and to sign the application, then transmitted to the head. pharmacy and Deputy head physician. At a meeting with the head of Department must pay special attention to some moments. You need to determine the approximate amount of the drug required by the Department for operation, to agree to hold a presentation for the doctors working in the Department, and to clarify the possibility of individual meetings with their healthcare providers.
Another employee of the hospital that should be given attention during the visit – this is the big sister Department. It is the very application which is subsequently signed by the head of the Department. Therefore, medical representative should only leave a positive impression about yourself and about the company.
As we can see, the work of hospital medical representative – it’s hard work, the result of which will be purchasing is promoting drug treatment facility.
What qualities and knowledge should an employee spotlights-maceutical company to become a successful hospital medical representative?
In the first place, hospital medical representative should be focused on results. It must be made clear that this result will not come immediately, but after a certain amount of time. This is because and work with all staff of health facilities, prior to inclusion of the drug in the application, and preparation for tender – this is quite a time-consuming process. A medical representative should thoroughly examine is promoting a drug to consider the scientific merits advantages over all other means, to bring all the advantages of the product. Hospital medical representative should know and understand the specifics of sales is in the budget segment, possess analytical skills.
it is Important to be presentable and possess excellent communication skills. He should be able to build relationships with all hospital staff, even to find an approach to such personnel of health care institutions, which are reluctant to speak. As hospital medical representative must understand that the immediate result of his work he will not see. Must pass a certain amount of time, before all the efforts that he put in the performance of their work will bear fruit. And probably the most important thing is the desire to work in the field of low sales. Employee coming to the post hospital, medical representative should clearly define that he wants to work on this position. He must realize that during the whole working process, he will encounter difficulties, obstacles and be ready for it.
Thus, the work of medical representative is labor-intensive, but very interesting. For the representative of this Pro-of a profession offers the opportunity to not only grow, both professionally and in personal terms, thoroughly acquainted with all the peculiarities of the hospital market, but also by the opportunity of productive work to achieve high results in sales budget.
Tatiana Anisimova
Recruiting company AVICONN
The recruitment consultant.