Job profile of a pharmaceutical counsellor

Informing doctors and pharmacists about the properties of medicines is an important task of pharmaceutical manufacturers. Pharmaceutical counsellors fulfil an important and responsible function by maintaining regular personal contact with doctors and pharmacists. The regulatory requirements of the Therapeutic Products Advertising Act, the Medicinal Products Act, the Act against Unfair Competition and case law ensure the high requirements placed on this activity. They have been summarised and supplemented in the FSA Code of Conduct on the Interaction with Healthcare Professionals and Healthcare Organisations
(FSA Code of Conduct HCP HCO).

What professional requirements must I fulfil in order to be allowed to work as a pharmaceutical consultant?

The necessary professional requirements are defined in Section 75 of the German Medicinal Products Act (AMG). They are based on the so-called expertise.

Other professions may be recognised as competent by the competent authority in individual cases if they are at least equivalent to one of the mentioned qualifications. These include in particular …

• Oecotrophologists

• Food chemists

• Biochemists

• Veterinary engineers

• Chemical engineers

• Teachers (upper secondary level, biology and/or chemistry)

• Medical educators

• … and others

If you belong to one of the latter professions and wish to work as a pharmaceutical counsellor, please apply for ‘Recognition of expertise as a pharmaceutical counsellor in accordance with Section 75 (3) of the German Medicines Act (AMG)’ from your competent regional council before applying. In some federal states, other authorities may also be responsible for recognition. It is best to enquire in advance with your responsible regional council or health senate about the responsible authority in your region. The IHKs are not authorised to issue legally binding recognition.

If you do not belong to any of the previously mentioned professions, you can complete further training as a training programme to prepare for the ‘Certified Pharmaceutical Sales Representative (AMG)’ examination if you fulfil certain professional requirements (see below). Such further training usually lasts several months and concludes with the recognised IHK examination ‘Certified Pharmaceutical Sales Representative (AMG)’. Passing the IHK examination then authorises you to work as a pharmaceutical consultant.

The ‘Ordinance on the examination for the recognised qualification of Certified Pharmaceutical Sales Representative’ of 26 June 2007 regulates the admission requirements.

Anyone who can provide documentation of the following can be admitted to the examination:

1. a successfully passed final examination in a recognised medical,

•  natural science,
•  medical profession or
•  recognised medical, scientific, healthcare or commercial training occupation that has significant relevance to the qualification content …

followed by at least two years of professional experience *

or

2. at least five years of professional experience *

and

3. participation in a training programme to prepare for the examination – or who can credibly demonstrate that they have acquired the relevant knowledge … in another way. 

* The professional experience must have significant links to the qualification content … and may also have been acquired in trade or sales

You can complete such a training programme (described under point 3) to prepare for the IHK examination to become a certified pharmaceutical sales representative (AMG) at AMS 1.Internet-Pharmaschule (1.IPS).

If you are interested in our long-established online training programme, please continue reading here: Supervised online training to become a pharmaceutical sales representative.

For self-study students who would like to forego personal supervision and thus save costs, we recommend our ‘Self-study course for pharmaceutical sales representatives’, which offers the same learning content as the supervised course. Find out more here: Cost-effective self-study training or further training to become a pharmaceutical sales representative.

What personal requirements should you have to be successful as a pharmaceutical sales representative?

A key characteristic of successful pharmaceutical sales representatives is the ability to present complex issues clearly and in a way that is easy for the client to understand. Pharmaceutical counsellors are an important source of information for doctors and can thus contribute to additional therapeutic success. This is also the great value of the job for patients.

As a pharmaceutical consultant, you clarify the need for therapy in dialogue with the respective doctor. The ability to listen and empathise with the person you are talking to characterises successful pharmaceutical consultants.

In order to plan your work in your area of responsibility, you need organisational talent and a sense of effectiveness, efficiency and priorities. In addition, you should be proactive, goal-orientated and motivated and not be fazed by difficulties.

How will you be prepared for your career start?

Before your first practical assignment, you will receive intensive technical, communication and organisational training to prepare you for your new role. During your subsequent work, experienced colleagues will ensure your further development.

Your development opportunities as a pharmaceutical consultant

Successful employment as a pharmaceutical consultant offers a wide range of professional development opportunities.

With personal commitment, regular further training and a high level of identification with your role, you can develop your ‘market value’ and increase your income well above average as a pharmaceutical consultant for practices or clinics. Your success will be honoured.

Depending on your individual strengths and abilities, there are opportunities for advancement in areas such as staff management (regional management), marketing (product management), sales training or in the medical-scientific field. An above-average number of management careers begin in sales. And there is hardly any other area in which completely unexpected promotion opportunities arise so frequently.

Conclusion

A career as a pharmaceutical consultant provides a dynamic and rewarding future, offering a unique blend of job satisfaction, advancement opportunities, competitive compensation, and personal growth. What other profession can offer you all this and more?