The future of being a Medical Sales Rep: what do you need to know?
The Pharmaceutical industry continues to evolve- and with it, the role of the Medical Sales Representative. Thanks to the rapid development of technology and science, more frontiers are opening up in the world of medicine and medical devices, creating new opportunities for Medical Sales reps to test themselves and branch out into new areas. With the UK pharmaceutical industry investing £610 million in capex projects, the future is bright.
However, with these new opportunities come new things that Medical Sales Representatives need to be aware of, if they want to stay ahead in an industry that’s rapidly changing. Here’s what you need to know.
The switch to consultant
The role of a Medical Sales Representative is diverse, and involves everything from paperwork to budgeting, yet the key to making a success out of your career is building strong relationships with your clients, whether they are pharmacists, GPs or nurse advisors. Indeed many salespeople agree that closing deals is the most important aspect of their job; however, there are also signs that this is starting to change in the Pharma industry.
The strenuous regulations that make navigating the world of selling and marketing within Pharmaceuticals so difficult also create some challenges when it comes to closing deals. Due to this complex web of regulations, Sales Representatives don’t have as much influence over decision making as they once did. Information is much more freely available than it used to be, and simply informing clients about the product that they want to sell isn’t a viable prospect any more when it comes to piquing their interest.
Instead, tomorrow’s medical sales reps will be expected to take control of a larger customer base, balancing selling their product with patient care and relationship building. A medical sales representative career is an extremely rewarding one since the job becoming much more patient-centric and relationship-focused than it used to be, and reps are expected to engage with a variety of people on every level of the supplier chain as part of their day job. Medical Sales Representatives will also become much more focussed on advising their clients, even getting stuck into demonstrating how their product works in person. In the future, a sales-oriented approach will be replaced by a relationship-focussed one- and strong communicators will be needed to make it work.
Making the leap to digital
Technology has been making inroads into the Pharma industry for quite some time. Giants like Apple and Google have long been investing in developing cutting-edge Biotech products that are due to shake up the Medical Sales market. With Pharma giant Pfizer tapping into AI technology to push forward the development of precision cancer drugs, smart wearables helping to collect data in the fight against Covid-19, and even leaps forward in areas like CRISPR-treated cells and genome-editing technology, the frontiers of science have never seemed so broad.
Not only does this open up the role for Medical Sales Representatives who want to diversify into the digital space, but it also opens up the ways in which they can communicate with clients. Quite apart from multichannel marketing in Facebook, Twitter or even WhatsApp, sales reps can also use mobile apps to track their customer accounts, manage relationships and even streamlining their sales processes with digital tools. In fact, 71% of sales reps are using social tools to close a sale. At the same time, the increased capabilities of big data will let consultants analyse and target clients more effectively than ever before. If you want to get ahead, you’ll want to have an apt for using technology.
New frontiers
The Pharma industry is changing. As more and more patents expire, generics will come onto the market, whilst the popularity of orphan drugs is rapidly increasing. This, combined with the slew of new Biotech and medicines making their way onto the market, means that the role of the Medical Sales Rep will undoubtedly change. Are you ready for it?
Join our diverse community of culture at IQVIA
At IQVIA, we keep our finger on the pulse of the changing market so we can continue to provide a stellar service to others- and match our brightest candidates to the jobs of the future. And with over 61,000 colleagues spread across 100 counties the opportunities are endless. Apply for your next medical sales representative job or for more insight into the medical sales industry check out our blogs.
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Did you know IQVIA has
1,200 +
epidemiologists
and real world insight experts
Did you know IQVIA has
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from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA has
1,200 +
epidemiologists
and real world insight experts
Did you know IQVIA has
70,000 + brave minds
from clinicians to data scientists each transforming healthcare in 100+ countries
Salary:
Location:
Vienna
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Vienna
Description
Oncology Key Account Specialist – Oncology Immunotherapy - Austria m/w/dAs part of a new European team across multiple countries, IQVIA’s international talent acquisition team is recruiting for an Onc
Reference
R1421495
Expiry Date
01/01/0001
Author
Rhys HarringtonAuthor
Rhys HarringtonSalary:
Location:
Bremen
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Bremen
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1421569
Expiry Date
01/01/0001
Author
Sabrina SeitzAuthor
Sabrina SeitzSalary:
Location:
Erfurt
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Erfurt
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. Bei IQVIA Contract Sales & Medical Solutions unterstützen Sie unsere Ku
Reference
R1344285
Expiry Date
01/01/0001
Author
Michelle PflanzAuthor
Michelle PflanzSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Jakarta, Medan, Surabaya)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebag
Reference
R1374944
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Semarang, Central Jawa)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebagai
Reference
R1379173
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Nurse Advisors
Location
Jakarta
Description
Job Overview To Promote pharmaceutical products targeted to health professionals and potential clients according to the established guidelines by the company, contributing to the execution of establis
Reference
R1391435
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Augsburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Augsburg
Description
Für ein spannendes Projekt im Bereich COPD und HKL suchen wir Pharmaberater (m/w/d) zum nächstmöglichen Zeitpunkt. In Gebiet: Regensburg, Ingolstadt, Augsburg, München, KemptenDas sind Deine Aufgaben:
Reference
R1420765
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Hamburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Hamburg
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420730
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Münster
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Münster
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420733
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Hannover
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Hannover
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420729
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Vienna
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Vienna
Description
Oncology Key Account Specialist – Oncology Immunotherapy - Austria m/w/dAs part of a new European team across multiple countries, IQVIA’s international talent acquisition team is recruiting for an Onc
Reference
R1421495
Expiry Date
01/01/0001
Author
Rhys HarringtonAuthor
Rhys HarringtonSalary:
Location:
Bremen
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Bremen
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1421569
Expiry Date
01/01/0001
Author
Sabrina SeitzAuthor
Sabrina SeitzSalary:
Location:
Erfurt
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Erfurt
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. Bei IQVIA Contract Sales & Medical Solutions unterstützen Sie unsere Ku
Reference
R1344285
Expiry Date
01/01/0001
Author
Michelle PflanzAuthor
Michelle PflanzSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Jakarta, Medan, Surabaya)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebag
Reference
R1374944
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Semarang, Central Jawa)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebagai
Reference
R1379173
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Nurse Advisors
Location
Jakarta
Description
Job Overview To Promote pharmaceutical products targeted to health professionals and potential clients according to the established guidelines by the company, contributing to the execution of establis
Reference
R1391435
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Augsburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Augsburg
Description
Für ein spannendes Projekt im Bereich COPD und HKL suchen wir Pharmaberater (m/w/d) zum nächstmöglichen Zeitpunkt. In Gebiet: Regensburg, Ingolstadt, Augsburg, München, KemptenDas sind Deine Aufgaben:
Reference
R1420765
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Hamburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Hamburg
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420730
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Münster
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Münster
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420733
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Hannover
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Hannover
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
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R1420729
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSince joining IQVIA I have had unrivalled support and development from my manager to enable me to aspire to move into secondary care. I feel like my career is strongly supported by my manager in order to maximise my potential.
Brendan Maccaoilte
IQVIA has been behind my development to become a MSL. The contracts that I have worked on have allowed me to push clinical projects with a recent opportunity to manage a pilot scheme integrating e-detailing into an established field based team. The result was an increase in sales.
Jodie Edwards
Salary:
Location:
Vienna
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Vienna
Description
Oncology Key Account Specialist – Oncology Immunotherapy - Austria m/w/dAs part of a new European team across multiple countries, IQVIA’s international talent acquisition team is recruiting for an Onc
Reference
R1421495
Expiry Date
01/01/0001
Author
Rhys HarringtonAuthor
Rhys HarringtonSalary:
Location:
Bremen
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Bremen
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1421569
Expiry Date
01/01/0001
Author
Sabrina SeitzAuthor
Sabrina SeitzSalary:
Location:
Erfurt
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Erfurt
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. Bei IQVIA Contract Sales & Medical Solutions unterstützen Sie unsere Ku
Reference
R1344285
Expiry Date
01/01/0001
Author
Michelle PflanzAuthor
Michelle PflanzSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Jakarta, Medan, Surabaya)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebag
Reference
R1374944
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Semarang, Central Jawa)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebagai
Reference
R1379173
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Nurse Advisors
Location
Jakarta
Description
Job Overview To Promote pharmaceutical products targeted to health professionals and potential clients according to the established guidelines by the company, contributing to the execution of establis
Reference
R1391435
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Augsburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Augsburg
Description
Für ein spannendes Projekt im Bereich COPD und HKL suchen wir Pharmaberater (m/w/d) zum nächstmöglichen Zeitpunkt. In Gebiet: Regensburg, Ingolstadt, Augsburg, München, KemptenDas sind Deine Aufgaben:
Reference
R1420765
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Hamburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Hamburg
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420730
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Münster
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Münster
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420733
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Hannover
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Hannover
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420729
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja Bollian