What is the role of a MSL? 

In the evolving field of the pharmaceutical industry, the role of a Medical Science Liaison (MSL) has become increasingly vital. The MSL role is a specialized role within Medical Affairs that focuses on cultivating relationships with Key Opinion Leaders (KOLs) (may also be termed External Experts or Thought Leaders) and facilitating the exchange of scientific information acting as a linker between the organization and the health care professionals. These individuals act as the bridge between clinical practice, research, and commercial interests linking the internal environment–such as organizationals dynamics and resources within a pharmaceutical company– to the external environment, which includes healthcare professionals, researchers, and patient advocacy groups. The key role of the MSL is to ensure that scientific insights translate to meaningful patient outcomes by ensuring that healthcare professionals have a deep understanding of the therapeutic area as well as the specific products. 

The Interview Process: 

Candidates typically meet with various members of the Medical Affairs team and the Medical Science Liaison manager or director. At the end of the interview process, applicants are often asked to present on a clinical or scientific topic of their choice to assess their ability to articulate and communicate information effectively. Typically the interview process has 3 steps. The first step is a phone screen by the recruiter. Step two involves talking with the hiring manager by phone. Step 3 is the final step in the process where you usually interview with a panel of internal stakeholders and are asked to do a clinical presentation. Step 3 can be virtual or in person.

MSL Compensation/Salary: 

The starting base salary of a MSL can range from $125,000 to $130,000 and go up to over $200,000. The starting base salary is dependent on the experience and degree of the individual. MDs will typically have a higher starting base salary compared to a PharmD or PhD. Additionally, MSLs may receive a bonus of 15 to 25% of the base salary, stocks, and sometimes a company car or car stipend depending on the company, although these benefits can change depending on location, company size, and specific employer, making this a very lucrative role from a financial standpoint. 

Choosing Your Company

The choice between the size or type of the company may be difficult as both have their advantages and disadvantages. 

• Big Pharma: Large pharmaceutical companies are well known and have established processes with more job security.However, the financial stability and pipeline of the particular company you work for might have a significant impact on your ability to grow in the field. 

• Biotech Companies: These are mid sized companies making it easier for individuals to enter due to less competition. There is a potential for rapid growth and significant stock value increases if the company is acquired by big pharma. At the same token, there is a higher risk due to the possibility of disbanding the medical affairs team if products do not get approval, essentially offering less job security compared to big pharma. 

• Travel and Territory Sizes: Some companies have very large territories that cover several states. This would require several overnight trips per month. Some companies have very small territories where very little overnight travel is required.

Day to Day of a MSL

The primary goal for the day to day activities for a MSL is to be in the field every day meeting with healthcare professionals. These interactions can include live meetings, virtual meetings, phone calls, and/or emails - depending on the HCP. Striving to maximize daily interactions is crucial. MSLs are tasked with several critical responsibilities that are composed of three main buckets - education, support for medical meetings, and clinical research in addition to other key responsibilities. Furthermore, MSLs devote an incredible amount of time to keeping up with the most current research in their therapeutic area. This frequently entails reading scientific literature, attending conferences, and participating in webinars to stay informed on clinical knowledge.

• Education: MSLs provide training and education to healthcare professionals ensuring that they are well informed about the latest advancements, new therapies, clinical data and the best practices to be used. MSLs provide product training to healthcare professionals about the mechanism, efficacy, and safety of the company's products. MSLs provide disease education offering insights into disease state management and up to date guidelines and medical advancements in a balanced and timely manner to keep healthcare professionals up to date. MSLs can also be responsible for internal training to the sales and marketing teams on the scientific aspects of the products and therapeutic area(s). Although common, this is not the case for all organizations. MSLs are responsible for communicating and educating complex scientific and clinical information to healthcare professionals. With this, MSLs should be prepared to respond to questions from healthcare providers about the company’s products. This extensive knowledge allows the MSL to answer unsolicited requests for a broad range of information. Delivering presentations at medical conferences and meetings can also be expected to educate a broader crowd. 

• Support: This includes one of the primary responsibilities of an MSL which is to engage with key opinion leaders to build collaborative, non-promotional relationships in the medical community and facilitate scientific discussions. MSLs build and maintain relationships with KOLs to gather insights on clinical practices and/or unmet medical needs as well as providing updates on new research findings and ongoing clinical trials. Liaisons also gather cutting edge knowledge from researchers and thought leaders and bring insights back to the company.

• Clinical Research: This role entails assisting in the design and execution of clinical trials by providing scientific insights and ensuring the clinical relevance of the study. MSLs have the ability to nominate investigators sites which have the appropriate patient population for the trial. MSLs also build and maintain relationships with the clinical trial investigators since they assist in the identification and initiation of clinical trial sites. While MSLs are not responsible for data collection and analysis, clinical research is crucial for data collection and analysis since gathering and analyzing the data from these ongoing trials will provide insights to the clinical development team. MSLs assist in clinical trial support, site and investigator nominations, support site initiation visits, educate sites and communicate trial results based on approved content. 

Skills and Qualifications of a MSL 

To be effective, MSLs must possess a unique set of skills and qualifications. A Medical Science Liaison at minimum should have a doctoral degree whether that be a PhD, PharmD, MD, OD, etc. While a doctorate degree is essential to facilitate peer to peer discussions (doctor to doctor), not all companies require it. MSLs should build a strong background in the relevant therapeutic area that they cover. It is important to recognize that specifications can be learned within the company, but real life clinical and research experience in the relevant therapeutic field is more beneficial. The real life clinical and research experience are what make the conversations with the health care professionals more impactful and relatable. 

• Communication: Communication skills are critical as the role depends on the ability to convey complex scientific information clearly and effectively to diverse audiences. MSLs should be able to relay this information in a clear manner and possess strong verbal skills with an ability to tailor messages depending on the audience. 

• Relationship building and Interpersonal skills: Relationship building and interpersonal skills is a pivotal requirement for the MSL role. Strong interpersonal skills are required to establish and maintain relationships. This skill is especially important to the MSL role as MSLs are responsible for data dissemination. Establishing a level of trust and credibility with KOLs, HCPs, and other stakeholders ensures that they are receptive to the information shared by MSLs. 

  • Build relationships with your clinical background leveraging your clinical expertise to establish more credibility when engaging with KOLs 

  • Relationships with KOLs can be built by seeking introductions from existing contacts rather than making cold calls 

  • Most MSL roles involve taking over territories with pre-existing relationships and companies typically provide this list of KOLs

  • Use technology platforms to identify and engage with KOLs. This can be started with an email and using cross-functional relationships to compliantly collaborate and get introductions to form new relationships 

• Analytical skills: Analytical skills may be significant to analyze clinical data and derive insights to inform strategic decisions. 

• Independence and Time Management: The role of a MSL involves being able to work independently and manage one’s own territory. A MSL is responsible for all activities within their assigned therapeutic area and structuring their own schedule. 

• Attitude and Emotional Intelligence: These skills are essential as individuals are typically hired for the medical science liaison role based on attitude. While skills can be taught, a positive attitude and emotional intelligence are crucial. 

• Adaptability: As the healthcare field is constantly evolving, MSLs should be adaptable and open to continuous learning to stay ahead and updated on the latest scientific advancements and regulatory changes. MSLs should have a passion for lifelong learning as that is what the role entails. 

• Resilience and Patience: In the scientific community, the role of the MSL can often be misunderstood by other healthcare professionals. It is imperative to communicate the role and expertise a MSL has and establish oneself as a scientific expert. 

Gathering and Utilizing Insights to Drive Medical Strategy 

Gathering Insights begins with identifying the gaps in knowledge and guidelines, ensuring diversity within clinical trials, staying on top of new technology and advancements and addressing roadblocks that may arise. 

• Identify Knowledge Gaps: Identify the areas where more education is needed

• Diversity in Trials: Ensure diversity and inclusion within clinical trials. 

• Gaps within Guidelines: Educate around clinical guidelines and identify unmet needs 

• New Advancements: Stay informed and up to date about compounds and new research 

• Roadblocks: Identify and address institutional roadblocks that may arise. Ask what can your company do to assist in overcoming roadblocks 

• Utilizing Insights: enter insights into the CRM and other platforms and these insights should drive medical strategies to help meet the needs of your specific area

Challenges within the MSL Role

• Regulatory and Compliance Challenges: MSLs engage in non-promotional scientific discussion. Ensuring that communication between healthcare professionals and key opinion leaders are compliant and non promotional requires a deep understanding of regulatory requirements and being able to adapt to strategies accordingly. MSLs may potentially have conflicts of interest, especially when talking about off-label usage or communicating with medical professionals who are also involved in clinical trials. 

• Rapidly changing environment: The rapid pace of scientific advancements can pose a challenge for MSLs as they may not be able to keep up the pace with the most recent scientific advancements. MSLs must stay current with the latest research and clinical developments to provide accurate and up to date information to KOLs, HCPs, and other stakeholders. 

• Balance: The role of a MSL requires them to be present for multiple stakeholders. MSLs should balance the needs and expectations of various KOLs, HCPs, and other stakeholders as well as their own organization. The different stakeholders may have different priorities, concerns, wants and needs which makes it especially important for MSLs to be able to create this balance. 

Tools for Success for MSLs

A rapidly changing environment is a challenge that MSLs face on a day to day basis in their role. To be successful, it is important for them to stay updated on therapeutic areas, especially their assigned therapeutic area. 

• Training Programs: Most companies provide robust programs and training tailored to the specific therapeutic area a MSL works in. This ensures that MSLs have a solid foundation of knowledge in their tailored therapeutic area

• Skill development: Continuous development of training skills to consistently stay proficient and effective in communicating scientific information 

• Attending Conferences: Participating in major regional and CMA conferences provides valuable opportunities to learn about the latest advancements

• Identifying Gaps in Therapy: To be successful, MSLs should have an understanding of the current gaps in therapeutic areas and staying informed about upcoming products and treatments in the company's pipelines as well as the products of competitors 

• Patient Insights: MSLs primarily interact with healthcare professionals who communicate patient experiences. Listening to how treatments have positively impacted patients can offer a unique perspective that can enhance a MSL’s understanding of the product to a new level 

• Continuous Learning: Engaging in ongoing learning through peer interaction, webinars, educational sessions and company programs can ensure that MSL’s stay at the forefront of their field and effectively communicate to their team

The Future of the MSL Role

• Digital Technology: The future of the role will heavily be based on integration of digital technology since digital tools can enhance data collection, improve engagement and provide new platforms for scientific communication. Furthermore, in order to stay connected and keep up with technology changes, MSLs may have to acquire new skills including advanced data analysis and efficient use of digital communication platforms. This is because the demand for real-world evidence is only growing. For MSLs to continue to be successful in their profession, these abilities must continue to develop.

• Real World Evidence: The demand for real world evidence grows daily which requires MSLs to gather and interpret real world data to support safety and efficacy of new and current therapies. This will require a closer collaboration with healthcare providers to collect meaningful data and insights

• Patient Centered Focus: There has been a shift toward patient centered care that continues to shape the role of a MSL. MSLs will need to engage more closely with healthcare professionals and patient advocacy groups to incorporate patient perspectives into their strategies. 

• Evolving Skill Sets: Future MSLS will most likely need to be proficient in digital and AI technology, pharmacogenomics, bioinformatics and have a diverse set of knowledge in healthcare information. The role will evolve to be more involved in virtual engagements and MSLs will be required to act as the first line of information for healthcare providers. The future of the MSL role will most likely take away from an individual being an expert in one therapeutic area and having a more broader and diverse understanding 

Advice for Aspiring Medical Science Liaisons

• Set Your Goal: MSL role is widely regarded as one of the most rewarding positions in the pharmaceutical industry. Aim to secure a role as a MSL

• Interview Proactively: Apply for every available MSL position regardless of your perceived qualifications. You might possess qualities or experiences that apply to employers even if they are not immediately obvious to you. The MSL role is more than what is on your CV/resume. Engaging in as many interview as possible is key to gain experience and improve your chances of landing the role of a MSL

• Networking: Networking is crucial. Network internally within your organization and externally. Connect with current MSLs and seek opportunities to shadow current MSLs. This will give you valuable insight into the role and help you understand the specific requirements and skills that MSLs possess. Connect with colleagues and industry professionals and reach out to learn from their experiences. Many successful MSLs have benefited from the advice and insights shared by other MSLs in the field

• Contract MSL Role: If you lack direct experience, consider starting with a contract MSL position. The contract MSL position can carve a pathway into a permanent role in the future 

• Self Reflection: Reflect on whether the MSL role suits your lifestyle and preferences. The MSL position often involves travel, requires adaptability and independence that comes with an extensive amount of responsibilities. If you prefer a predictable schedule this role may not be the best for you

The Medical Science Liaison role is a dynamic position that is critical to the success of Medical Affairs. By fostering relationships with KOLs, facilitating scientific exchange and supporting clinical development these individuals ensure that the latest scientific insights are effectively translated into improved patient care. 

References:

Dixson, K., Kelly, T., Mastanduono, J. Everything you need to know about being a medical science liaison (MSL). Jul 2024. YouTube. https://www.youtube.com/watch?v=Tm6xJLwZaPE&t=1s&ab_channel=AccreditationCouncilforMedicalAffairs 

Solimon, W. Medical science liaison role| insider secrets.  Dec 2022. YouTube. https://www.youtube.com/watch?v=BtIL03M4Grc&ab_channel=WilliamSoliman