Stages of vertical development Medical representative in pharmaceutical companies

Many job seekers at the stage of choosing the future profession are interested in the possible development prospects not only associated with the transition to larger or more prestigious company, but development opportunities within one company. The degrees of vertical development, medical representative, read this review.

so you are a medical representative. The desired position is achieved. What’s next? What are the prospects? Let’s talk about it in this article.

we All understand that to step to the next rung on the career ladder, you must show the appropriate results. Because, a lot of medical representatives, and following their posts significantly less. Career medical representative can develop in several directions, and today we will focus on two of them:

• Medical representative – KAM (Key Account Manager).
• Medical representative – Regional Manager – area Manager.

let us Consider each direction separately.

KAM is the Manager on work with key clients. Currently we can distinguish three areas of activity for positions Kama:

• CAM to work with pharmacy chains is responsible for the sale of drugs in pharmacy chains. Engaged in the engagement of new networks, forecasts sales plans and the promotion of new products, conducting marketing activities.
• KAM in outpatient segment interacts with OL and KOL, holds conferences and various training activities for physicians, hospitals.
• Hospital KAM promotes the interests of the company at the level of decision makers in healthcare institutions, and government agencies. Prioritizes health facilities and evaluates their potential, organizes hospital procurement in hospitals, conducts the solicitation operation, ensures the inclusion of drugs in the exemption.

typically, the area of responsibility of the Kama, is a large city or several small towns.
In the structure of a pharmaceutical company can also provide National position Kama. The territory of responsibility of this specialist is usually the Federal district or the whole country. Its tasks in addition to working with distributors, pharmacy chains and health authorities includes the management team of Kams.
The person who applies for a position Kama, should be able to make independent decisions and take responsibility for them, to possess the skills of negotiation and persuasion at a high level, to be able to think strategically. Work with key customers, it is always a great responsibility to Kama, because his mistakes for the company, threatened loss of customers, declining sales and the loss of positions over competitors. Therefore, this work requires an individual approach. In General, we can say that the CAM position is an independent position for a single player.

Regional Manager is the leader of a group of medical representatives in a particular area or region. This is one of the logical advances of medical representative within a company. To become a regional Manager must possess not only the skills of sales and to achieve high results. If you compare RM with a Shaman, there is a cardinal difference is that the RM is a team player, he is a leader, mentor their team. In addition to sales, working with clients and reporting, the RM is also responsible for team motivation, recruiting, onboarding and training. Some of the numbers and the desire to become RM enough, you need to evaluate your skills in people management — regional Manager must be able to lead, organize all the processes to plan, analyze, make decisions and finally, most importantly, to be able to take responsibility for their actions, the actions and results of his team.

the Territory of responsibility between the Regional managers in a pharmaceutical company can be divided as follows: several districts of a large city, the whole city, the whole area.
The next step in the career ladder is the position of Territorial Manager. In this position significantly increases the level of responsibility, sales volumes, changing the magnitude of forecasting and planning. Certainly changing and the level of management because the management of medical representatives is significantly different from managing a team of regional managers. Also, has the value and area of responsibility. Typically, the TM coordinates the work of his team in a much larger scale of the country, it is necessary also to understand the economic situation, the specifics of doing business in different regions.

Thus, based on the foregoing, we can draw the following conclusion – opportunities for career development, Medical representative variety. The most important thing is to understand for yourself which way is more interesting. Team game or individual work? You choose, as long as that choice in the future, deliver results, both material and moral, because the person in addition to the financial component is very important to love the work and get satisfaction from it.

And as I said an American businessman, multimillionaire Andrew Carnegie: «Never will break up the one who is not doing what he is told, and the one who is doing nothing more than what they’re told,»¹

¹online magazine www.kom-dir.ru.

Tykhenko Anna,

The recruitment consultant.

Recruiting company AVICONN