Cardinal Health’s Mitun Patel shares advice on how to adapt professionally within a changing healthcare environment.
Mitun Patel’s interest in the intersection of healthcare and business began early, in school. His degrees in biochemistry and economics, and a passion for contributing to patient well-being within the healthcare sector led Patel to a career path in healthcare.
“My academic background and interests led me to a career where I could bridge the gap between medical solutions and effective sales strategies,” said Patel, a Supply Chain Sales Executive at Cardinal Health. “The opportunity to impact patient care positively through the provision of essential medical supplies, and partnering with hospitals to solve challenging business problems, resonated deeply with my professional aspirations.”
The opportunity to make a positive contribution in patient’s lives is what leads many individuals to pursue a career in the healthcare industry. For Patel, the opportunity to build new relationships and participate in both sales and business, while making a difference, is what made him confident he would stay with the career trajectory once he began.
Many industries changed greatly because of the pandemic, and so did the marketplace for medical sales reps, as Patel quickly had to learn. Sales reps who were used to in-person interactions, demonstrations, and personalized experiences had to adapt their roles to the virtual world.
Medical sales reps have recently had to find new, engaging ways to sell to their customers, such as adapting to remote interactions, which requires innovative strategies to ensure clients receive the same level of attention and support, said Patel. “It involves harnessing technology for virtual meetings, personalized follow-ups, and understanding the changing landscape of our clients’ needs.”
Medical sales reps especially must exhibit resiliency in the dynamic industry, as, according to Patel, “flexibility, creativity, and agility are key for me in maintaining strong client relationships in the midst of pandemic changes.”
Advice to new sales reps
So, how do new sales reps entering the industry succeed in their roles, considering all the recent, widespread changes?
According to Patel, establishing and nurturing relationships in a remote setting requires a different approach than before. “It involves proactive communication, empathetic listening, and leveraging technology to maintain strong connections. I prioritize consistent and transparent communication, ensuring that client needs are understood and addressed promptly.”
The healthcare industry has changed, but the need for trust between businesses and sales reps remains. Despite the setting, sales reps should continue to build trust with clients, offer customers individualized, tailored solutions and engage frequently with remote clients to be successful.
A large aspect of sales reps creating ongoing relationships with customers comes from personalized and continuous support from within their companies. Cardinal Health’s emphasis on company culture assists sales reps throughout their career journey.
“Cardinal Health’s culture emphasizes inclusivity, innovation, and accountability. The dedication to fostering an environment where diverse perspectives are valued aligns with my values,” said Patel. “A positive culture not only attracts and drives retention of top talent but also enhances productivity and overall satisfaction. Retention helps long-term sustainability towards a company’s strategic vision and priorities.”
Company culture is a very important aspect of healthcare sales reps’ success, as it ultimately drives workplace performance. A positive company culture includes constructive and empowering leaders, employee engagement, and a space where employees feel heard.
Going forward in healthcare sales
At Cardinal Health, there are ample opportunities for sales reps at the company to continually improve within their roles, Patel said. Within sales, Patel is continually trying to learn and improve his techniques.
“I actively participate in consultative selling training programs, whether it be Spin Selling, Richardson Selling, or The Challenger Sale,” he said. “I also frequently attend industry-specific workshops, engage in mentorship opportunities, and read numerous sales skills books.”
Patel said that physicians are continuing to face challenges within the industry, including “evolving healthcare policies, technological advancements, and changing patient care models.” To adapt requires the integration of new technologies, compliance with evolving regulations, maintaining quality care while managing increasing administrative burdens, and adjusting to patient-centric care models.
Sales reps must understand what physicians are experiencing within the industry and leverage it to find dynamic solutions. To stay ahead of the game and deliver solutions, Patel said, “Sales reps should stay updated with market trends, analyze industry reports, and seek insights from experienced professionals. These are all integral parts of my own learning process, and over the next five years, I aim to take on more significant leadership responsibilities within sales.”