الى كل من يريد العمل بشركات الادوية (نبذة عامة ) - سيريا فيت - الطب البيطري

د/عمرو · #1 13-09-2007, 10:00 مساء

السلام عليكم
موضوع طلبة الكثير لمعرفة طبيعة العمل
اضن فيه فائدة كبيرة لمن يرغب في العمل في مجال الدعاية الطبية ارجو الفائدة للجميع و الدعاء لأخوكم

Medical sales representative

Job Description
Medical sales representatives, or reps as they often called, are a key link between pharmaceutical companies and medical 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 ForbiddenForbiddenForbiddenForbiddenForbiddenForbi ddenForbiddenForbidden, and usually specialising in a particular product or medical area, they try to ensure that formularies contain their product. They may also make presentations and organise 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 your 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.
In particular, typical work activities include:
• 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;
• organising conferences for doctors and other medical staff;
• building and maintaining positive working relationships with medical staff and supporting administration staff e.g. receptionists;
• managing budgets (for catering, outside speakers, conferences, hospitality, etc);
• keeping detailed records of all contacts, which may involve database management;
• 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 in that area;
• regularly attending company meetings, technical data presentations and briefings;
• 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;
• keeping informed of new developments in The National Health Service (NHS), anticipating potential negative and positive impacts on the business and adapting strategy accordingly;
• 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.

Work Conditions
• Range of typical starting salaries: £18,000 - £24,000 (salary data collected Nov 06).
• Range of salaries with three to five years' experience: £25,000 - £35,000 (salary data collected Nov 06).
• Range of salaries at senior levels: £30,000 - £55,000 (salary data collected Nov 06).
• The range of salaries varies according to level and experience. Successful sales staff can achieve high earnings
consisting of a basic salary supplemented with performance-related pay.
• Many companies offer other incentives and benefits such as a quality company car, private health insurance,
holidays abroad and similar rewards.
• Working hours typically include regular extra hours, but not weekends or shifts.
• The car is a mobile office, but a room at home is also necessary for storing promotional products and samples.
• Self-employment/freelance work is not possible. It may be possible to offer a service to companies launching new
products and wanting extra coverage, though this requires a lot of contacts.
• The prospects for re-employment after a career break are good. Part-time work is possible.
• Opportunities occur throughout the UK, but the job usually involves responsibility for a particular geographical area. Good sales staff may find themselves head-hunted from one company/region to another.
• Smart dress and a professional appearance is essential.
• Loneliness can be a problem for medical sales representatives, who are often away from their home base for long periods of time. In spite of the rewards, this can be a very stressful job, with some reps experiencing burnout after some years in the role.
• The working day is often extended by travel, which has the potential to disrupt domestic routine and family and social life. However, many appreciate getting to know their customers in social settings and enjoy the benefits of
corporate entertainment.
• Travel within a working day is frequent, absence from home at night is occasional and overseas work or travel is
uncommon.
OCCUPATIONAL
PROFILE

Entry Requirements
Although this area of work is open to all graduates, a degree in pharmacy, medicine, nursing or dentistry may increase your chances. Although graduates with a life sciences background may be preferred, many medical sales representatives do not have a scientific background. Recently, employers have shown growing interest in people with
business-related degrees.
Relevant HND subjects include biological, medical, agricultural and horticultural sciences.
Entry without a degree or HND is commonly possible, particularly for those with a sales background. A healthcare background, for example in nursing, can also be advantageous. A pre-entry postgraduate qualification is not required.
Pre-entry experience is desirable with work-shadowing preferred. Related work experience, such as through a hospital placement or in a commercial environment, is useful. A driving licence is essential.
Candidates will need to show evidence of the following:
• excellent communication skills;
• a mature approach;
• an outgoing and persuasive manner and ability to deal with people who hold differing beliefs or values;
• confidence and persistence
• patience and self-motivation;
• a flexible approach to adapt to constant changes, for example in the healthcare system or product and drug formularies;
• strong networking skills;
• commercial and business awareness.
Medical sales representatives also need a detailed knowledge of the particular field in which a drug is to be used, as well as an understanding of anatomy, physiology, diseases and pharmaceutical treatments. There are a reasonable number of employment opportunities, but company mergers are leading to increased competition
for entry. First entry roles are generally more difficult to secure in Scotland and the north of England, so mobility can be important. Specialist markets are still a developing area.
It is advisable to find out as much as possible about the realities of the job by arranging to spend a day with a rep. Contact GP surgeries and chemists, and talk to pharmacists. Research the pharmaceutical industry and keep up to date with developments in The National Health Service (NHS). Professional institutions may have local groups and student membership of organisations such as the Chartered Institute of Marketing (CIM) may provide access to vacancy information.
It is now illegal to discriminate against candidates on age grounds but, in practice, age may continue to be used in selection criteria by some employers and maturity and life experience may be viewed advantageously by some employers. For more information on equality and diversity in the job market and how to handle discrimination, see the
AGCAS publication A Level Playing Field.

Training
Initial training is intense and may take up to six months. After this, time may be spent with an experienced medical sales representative before gaining your own sales territory. Many large employers offer in-house sales training as part of their graduate training programme and some recruitment agencies specialising in sales also run their own programmes. Some companies introduce new staff to the business by placing them initially in an office-based role, providing administrative support to the sales team, before they move into a full sales role. All medical sales representatives are required to pass the examination of the Association of the British Pharmaceutical Industry (ABPI). Since January 2006, all the papers included in the examination must be taken within the first year of employment, though candidates can re-take papers they do not pass at the first sitting and have up to two years to pass them all. Training and support to prepare for this examination are provided by the employer. It covers areas such as anatomy, physiology, pharmacology, specialist disease area subjects, the ABPI and Code of Practice, the
pharmaceutical industry and the NHS. The ABPI Certificate is awarded upon successful completion.
The qualification can be gained in three different ways: the traditional exam process; the ABPI Institute Integrated Programme, which incorporates ABPI training information with product and industry knowledge provided by the employer and is modular and more flexible; and the ABPI Accredited Programme, where candidates study for modular exams using company training materials accredited by the ABPI Institute for Education and Training. Professional institutes offering training include the Institute of Sales & Marketing Management (ISMM), which runs courses aimed at aspiring sales personnel as well as established practitioners. Their programme includes a Certificate and an Advanced Certificate in Sales, and a Diploma in Sales Management.
Continued professional development (CPD) is vital at every stage of a rep's career and involves keeping up to date with new products, developments in research and competitor behaviour. Medical sales representative

Career Development
Work is based initially in a specific regional area and the representative links with a wide range of health professionals within it. Hospital positions tend to be recognised as a specialist area and a move into this field is usually seen as promotion. However, this varies between companies, as some companies include hospitals as part of all medical sales executives' caseloads. Promotion depends on mobility, experience, and, to a greater extent, ability. Career development is generally based along the following route, depending on an indvidual's career interests and experience:
• sales representative - GPs;
• senior sales representative - GPs;
• medical representative - GPs and hospitals;
• field sales manager;
• area sales manager;
• hospital specialist;
• liaison representative with The National Health Service (NHS).
Following the 2002 NHS reforms with Primary Care Trusts (PCTs) assuming control of 80% of the total NHS budget, an increase in NHS liaison roles has been observed. As more pharmaceutical companies adapt to these changes, specialist sales and account development roles are expected to increase in the future. As a result, ongoing career development and training will become markedly important as individuals progress from entry-level medical sales reps to more specialised roles.
Additionally, some experienced reps progress to working as field trainers, training and developing new or more junior sales representatives.
Sales roles can lead to rapid promotion to management jobs, such as area or regional manager or business
development manager, or may be a possible basis for a transfer to marketing. Opportunities may also occur in related sales fields, such as medical disposables and equipment. Since at least one-third of pharmaceuticals production goes abroad, there are also opportunities in export administration.

Typical Employers
Pharmaceutical and healthcare companies are the major employers of medical sales representatives. These companies design and produce pharmaceutical goods or products, including drugs, medical products and equipment (for example cardiovascular or laser equipment), not for open sale but as prescription-only products available to doctors, nurses, hospitals and pharmacists.
Some employers ensure that their reps work by therapy area, so it is possible to target pharmaceuticals employers who produce medical products for particular specialisms, such as oncology, rheumatology or gynaecology.
In the UK, the three main types of pharmaceutical company are: research and development; research only; and contract pharmaceutical organisations. Contract companies are the main employers of sales representatives.
In terms of sales, the top five leading international pharmaceutical companies in 2005 were Pfizer, GlaxoSmithKline, Sanofi-Aventis, Novartis and Johnson & Johnson (Association of the British Pharmaceutical Industry (ABPI) results).
Many pharmaceutical and health care companies are international, allowing a wide choice of possible employers and the potential for an international career.

على فكرة الكلام دة منقول من ويب سايت بريطانى لذللك هتتخضوا من ارقام المرتبات لكن اللى يهمنى هو معرفة طبيعة العمل ودة للعلم وطبعا قريب جدا من النظام ف الدول العربية
وشكرااا

ahmad00 · #2 31-10-2007, 02:26 صباحاً

rebna yzedk mn 3lmh
thanks doctor 3mr
mawdo3 ra2e3

Dr.askar · #3 02-11-2007, 02:11 مساء

thanks v m

dr_jawwash · #4 07-11-2007, 10:13 مساء

ممكن .........

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