Pharmaceutical representatives torn between decent pay and personal life
Despite being decently paid, pharmaceutical sales representatives in Bangladesh endure grueling hours, constant pressure to meet sales targets, and social indignities that often rob them of personal and family life
In front of the Bangladesh Medical University (PG Hospital/BSMMU) C-Block, Abdur Rahman and a dozen other pharmaceutical sales representatives had taken refuge under the trees. The midday heat was punishing, with the humidity making it worse.
"Suited, booted and well paid," said Abdur Rahman, the dark circles under his eyes a tell-tale sign of sleep deprivation. "But I don't have a personal life and or any idea about how my children are growing up."
Rahman has been in the job for over 15 years across many companies, but none of those years were any less stressful than the others. "It's a life of indignity. The Ansars at government hospitals, the guards in private hospitals, the chemists in pharmacy stores look down upon us."
We witnessed that "indignity" manifesting in front of us; an Ansar official drove all the neatly dressed pharmaceutical representatives away from the hospital compound.
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"We are forbidden from entering the hospital. One of our colleagues entered this morning and his phone and bag were seized by the Ansars," Rahman added.
Bangladesh's pharmaceutical industry is one of the country's fastest-growing sectors, valued at around $4 billion as of 2024. It meets approximately 98% of domestic medicinal demand, reflecting strong production capacity and self-sufficiency. With a consistent annual growth rate of 12-15%, the industry is projected to surpass $6 billion by 2025.
The sector has become a major contributor to the national economy, with over 200 pharmaceutical companies operating, including major players like Square, Incepta, Beximco, and Renata. Beyond local sales, Bangladesh's pharmaceutical exports are also expanding, having reached over $200 million in FY24.
Pharmaceutical sales representatives, often called Medical Promotion Officers (MPOs), play a vital role in promoting the medicines of these companies to healthcare professionals.
These field sales personnel visit doctors, clinics, hospitals, and pharmacy stores to brief them about the latest products, new research and usage guidelines. Their main responsibilities include presenting product information, building professional relationships, distributing samples, collecting prescriptions, and providing feedback to their company.
While there is much debate about the doctor–pharmaceutical company relationship and its influence on prescriptions, there is a different story behind the suited, booted, dazzling appearance of the MPOs.
The big bucks are in meeting the target
We met Jewel Rana in front of a hospital in Dhaka. Suited in formal attire with a neat haircut, Jewel was standing outside waiting for an opportunity to speak to doctors.
He cannot simply come at the designated time in the hospital because his supervisor has a mobile tracker to ensure he remains there for as long as required.
"Honestly, this is how marketing and sales jobs work," Jewel said. "I have to keep an eye out for when I get the chance to meet the doctor, and collect patients' prescriptions to see if the doctor prescribed our medicines."
This peeking at the prescription often turns into an embarrassing situation, as some patients, conscious of their privacy, may outright reject or insult them.
"I talk to so many people all day and spend hours standing. By the time I return home, I barely have the desire or the strength… My wife [once] insisted that I go [abroad as a migrant worker]. 'Count how many days you have really spent with me in the last three years?' she asked me. I realised it was not even as much as a migrant worker would spend with his wife during an annual vacation."
"I don't like this either, but I need to monitor whether the doctors are prescribing our medicine at all. I have to meet the sales target assigned by the manager," Jewel said.
Abdur Rahman at Bangladesh Medical University said how much they can earn depends a lot on whether they can meet the sales target.
"Our salaries can range from Tk25,000 to Tk40,000 depending on experience and the company we are working for. However, the income can increase, even double or more, if we meet the sales target," Rahman said.
"This is exactly where both the pressure and the magic to stick to this job lies," he added.
Magic because incentives come in myriad forms, from the sales of a particular medicine to overall sales performance, and all of these can push the total income well beyond the salary itself. However, this is also the trickiest part of the deal. Meeting these targets requires near constant vigilance.
"Sleep time is also all we have for personal life, and almost the entire day is just work, work, and more work," Hanif, another MPO, said. "It's a hollow life. Even if it pays well, it's not enough for the amount of time we invest."
And that is because the bid to meet the target becomes the sole goal of an MPO's life, keeping them away from home and costing them their personal lives.
'Like migrant workers at home'
Abul Hossain, an MPO we met in front of a private clinic in Dhaka, said that by the time he finally reaches home at night, he hardly has the energy to talk or engage with anyone, including his wife.
"I talk to so many people all day and spend hours standing. By the time I return home, I barely have the desire or the strength," he said.
Abul shared the story of a colleague who once hesitated over an opportunity to go abroad as a migrant worker.
"My wife insisted that I go. 'Count how many days you have really spent with me in the last three years?' she asked me. I realised it was not even as many as a migrant worker would spend with his wife during an annual vacation," Abul said.
"Our sector is fluid. Many leave the job quickly, but then again, the need for money and survival keeps many of us tied to it," he added.
Not all gloomy either
The job is competitive and stressful, but you have to accept that because you signed up for it, said Sanjay Kumar, an MPO with a pharmaceutical company.
"It's just the nature of this job," he said.
Sanjay said he enjoys the challenge and looks forward to the professional growth it offers.
"If we do well, there's a clear growth trajectory in this line of work. We can become senior MPOs, Territory Officers, Area Sales Executives, Area Managers, Regional Managers, and so on," Sanjay said.
"It's a lot of work and pressure, but we have to make progress and make money. Not only our careers but also our families' wellbeing depend on it," he added.
