Medical Representative- Everything You Need To Know About The Job
Medical Representative
If you’ve worked in an office setting, particularly in the medical field, you are familiar with a Medical Representative or “marketer.” They stroll in looking polished, showering you with gifts and delivering your favorite coffee.
It certainly seems as if they have a charmed life, and in many ways, they do.
Medical Representatives commonly enjoy a flexible schedule and move around town throughout the workday. It is their job to produce and maintain referral sources by forming relationships and proving reliability. A good sales rep knows that going above and beyond makes them stand out in a saturated market.
I sat down with Veronica, a Senior Account Executive, to get the scoop on the realities of her job, and she didn’t hold back. She divulged everything from her late mornings to her sweaty days. Think this job is for you? You’ll want to read this before you apply.
Home Health Agency
Veronica works for a home health agency that provides physical therapy and nursing services to patients recovering at home. Generally, her patients are fresh out of surgery due to a routine medical procedure or a fall injury.
The agency organizes for nurses and physical therapists to make home visits. It has an entire office team that manages the extensive paperwork involved with completing insurance claims, all following medicare guidelines.
A Day in the Life of a Medical Representative
Morning Routine
Veronica has a rule not to show up to an office unannounced before 9 am, so she starts her mornings by checking emails at home over a cup of coffee. She responds to urgent messages and makes a note of anything that will require her attention later.
While she gets ready for the day, she’s answering texts and phone calls that are already pouring in. Management wants to know if she will deliver an order to be signed by a doctor today. Case managers follow up on the patient they referred to her.
She puts on a modest, lightweight dress and fashionable shoes. She has a penchant for designer brands but doesn’t like to be flashy at work. Ready to head out, she gathers the cute little gift bags she crafted the night before as well as her planner, welcome folders, and a neatly packed lunch. Her small pup is going to doggie daycare today, so they load up and are out the door by nine, ready to conquer the day.
On the Road
The phone continues to ring, traffic is tricky, and it’s looking like another hundred-degree day. Veronica’s first stop is an office she’s been working with for several years. She parks her car and unloads the gifts for the office staff.
Today, it is a small bag of chocolate-covered popcorn with a cute card that says, “Just popping by to say Hi!” Everyone in the office is thankful for a morning treat, and that’s how Veronica makes a memorable impression.
While there, she chats with the case manager, who refers patients to Veronica’s agency. They catch up on relationship status and current events. The two are friends now, but it took a while to build rapport. Veronica showed up regularly, offered her services, and eventually won over this particular case manager.
Her gentle persistence proved she was dependable, thoughtful, and on top of her game. She has also built friendships with doctors themselves, often chats with them, and does what she can to make their job easier.
Next, she makes three more regular visits and also pops into a couple of offices she’s never been to before. Her mission is to drop off an introductory packet from her agency and introduce herself to the front office staff, known as the “gatekeepers.”
She aims to make a good impression because if she can impress them, there is a better chance to make direct contact with the case managers.
And the case managers are the ones who refer patients to their preferred home health agency. Veronica wants to be that preferred agency.
Somewhere in between all that, it’s lunchtime. Unless they have a lunch meeting scheduled, hardworking medical representatives are known to eat their meals in a parking lot before hitting the road again. Snacks and water from a ride-along cooler are consumed throughout the day to maintain the energy needed to run around town.
Finishing Up
Her last stop is to the store to pick up some supplies for another cute gift idea. Fourth of July is coming up, so she goes with the theme and buys red, white, and blue goodies.
It’s been a long day, and she’s ready to go home. Sweat is dripping down her face, messing up her make-up. She can smell herself. Her feet hurt from running in and out of large office buildings, and frankly, she’s just plain exhausted.
The heat really takes a lot out of you, especially after a long day.
She turns her car to get her little dog and makes a few last calls on the way. Most medical offices close at five, so she needs to follow up on a few things before the day is over.
The workday ends with a few trips in and out of her apartment to unload her mobile office. There is still plenty of paperwork to attend to, but it feels good to relax in the A.C. and on the couch.
Work Ethic
Gifts and goodies are certainly a treat, but doctors and case managers are more impressed by Veronica’s work ethic.
The case managers and doctors see calls on appreciate that she always answers her phone or, at least, returns calls promptly.
She quickly follows up with any information needed to make the admission process as smooth as possible for both the doctor’s office and the patient. She takes the load off of case managers by ordering equipment patients might need, like hospital beds and oxygen tanks to take home.
On top of all that, she keeps meticulous records, hand-delivers orders to be signed, and visits offices regularly to make it known that she is appreciative and available for them.
As a Medical Representative, you must be a self-starter. There is often no office to clock into, no boss telling you what to do every day, and no set structure. There are certainly expectations from the bosses, but no one is holding your hand. It is up to you to manage your time and handle your business.
Hours
Veronica works Monday-Friday from about 9 am-4 pm or 5 pm. Here and there, she’ll take a half-day off the road but still completes paperwork and answers calls.
She occasionally takes it easy on Fridays, more so now that she is more established and accomplished.
Managing her own schedule does allow for a lot of liberty. If she needs to make a quick personal stop during the day, like dropping off dry cleaning or picking up dog food, she will. And if for some reason, she gets a late start and leaves later than nine AM, there isn’t anyone tracking her whereabouts, so she won’t be reprimanded.
Work Environment
Aside from traveling all day in her mobile office, Veronica communicates throughout the day with the office staff and management within her own company. The office staff verifies insurance and determines whether the benefits qualify to be accepted.
Once admitted, they acquire all necessary data and complete paperwork for new patients. They also make phone calls directly to the patient to further explain services and schedule provider visits. Many of the calls Veronica receives are from the office team verifying information and keeping her in the loop.
The marketing team meets every Monday morning at the main office. The group sits around a conference table and discusses new patient’s care, and address any issues or concerns that have come up.
There is an unspoken competition between the sales team, and I’ve heard that tensions can be high. Since Veronica consistently pulls the highest numbers (usually by a longshot), management often uses her as an example, which she considers uncomfortable.
She does her best to share her techniques and approach to help her team advance their production.
Despite the competition, the reps have bonded at team-building events and formed friendships among themselves. Veronica has one friend in particular that shares her love of shopping and dining.
There is also camaraderie with the sales reps from other companies in similar services. Medical representatives often cross paths in doctor’s offices and elevators and have even partnered up to introduce each other to new leads.
Challenges
Being good at your job doesn’t mean it comes without challenges. For starters, working in the elements, rain or shine, hot or cold, means there are many uncomfortable days. Veronica commented that forgetting your umbrella is basically the “worst thing you could do.”
Chasing down signed doctor’s orders, keeping up with patient details, and managing her own time is tedious and time-consuming.
In addition to that, juggling constant phone calls and text messages can be overwhelming, and it’s not uncommon for people to be rude or demanding. They have high expectations of each other and get prickly when details fall through the cracks.
But, as a marketer, you have a reputation to maintain, so Veronica does her best to respond with patience if it’s a client. If it’s a co-worker, she may return the attitude and even be demanding herself.
Cold-calling
A huge part of success for medical representatives is cold-calling. To build new relationships, they show up at new offices, often unannounced, and introduce themselves. The response is not always warm, and people are usually too busy to stop and give time to a stranger trying to sell them something. It takes tough skin to get ahead.
Despite the weather and the stress, Veronica always presents herself as relaxed and confident. It would be easy to complain, but she rarely shows any discomfort to the people she meets.
Perks and Benefits
Veronica works for a smaller, family-owned business that offers full medical benefits, 401k, and paid time off. They also pay a monthly car, gas, and cell phone allowance to their outside sales team.
After being in the position for over eight years, she has earned the official title of Senior Account Executive. As a Senior Account Executive, she qualifies for two whole weeks of vacation time.
In addition to that, top producers receive an all-expenses-paid vacation to a destination of their choice. Since Veronica is such a hard worker, she is consistently the number one producer on her team. Last year, she traveled to Southern Europe, including Spain, Portugal, and Ibiza. For free!!!
Hard work pays off. Bonus: she is not required to use her own vacation time to take this trip.
Veronica also admits that participating in the pedicures, lunches, and happy hours she treats the case managers to is a nice bonus. Especially since they are all charged to the company credit card.
She has a monthly marketing allowance used to gives thanks to the offices who send her referrals.
Parties, Events, and Lunches
Most medical representatives are also responsible for entertaining and treating the offices that are loyal to them. Veronica goes the extra mile and regularly brings cake and presents to doctors and staff on their birthdays.
She hosts happy hours, takes office staff for pedicures, and brings lunches to offices as a random treat.
Veronica and her team get extravagant perks too. When they hit their quarterly sales goals, which they usually do, the team is treated to luxury spa days, 5-star dinners, and free tickets to sports games and concerts.
And, her bosses host happy hours and brunches for them regularly for team-building and to show appreciation.
Life Outside of Work
As mentioned before, Veronica has a penchant for designer clothing. She spoils herself with the latest trends in high-end attire. Her apartment is located in a desirable part of town and offers several fancy amenities.
In addition to that, she drives a nice vehicle and takes a few out-of-town vacations a year.
With weekends off, she has plenty of time to spend with friends and family. She doesn’t miss out on important events or gatherings.
She is comfortable, “and then some,” as she puts it. Bills are paid, she’s eating good and has some dollars to spare. Successful medical representatives are certainly rewarded for their hard work.
Experience
Veronica started her venture into home health by working in an administrative position at a small agency.
After about a year, she left that company and took a position at another home health agency as the front office girl and assistant therapy tech.
She didn’t have any formal training or degrees, but she made a good impression on the boss. He was able to see her potential.
After another year, she began getting restless and was ready to move into a marketing position. It’s a long story, but the short of it is, Veronica was taking interviews with other companies. Her boss couldn’t stand to lose her, so he opened up a marketing position just for her and gave her the reigns.
She didn’t receive much official training but was able to take what she knew from the medical representatives she looked up to and build a strategy. After some trial and error, she figured out what worked and never looked back.
Some companies do ask for a four-year degree, ideally in marketing or communication. But don’t hesitate to showcase your personality and experience if a degree isn’t in the cards. You never know unless you try!
Opportunity For A Medical Representative
Veronica started as a rookie rep and has worked her way up to Senior Account Executive. Although, to be honest, only her title has changed, and much of the job duties are the same.
But since she receives a commission for each referral, she has grown her expected income as her referrals build up—more experience=more success.
If she were to get a promotion, she would be the lead account executive whose primary responsibilities would be managing the marketing team. She would step back from life on the road and clock more office hours.
Less time on the road would be a dream, and she is waiting for that position to open up! Of course, this promotion would come with a significant raise in salary.
Got Questions?
Everyone’s reality is unique, so please keep in mind that this is only one account, one perspective, and one life. But now you know the basics and possibilities! So tell me, do you think a career as a Medical Representative is for you?
Let me know! Your feedback is welcome, and I would love to know what else I could add to make this as thorough and interesting as possible.
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