multinational pharmaceutical companies have recruited 20,000 pharmaceutical representatives in 2 years
Release time: 2010-05-31 & nbsp & nbsp & nbsp Source:
Let the number of employees an enterprise increase 10 times in 10 years，This may be feasible for individual industries，But in the traditional pharmaceutical industry，This expansion speed is unless you encounter special market opportunities。
For Pan Dawei, CEO of Bolinger Yin Gehan, Pan Dawei，China exists such a market opportunity。
In his plan，to 2015，Bollinger Yinghan will have 5,404 employees in China，and this number in 2005 is only 489 people。Among 5404 employees，There will be sales teams of more than 3,500 people，That is the generally referred to as a medical representative。
My stake betting app The Chinese pharmaceutical market is experiencing the fastest growth，In the past 10 years，Compound annual growth rate of 25%，2009 pharmaceutical market sales reached 31 billion US dollars，Highlights in the world 5，and more than $ 67 billion in 2013，Highlights 3。The same market scale，Need the same sales team to correspond to it。
According to a statistics from IMS，2010 ~ 2012 multinational pharmaceutical companies are expected to recruit 20,000 pharmaceutical representatives，Many companies quickly realized the number of sales representatives in the past two years。According to the average level of the sales representative，They bring a sales of 1.5 million yuan to the company each year，These new pharmaceutical representatives will bring an annual income of 30 billion yuan to multinational pharmaceutical companies。
In this case，Increased quantity becomes the only way to expand sales。Facts，China still has a large number of blank areas without covering。If you pay attention，In major domestic recruitment websites，The recruitment advertisements of multinational pharmaceutical companies can be found on the homepage.，This year's recruitment representative has deepened the tentacles to Jining、Nanping、Yichun、Changzhi and other third -tier markets。
Establish a medical representative in these cities，The number of medical representatives of major companies will quickly push up，According to statistics from IMS，Domestic such as Astrikon、Pfizer、Bayer、Sanofi-Avant and other first-line pharmaceutical vendors have exceeded 2,000 people，In the next 3 years，Among them, the size of most manufacturers will reach 3500 ~ 5,000。
Current，The average service period of the domestic pharmaceutical representative is 2 years，The annual flow rate is 25%，That is, a quarter of the medical representatives who account for a quarter of the medical representative will choose the old owner in the coming year。The flow of medical representatives，Not only manifested as a corner between multinational companies，It is even manifested as a "big shot" between domestic enterprises and multinational companies。
stake betting appThere is such a logic behind the crazy expansion，Which company occupies a blank spot first，So this preconceived effect will continue to help the company create value; which company first in a hospital、Medical representatives with familiar relationships in a certain area，The time of the company's sales in related fields will be greatly shortened。
"The output of each representative is almost，multinational companies are now targeted at increasing people，Increasing the competition in this area is also very large。"Pan Dawei said。
From the region to the product line
For multinational pharmaceutical companies，Two -thirds of the number of domestic employees，but sales，Not research and development，but sales。How to manage the medical representative will become a topic of headache，The reason is not only the flow rate，Number of people who grow rapidly、Teams with different and bad，and the regional characteristics of the country in China，Even includes credibility crisis，Word of word of mouth is mainly concentrated in commercial bribery。
"Now，Medical representatives to visit the doctor have encountered a lot of challenges。The hospital due to well -known reasons (commercial bribery)，Forbidden medical representatives from entering the hospital。We hope that the country can identify the medical representative as a occupation，Pharmaceutical representatives with professional training and strict certification can be used to work。”
1988，Domestic multinational pharmaceutical companies introduced the concept of pharmaceutical representatives for the first time，It was only a drug consultant at first，Subsequently tied up with sales performance closely，Also produced a lot of gray areas。RDPAC (Chinese Foreign Investment Enterprise Association Stake Sports BettingDrug Development and Development Industry Committee) Medical representative certification project, Wen Xiaochun, told reporters，Currently applying to the Ministry of Human Resources and Social Security，Pharmaceutical representatives as formal professional qualification certification，His hopes for formal occupation certification，You can cultivate medical representatives of basic literacy and occupational ethics。
Except for commercial bribes，In the management of medical representatives，More important hierarchical design。Traditional pharmaceutical sales are divided according to the area，Ru Nanofi Anwte divided China into East、South、West、North four regions，In various regions, follow the province、City and even hospitals set up small sales areas。
but，Except for the regional system，The way to divide according to the product line is also a way to pass，such as cardiovascular、Diabetes、Tumor, etc.。"The advantage of the regional system is，Medical representatives can maintain frequent contact with the sales target，better serving customers; and according to the division of the product line，can allow sales representatives to better implement business policies，Keep consistency with the headquarters。"Yin Xudong, president of Astrikang China, said。
With the intensive cultivation of the domestic market with multinational companies，The first -tier multinational companies have begun to combine two methods to operate，In some key areas，Rudoujing, Shanghai, Zhejiang, Zhejiang, etc.，All set up sales regions in accordance with the product line，A city may be distributed in multiple sales representatives due to the different relationships of the product line，This dense distribution，It is also the root cause of the crazy expansion of major companies。
Current，As a catch -up，Bollinger Yin Ghana divides China as two zones，The "mature market" composed of 14 provinces of the coast and the "emerging market" composed of 17 provinces in the Mainland。14 coastal mature markets brought 75%income to Bollinger Yinghan，"Emerging Market" only accounts for 25%of sales，The newly recruited medical representative will be arranged in the "emerging market"。
But the question that follows continues to test the CEO's nerves: no one is willing to work in the "emerging market"; whether the pharmaceutical representatives in Kunming and Shanghai should get the same salary; Bollinger Yingehan's " There are too few products for cheap "products，Should I use some domestic companies to supplement the product line。
For Pan Dawei, CEO of Bolinger Yin Gehan, Pan Dawei，China exists such a market opportunity。
In his plan，to 2015，Bollinger Yinghan will have 5,404 employees in China，and this number in 2005 is only 489 people。Among 5404 employees，There will be sales teams of more than 3,500 people，That is the generally referred to as a medical representative。
My stake betting app The Chinese pharmaceutical market is experiencing the fastest growth，In the past 10 years，Compound annual growth rate of 25%，2009 pharmaceutical market sales reached 31 billion US dollars，Highlights in the world 5，and more than $ 67 billion in 2013，Highlights 3。The same market scale，Need the same sales team to correspond to it。
According to a statistics from IMS，2010 ~ 2012 multinational pharmaceutical companies are expected to recruit 20,000 pharmaceutical representatives，Many companies quickly realized the number of sales representatives in the past two years。According to the average level of the sales representative，They bring a sales of 1.5 million yuan to the company each year，These new pharmaceutical representatives will bring an annual income of 30 billion yuan to multinational pharmaceutical companies。
In this case，Increased quantity becomes the only way to expand sales。Facts，China still has a large number of blank areas without covering。If you pay attention，In major domestic recruitment websites，The recruitment advertisements of multinational pharmaceutical companies can be found on the homepage.，This year's recruitment representative has deepened the tentacles to Jining、Nanping、Yichun、Changzhi and other third -tier markets。
Establish a medical representative in these cities，The number of medical representatives of major companies will quickly push up，According to statistics from IMS，Domestic such as Astrikon、Pfizer、Bayer、Sanofi-Avant and other first-line pharmaceutical vendors have exceeded 2,000 people，In the next 3 years，Among them, the size of most manufacturers will reach 3500 ~ 5,000。
Current，The average service period of the domestic pharmaceutical representative is 2 years，The annual flow rate is 25%，That is, a quarter of the medical representatives who account for a quarter of the medical representative will choose the old owner in the coming year。The flow of medical representatives，Not only manifested as a corner between multinational companies，It is even manifested as a "big shot" between domestic enterprises and multinational companies。
stake betting appThere is such a logic behind the crazy expansion，Which company occupies a blank spot first，So this preconceived effect will continue to help the company create value; which company first in a hospital、Medical representatives with familiar relationships in a certain area，The time of the company's sales in related fields will be greatly shortened。
"The output of each representative is almost，multinational companies are now targeted at increasing people，Increasing the competition in this area is also very large。"Pan Dawei said。
From the region to the product line
For multinational pharmaceutical companies，Two -thirds of the number of domestic employees，but sales，Not research and development，but sales。How to manage the medical representative will become a topic of headache，The reason is not only the flow rate，Number of people who grow rapidly、Teams with different and bad，and the regional characteristics of the country in China，Even includes credibility crisis，Word of word of mouth is mainly concentrated in commercial bribery。
"Now，Medical representatives to visit the doctor have encountered a lot of challenges。The hospital due to well -known reasons (commercial bribery)，Forbidden medical representatives from entering the hospital。We hope that the country can identify the medical representative as a occupation，Pharmaceutical representatives with professional training and strict certification can be used to work。”
1988，Domestic multinational pharmaceutical companies introduced the concept of pharmaceutical representatives for the first time，It was only a drug consultant at first，Subsequently tied up with sales performance closely，Also produced a lot of gray areas。RDPAC (Chinese Foreign Investment Enterprise Association Stake Sports BettingDrug Development and Development Industry Committee) Medical representative certification project, Wen Xiaochun, told reporters，Currently applying to the Ministry of Human Resources and Social Security，Pharmaceutical representatives as formal professional qualification certification，His hopes for formal occupation certification，You can cultivate medical representatives of basic literacy and occupational ethics。
Except for commercial bribes，In the management of medical representatives，More important hierarchical design。Traditional pharmaceutical sales are divided according to the area，Ru Nanofi Anwte divided China into East、South、West、North four regions，In various regions, follow the province、City and even hospitals set up small sales areas。
but，Except for the regional system，The way to divide according to the product line is also a way to pass，such as cardiovascular、Diabetes、Tumor, etc.。"The advantage of the regional system is，Medical representatives can maintain frequent contact with the sales target，better serving customers; and according to the division of the product line，can allow sales representatives to better implement business policies，Keep consistency with the headquarters。"Yin Xudong, president of Astrikang China, said。
With the intensive cultivation of the domestic market with multinational companies，The first -tier multinational companies have begun to combine two methods to operate，In some key areas，Rudoujing, Shanghai, Zhejiang, Zhejiang, etc.，All set up sales regions in accordance with the product line，A city may be distributed in multiple sales representatives due to the different relationships of the product line，This dense distribution，It is also the root cause of the crazy expansion of major companies。
Current，As a catch -up，Bollinger Yin Ghana divides China as two zones，The "mature market" composed of 14 provinces of the coast and the "emerging market" composed of 17 provinces in the Mainland。14 coastal mature markets brought 75%income to Bollinger Yinghan，"Emerging Market" only accounts for 25%of sales，The newly recruited medical representative will be arranged in the "emerging market"。
But the question that follows continues to test the CEO's nerves: no one is willing to work in the "emerging market"; whether the pharmaceutical representatives in Kunming and Shanghai should get the same salary; Bollinger Yingehan's " There are too few products for cheap "products，Should I use some domestic companies to supplement the product line。
