Hikmat Leeds Kashmiri Muslim Professionals Association

“I Sell Drugs For A Living, Officer!”

For Hikmat

By

Mohammed Arif B.Sc.(Hons)

What’s It All About?

• The Job– The formula to Medical Sales Success

• The Individual– We know what we want, have you got

what it takes?• The Perks

– You too can be “A Suitable Boy”• Summary

The Job

Support

Marketing Strategy

The Product

The Rep

The Product

• Unique Selling Point– Differentiation– Efficacy– Safety– Advantages– Cost

• Local Guidelines• Clinician Support

Marketing Strategy

• Based On Medical Evidence– Large Trials– Select Patient Groups– Head: Head Comparison with Competitors– Message in line with ABPI Standards

• Product Proposition & Evidence To Advertising Agencies

• Tested with Target Customer Group• Rolled Out To The Field Representatives• Reviewed & Updated Quarterly/ Six Monthly

Support

• Initial Training Course• Field Coaching (Manager/ Trainer)• Knowledge, Skills Workshops• Sales Generation Budgets

– Clinical Meetings– Relationship Building– Medical Education/ Equipment Support

The Call

• Typically 10-15 mins with Customer• Identify Customer Needs• Challenge Convention• Demonstrate Benefits For Customer & Patient• Gain Agreement To Prescribe (No & Pt Types)• Agree Follow Up (discuss results, expand

usage)• Capture The Call• Sequential Selling

PASSION & BELIEF

The Individual

The Individual• Ideally with Life-Science Background

– Degree Level– At least ‘A’ Level in Biology

• Self-starter• Goal Orientated• Tenacious• Perform Under Pressure• Business & Customer Focused• Flexibility• Team Player

Support

Marketing Strategy

The Product

The Rep

The Challenges & Rewards

• British Attitude to Selling

• Apathy• Lonely• Frustrating• “Only As Good

As Your Last Performance”

• British Attitude to Selling

• Apathy• Lonely• Frustrating• “Only As Good

As Your Last Performance”

• Flexibilty– Manage Your Own

Time & Priorities

• Visible Results• Career Development

Opportunities– Management,

Marketing, Key Account, Coaching

– National & International

• £££££££££££

• Flexibilty– Manage Your Own

Time & Priorities

• Visible Results• Career Development

Opportunities– Management,

Marketing, Key Account, Coaching

– National & International

• £££££££££££

The Perks

The Perks

• Salary– £20k - £50k PA (Medical Sales Representative)– £35k - £60k PA (Area Sales Manager)– £60k - £80k PA (Field Sales Manager)– £100k+++ PA (Divisional Manager)

• Company Car• Bonuses

– £5k- £15k PA

• Shares• Pensions, Medical Cover etc. • Career Development & Opportunities

Summary

Summary

• The Job– Product, Message, Support, The call,

challenges & Rewards

• The Individual– Qualifications & Capabilities

• The Perks– Not a job for everyone, but for the right

person, it can be very rewarding

• Questions???????????????