Work Environment
This occupation is typically found in the following Career Sector(s):
Videos on the Web
- Medical Sales Representative - from: Youtube Search
Most commonly reported Work Activities
- Establishing and Maintaining Interpersonal Relationships Developing constructive and cooperative working relationships with others, and maintaining them over time.
- Getting Information Observing, receiving, and otherwise obtaining information from all relevant sources.
- Communicating with Supervisors, Peers, or Subordinates Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
- Organising, Planning, and Prioritising Work Developing specific goals and plans to prioritise, organise, and accomplish your work.
- Communicating with Persons Outside Organisation Communicating with people outside the organisation, representing the organisation to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
- Selling or Influencing Others Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
- Resolving Conflicts and Negotiating with Others Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
- Making Decisions and Solving Problems Analysing information and evaluating results to choose the best solution and solve problems.
- Interacting With Computers Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
- Developing Objectives and Strategies Establishing long-range objectives and specifying the strategies and actions to achieve them.
Working Life
A medical sales representative promotes and sells pharmaceutical drugs and/or medical equipment to doctors, nurses and pharmacists.
The medical sales representative has to be completely knowledgeable about the products they sell and promote as they also have to be able to answer any questions and provide advice.
Most medical sales reps spend a lot of their time on the road as they organise appointments and meetings with GPs and hospital-based healthcare staff so that they can promote, demonstrate or present products. They may also attend trade exhibitions and conferences in and outside the country.
Part of their sales activities involve negotiating contracts, managing budgets and reviewing sales performances. Other tasks can include keeping track of competitors’ products and prices, providing an after-sales service and continuously building strong relationships with medical staff/customers.
Most commonly reported Work Tasks
- Negotiate prices or terms of sales or service agreements.
- Prepare and submit sales contracts for orders.
- Visit establishments to evaluate needs or to promote product or service sales.
- Maintain customer records, using automated systems.
- Answer customers' questions about products, prices, availability, or credit terms.
- Quote prices, credit terms, or other bid specifications.
- Contact new or existing customers to discuss how specific products or services can meet their needs.
- Emphasise product features, based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
- Compute customer's installation or production costs and estimate savings from new services, products, or equipment.
- Select or assist customers in selecting products based on customer needs, product specifications, and applicable regulations.
Further Information
- Medical Illustrator- from: N.C.S. [UK]
- Medical Sales Representative- from: N.C.S. [UK]
Qualities - Medical Sales Representative
This is primarily a sales roles so strong interpersonal and communication skills are essential. A medical sales rep also needs to be confidence and have patience. Organisational and time management skills are also important.
You need an aptitude for understanding and learning detailed medical and scientific information.
You need to be ok with spending a lot of time on the road, driving to and from meetings with potential customers.
Interests - Medical Sales Representative
This occupation is typically suited for people with the following Career Interests:
Enterprising
Enterprising people like situations that involve using resources for personal or corporate economic gain. Such people may have an opportunistic frame of mind, and are drawn to commerce, trade and making deals. Some pursue sales and marketing occupations. Many will eventually end up owning their own business, or in management roles in larger organisations. They tend to be very goal-oriented and work best when focused on a target. Some have an entrepreneurial inclination.
Social
The Social person's interests focus on interacting with the people in their environment. In all cases, the Social person enjoys the personal contact with other people in preference to the impersonal dealings with things, data and ideas found in other groups.
Many will seek out positions where there is direct contact with the public in some advisory role, whether a receptionist or a counsellor. Social people are motivated by an interest in different types of people and like diversity in their work environments. Many are drawn towards careers in the caring professions and social welfare area, whilst others prefer teaching and other 'informing' roles.
Administrative
Administrative people are interested in work that offers security and a sense of being part of a larger process. They may be at their most productive under supervisors who give clear guidelines and while performing routine tasks in a methodical and reliable way.
They tend to enjoy clerical and most forms of office work, where they perform essential administrative duties. They often form the backbone of large and small organisations alike. They may enjoy being in charge of office filing systems, and using computers and other office equipment to keep things running smoothly. They usually like routine work hours and prefer comfortable indoor workplaces.
Entry / Progression - Medical Sales Representative
Although not essential, some medical sales reps have a qualification in life sciences, pharmacy, medicine or nursing for example. But prior in-depth medical knowledge is not required and many have a background in sales.
Many employers look for candidates who have passed the membership exam for the Medical Representative Institute of Ireland (MRII).
Having passed the MRII membership exam is way of showing that you have the educational level required as a sales rep, including an awareness of relevant medical terminology, industry rules and regulations, and some basic biology. But the employer would not expect newly recruited sales reps to have expert knowledge of their specific products so there would normally be an induction period with training and potentially shadowing experienced sales reps.
In preparation for a career as a Medical Sales Rep, it may also be good to familiarise yourself with the Irish Pharmaceutical Healthcare Association (IPHA) Codes of Practice.
A full driving licence is also a common requirement.
With experience and a good track record, you could progress to senior sales or managerial roles, such as regional manager or account manager. You can also choose to progress to related employment areas such as marketing or purchasing.
Sample Education and Training Pathways
A number of courses are available throughout the country that focus on learning and skills that may be useful for this career. The examples and links below may guide you in your research.
Further Education (FET)
Further Education & Training (FET) Courses are delivered by local ETBs, ranging in duration from several weeks up to 20 months. Courses are designed to meet the labour market needs and often include a large element of work experience.
Example search terms include: business admin, customer service, care management, pharma.
Search for FET Courses
PLC Courses (FET)
PLC courses are full-time courses, one or two years duration, with awards at Level 5 and 6 on the NFQ. They are offered nationally in Schools and Colleges of Further Education.
Example search terms include: business management, nursing, pharma, sales, marketing.
Search for PLC Courses
Apprenticeships:
Apprenticeships are structured work-based training programs that combine on-the-job training with classroom instruction. They run from 2 – 4 years and are open to individuals of all ages, including school leavers, those seeking a career change, and existing employees who wish to upskill.
Examples: Lab Tech, Analyst, Sales.
Search for Apprenticeships
Higher Education CAO (Undergraduate)
Higher Education courses at Levels 6 to 8 on the NFQ, delivered in Universities and Technological Universities & Institutes. Courses run from 2 – 5 years and places are allocated on a points-based system, processed by the Central Application Office.
Example search terms include: business, commerce, nursing, pharma.
Search for CAO Courses
Higher Education (Postgraduate)
Postgraduate courses are courses at Levels 9 and 10 on the NFQ and usually last 1 – 2 years full time, or longer if a PhD or part time. Entrants typically require an undergraduate award (Level 8).
Example search terms include: sales, business, accounts, management, medical device, marketing.
Search for Postgraduate Courses
Search Springboard courses.
Professional Development
Professional development (CPD) courses are specialised training, formal education, or advanced professional learning that improves skills, professional knowledge, competency, and overall effectiveness in the professional world.
Membership in the MRII can be beneficial for accessing training and attending events where you have a chance to meet recruitment agencies and representatives from leading pharmaceutical companies.
Check the Useful Contacts tab on this page to see if there are any professional bodies listed who may provide training related to this career.
Pay & Salary - Medical Sales Representative
Salary Range (thousands per year)* €35k - €75k
Salaries vary based on employer, location, experience, duties, and role.
Data Source(s):
Morgan McKinley/ CPL / Azon/ Lincoln/ Sigmar
Last Updated: July, 2024
Labour Market Updates - Medical Sales Representative
Note: The following information relates to occupations that include: Buyers and procurement officers; Marketing associate professionals; Estate agents and auctioneers; Conference and exhibition managers; and organisers Property, housing and estate managers.
This information has been derived from the Solas National Skills Bulletin (2023).
Despite a strong employment growth rate for this occupation, employment levels fell between 2021 and 2022. Employment is spread across a number of roles including marketing associate professionals, buyers & procurement officers, conference/expo managers and estate agents. Employment permits issued in 2022 were primarily for roles in the ICT sector such as digital marketing and accounts managers with language skills required for some.
The Recruitment Agency Survey highlighted issues in sourcing candidates for procurement roles. The number of job adverts for this role grew in 2022, driven by increases for buyers/procurement officers and conference organisers etc. In addition, procurement/tendering documentation skills were not confined to this occupation, but were also in demand outside of sales roles, albeit in small numbers.
Useful Contacts - Medical Sales Representative
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Medical Representative Institute of Ireland (MRII)
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Irish Pharmaceutical Healthcare Association
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Pharmaceutical Society of Ireland
