There is no lack of interesting careers in the pharmaceutical industry. However, there are two positions which often cause misunderstandings: Medical Science Liaison (MSL) and Key Account Manager (KAM).
In case you have doubts regarding MSL vs KAM in pharma, you should know that these positions play a significant role, interact with doctors, and help pharmaceutical companies succeed in their work.
Read the blog to understand their main differences.
What is an MSL or Medical Science Liaison?
Definition of Medical Science Liaison (MSL): An MSL is a scientist who provides the connection between the pharma company and healthcare professionals. They are responsible for scientific communication and medical education.
The major part of work of a Medical Science Liaison involves talking about research and complex clinical data as well as working with KOLs. The representatives of this profession don’t sell any products and aren’t responsible for promotion; they provide healthcare professionals with scientific data.
Thus, to sum up, an MSL is all about science.
What is a KAM or Key Account Manager?
Key Account Manager is a business-oriented professional who manages key accounts which include hospitals, institutions, and big healthcare networks.
Key Account Managers’ main objective is to facilitate sales, develop strategic alliances and ensure availability of their products in the market. They negotiate, manage accounts and generate income.
Different from Medical Science Liaisons, Key Account Managers are accountable for their company’s business growth and success. They are all about achieving their objectives.
In other words, Key Account Manager means business and growth.
MSL vs KAM Pharma: The Core Difference
A comparison between MSL and KAM Pharma reveals that the distinction between them is made evident based on the reason for each of them.
MSLs aim at science exchange, development of trust through scientifically data driven interaction, and clinical education. KAMs, on the contrary, aim at commercial success of the company, making sure that the product is accessible and profitable.
The way of communicating to the HCP is another difference. MSLs communicate on a high level, talking about clinical trials and therapy effects, whereas KAMs communicate about the cost, contract negotiation, and business value of the product.
Their performance metrics are distinct too. The MSLs' performance is estimated based on the quality of scientific interaction and relationship with the KOLs, KAMs' performance is judged based on sales metrics.
Why Do Companies Need Both?
The pharmaceutical industry needs both MSLs and KAMs since they fulfill entirely distinct yet complementary roles.
MSLs earn the trust of the company through the provision of scientific and unbiased data. They are involved in educating doctors about the science of medicine and initiating research projects.
On the contrary, KAMs guarantee the efficiency of the business. They handle the business aspect and formulate the ways to increase the company’s revenue.
Hence, MSLs and KAMs are needed to maintain a perfect balance between the science and the business side of the pharmaceutical company.
A Real-Life Example
Think of a pharmaceutical firm marketing a novel cancer medicine.
The role of the MSL would be to discuss the mechanism of action of the drug, its clinical trial data, and address any complicated medical queries with oncologists. This is done with the aim of gaining credibility with respect to the science behind the drug.
On the other hand, the role of the KAM would be to get the drug into the hospital systems, negotiate prices, and devise ways for increasing its utilization.
These two roles are focused on the same objective, yet from entirely different perspectives, scientific and commercial.
Career Path: Which One Should You Choose?
It is your preference, strength, and goals that will determine whether you would like to choose MSL vs KAM pharma.
For instance, if you love science, research, and academia, then MSL can be a great experience for you since it enables you to always be up to date with the latest developments in the field and interact with some of the most reputable medical scientists.
Alternatively, if you love business strategies, negotiations, and targets, KAM is a great career path.
Advantages and Challenges
Each has their pros and cons.
For MSLs, they have high credibility as far as science is concerned, significant interaction with healthcare professionals, and absence of sales pressure. The downside of this is that the job entails having highly qualified candidates and clinical expertise.
For KAMs, they have potential for good remuneration, positive influence on business growth, and rapid career advancement. The downside of this is that they have to work under sales pressure and performance goals.
Can You Switch Between MSL and KAM?
It is possible to change between MSL and KAM positions. However, it highly depends on your experience and background.
To transition from KAM to MSL, you may encounter some difficulties since MSL positions presuppose having good scientific qualifications like PharmD, MD, or PhD and considerable clinical experience. If you lack this base, you will probably need a certification in Medical Science Liaison.
If you want to transition from MSL to KAM, there are fewer obstacles to overcome. Being an MSL already provides great communication skills and industry knowledge, which allows you to switch to business positions if you want to work in the sphere of sales and have targets and objectives to achieve.
The Future of MSL vs KAM Pharma
For the roles of MSLs and KAMs within the pharma companies, their future perspectives are positive as the whole pharmaceutical industry moves forward. First, with more and more complex therapies, personalized treatment options, and innovative biologics becoming a reality, there is a growing need for MSLs as well.
Besides, in a more complicated and competitive healthcare environment, KAMs become a crucial element within pharma companies to help them manage their relationships with key accounts.
Therefore, the future of both roles seems rather bright since in the near future, the cooperation between the two would be stronger than ever with one of them ensuring scientific credibility and the other guaranteeing commercial success.
Final Thoughts
As far as MSL vs KAM in pharma, the answer becomes quite evident as soon as one defines the primary function of both positions. The first involves working scientifically and educating healthcare professionals by conducting evidence-based discussions. At the same time, the second involves working on results and bringing products to the target market in order to achieve growth and establish good institutional relationships. The positions are equally important but work in different ways.
The choice between MSL and KAM is not related to the question of which position is better; it should be based on personal traits and aspirations. For someone who is interested in the sphere of clinical studies and scientific research, being an MSL will become a truly exciting experience. At the same time, for a person who enjoys strategy and achieving goals, KAM will become an interesting option.
If you want to start in either career, Academically is the guide to go to. With our job ready certification and expert guidance, your path is clear and achievable.
So, make the choice between MSL vs KAM pharma today.