Medical Representative (MR) is the Best Way To Enter

The Pharma Marketing Profession – Suresh Paithankar,

Head of International Business
JUNE 29, 2018

Insights

1. In the Medical Representative profession, the market you’re handling is

far more important than your years of experience. In other words, if you
are familiar with that market’s rules, regulations and guidelines, then
you will get the good designation and more salary; regardless of your
working experience.
 2. One of the major positives of this job is that you get to travel around a
lot and interact with prominent businessmen from different countries. As
a result, you gain exposure and that improves you as a person.
3. One of the major challenges in this field is that if you are not bold
enough and proactive, then you will not grow. This is a job that requires
you to take initiative and at times even calculated risks.
4. Due to the growing awareness of personal healthcare and the extremely
health-conscious society we live in today, there will never be a slump in
the pharmaceutical marketing industry. Hence, it is a very good
profession.

Profile Details

Name – Suresh Paithankar

Profession – Head of Africa Market, Zim Laboratories

Age – 47 years

Gender – Male

City – Nagpur

Industry – ​Marketing

LinkedIn – ​https://www.linkedin.com/in/suresh-paithankar-2138064/
Where have you been born and raised?

I was born and raised in a small village called Kopargaon, Maharashtra. My

mother is a homemaker and my father a retired bank manager. I have 2
younger brothers. One of them is a bank manager and the other one is the
Head of R&D at Intra Pharmaceuticals.

Did anyone influence you in choosing this career?

I chose this career path of my own desire. After finishing MSc. in Organic
Chemistry, I started out in the packaging department. But, I wanted to go into
marketing. So, I started out as an MR (Medical Representative) and then
slowly made my way into International Marketing.

Please give us a summary of your career.

I did my MSc. in Organic Chemistry from ​Pune University​ and MBA in

International Business from ​SMU​.

Initially, I was a packaging supervisor in an MNC. Since I was keen on doing

marketing, I became a Medical Representative in ​Indchemie Health Speciality​,
Mumbai.

Within 2 years, I got promoted to Area Sales Manager and was responsible
for the entire Mumbai region.

Following that, I got an opportunity to work as country manager of Kenya and

Tanzania for an International company. I worked there for several years.
Thereafter, I joined ​Renown Pharmaceutical​. With modest beginnings, I grew
from a manager to General Manager. Then I was managing entire South-east
Asia as well as the Africa region.

Then, I joined ​Zim Laboratories​ in August 2017 and I take care of the African
market for the company.

Which institutes are best for the education/training of Pharma

Marketing?

Firstly, I think Marketing & Sales is one field wherein you do not require any
specific degree. Secondly, I’m not aware of any educational institutes that
specially cater to marketing. My academic background was very different from
the profession that I’m pursuing.

What are the costs associated with the education/training of

this profession?

Like I mentioned before, I’m not well-versed in the educational requirements.

What are the typical entry-level jobs in Pharma Marketing?

According to me, Medical Representative is the best way to get your foot in
the door in the field of marketing. As a fresher, you will get a certain region,
after that as an area manager you might have to handle 4–5 Medical
Representatives, who work under you.
Following which, there are higher levels like zonal and national sales manager
etc.

What is the range of salary one can expect when starting out
as Medical Representative?

In both international and domestic markets, only those below 3 years’

experience are considered ​novices​.

After which, more years of experience won’t automatically fetch you a higher
income; only your performance will.

For someone working as a Medical Representative, with 5 years of

experience, they’d get around 50,000 INR per month i.e. around 6 Lakhs INR
per annum.

If someone has 5 years of experience in International Market they can get a

package of minimum 10–12 lakhs INR per annum. This figure is for India. If
you work overseas as a Country Manager, you can easily get 30–40 lakhs
INR per annum.

Please describe your work.

My work includes looking for and opening new countries, which might be
potential clients. In countries, where business has already been initiated, I try
to further promote the products. For example, if they’ve already selected 5
products and dossiers then I will propose another 5 products so that there will
be 10 products inside the ministry.
Then I will get registrations for the first five and then the next five and so on.
Once I get the required certification, only then can the business start.

I also supervise all the on-going orders we receive from various countries, see
which stage they are in. Accordingly determine what steps I should take to
facilitate the order if there are any problems with the products, at my level or
the consumer’s level.

For example, the customer may want to change the packaging or the color of
the tablets etc. This may be causing delays, which is not good for business.
So, I get things done faster.

I also take care of the payment terms and conditions, observe which date the
order will be dispatched and reach the customer. Following which, I determine
what promotional input I have to send in that county for that order to liquidate
fast and get a repeat order.

What are some of the positives, which would encourage

someone to consider Marketing Representative as a career?

1. Personally, I think the biggest positive of a marketing job is that you’re

not confined to a desk and therefore, get to travel the world. This is not
only a dream come true for someone who loves to travel but also being
out in the field means you get so much exposure. This helps in personal
development.
2. In international marketing, since you have to deal with prominent
businessmen from different countries on a daily basis, it hones your
business sense.
3. With regards to money and growth, they are directly dependent on your
performance and not on years of experience or seniority, as in other
professions.
 4. The salary is also very good, and you will be able to afford a good
lifestyle.

What are some of the challenges that you would want someone
to be aware of when considering Marketing Representative as a
career?

1. You have to know the business well because mere theoretical

knowledge of International terminology will not get you far. Also, you
have to make sure that you know your product well so that you can pitch
to customers perfectly.
2. You also have to be really bold, take initiative as International Market is
very different from the domestic market. Metaphorically speaking, you
have to create your own rules and find ways which will help you get the
job done.
3. Your business and communication skills should be perfect. You need to
be friendly with your clients, despite your differences.
4. You have to always be updated, and with all the new products coming
out in the market, it’s a tiresome task.

What are the relevant trends/skills/technologies that are

currently commanding a premium in your job profile?

Healthcare Awareness would be one. Nowadays everyone is very conscious

about their health. As awareness spreads it helps us launch new products or
create the demand for new products. Communication and business skills are
also a must.
What kind of person would be happy in your career?

Someone who is bold, energetic, is well versed with business and preferably
someone who loves to travel will absolutely love this job.

Given another choice, what would you do differently as far as

your professional selections are concerned?

No, I wouldn’t have pursued anything else.

What would be your advice to students or professionals who

are just starting their journey on a path similar to yours?

I advise students to study in a deep, comprehensive way. Knowledge in any

subject is never a waste. For example, if you’re in marketing selling medicine
you have to know everything there is to know about marketing as well as your
product.

Liked this article? Check out more articles on the ​Pharmaceutical industry
here​.

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