Summary of "REPSOLOGY | كل ما تريد معرفته عن مهنة الدعايه الطبية | Medical representative"

This video provides a comprehensive overview of the profession of medical representatives (medical reps) within the pharmaceutical industry, focusing on the roles, skills, career path, company types, and compensation structure in Egypt. The session is led by Abdul Rahman Baz, a pharmacist with 12 years of pharmaceutical marketing experience and founder of the REPSOLOGY platform.

Main Financial Strategies, Market Analyses, and Business Trends

Pharmaceutical Market Size and Growth: The pharmaceutical market in Egypt sold approximately 58 billion Egyptian pounds by September 2020, with potential to reach 80-90 billion by year-end. Comparing yearly sales figures helps identify market growth trends (e.g., 50 billion in 2019 to 100 billion in 2020 indicates 100% growth).
Sales Target Setting and Achievement: Medical reps have monthly targets (e.g., selling 1,000 boxes of a product like Panadol). Tracking actual sales against targets and analyzing reasons for underperformance or success is critical. Sales reviews and business reviews are conducted monthly or quarterly to assess progress.
Sales Cycle and Distribution: The sales cycle involves medical reps educating doctors about products to influence prescriptions, followed by order representatives fulfilling pharmacy orders. Coordination with distribution companies ensures product availability, closing the sales loop.
Marketing Planning and Execution: Marketing involves data-driven planning based on sales analysis, competitor assessment, and consumer behavior. Marketing plans include setting objectives, identifying problems, proposing creative solutions, and implementing activation events (e.g., doctor meetings). Marketing is strategic, not just creative ideation.
Company Types and Market Positioning: Pharmaceutical companies are categorized by product type (pharmaceuticals, cosmeceuticals, vitamins/supplements) and by market scope (local, top local, national, international/multinational). Each type has different operational scales and strategies.
Compensation Structure: Medical reps typically receive a basic salary plus incentives based on sales performance. Additional allowances include transportation fees and company cars (often provided via salary deductions over several years). Incentive schemes vary by company and are tied to achieving or exceeding sales targets.

Roles and Responsibilities of Medical Representatives

Serve as the communication link between Pharmaceutical companies and healthcare providers (doctors, pharmacists, hospitals).
Educate doctors on product features and benefits to encourage prescriptions.
Plan daily, weekly, and monthly visits strategically to maximize impact.
Follow up with distribution channels to ensure product availability.
Report activities and feedback using CRM systems.
Organize and implement promotional events and product activation meetings.
Participate in regular sales reviews and adjust strategies accordingly.

Essential Skills for Medical Representatives

Communication and Presentation: Ability to effectively convey product information and persuade healthcare professionals.
Self-Motivation: Internal drive and confidence to handle daily challenges and meet targets without constant supervision.
Planning and Organization: Strategic planning of visits, messages, and sales goals.
Sales Acumen: Understanding sales data, target setting, and achievement analysis.
Teamwork: Collaborate within sales teams and across departments.
Negotiation: Skillful handling of objections and closing sales.

Career Pathway in Pharmaceutical Sales and Marketing

Entry-Level Medical representative: Focus on product promotion and sales to doctors and pharmacists.
Middle-Level Manager: Assists product managers, coordinates field activities, and manages junior reps.
Product Manager: Develops marketing plans for products from production to market.
District Manager: Manages a team of medical reps in a specific district.
Area Manager: Oversees several districts within a larger region.
Line Manager: Responsible for sales across multiple regions or the entire country.

Career progression often requires passing assessments, case studies, and demonstrating strong communication and leadership skills.

Other Pharmaceutical Company Departments Highlighted

Supply Chain: Manages procurement of raw materials and packaging, requiring planning and vendor network management.
Human Resources: Manages employee relations, salaries, and training.
Training: Provides sales and product training internally and externally.
Pharmacovigilance: Monitors product safety and side effects.
Medical Department: Provides scientific data and medical brochures for reps.
Quality Assurance and Control: Ensures product standards and regulatory compliance.
Research & Development (R&D): Innovates and develops new products.
Relationship Affairs: Handles communication with regulatory bodies and stakeholders.

Entry into the Field and Training

Summer training programs are offered by many Pharmaceutical companies, mostly targeting graduates of scientific colleges (medicine, pharmacy, dentistry, veterinary medicine, science), but some companies open training to graduates of other fields based on their strategy.
Job opportunities are abundant due to the large number of Pharmaceutical companies (around 900 registered in Egypt).
Job openings for medical representatives are frequent and competitive.