What Do Medical Science Liaisons Do?

The Medical Science Liaison (MSL) is a role within the pharmaceutical, biotechnology, medical device, and diagnostics industries whose primary focus is to interact with healthcare providers (HCPs). They focus on a particular therapeutic area or disease state (e.g., neurology, cardiology, oncology, infectious diseases, rare diseases, etc.). The primary goal of MSLs is to develop and maintain relationships with key thought leader physicians, researchers, and clinicians, referred to as key opinion leaders (KOLs). Although now, many companies refer to KOLs as External Experts or (EEs). These EEs may be based at academic centers of excellence, hospitals, or in private practice. MSLs provide KOLs with a peer-to-peer scientific exchange on the disease state they focus on and the corresponding products or devices. An excellent MSL can serve as a highly valuable scientific resources and expert to their KOL and help inform their clinical decisions by providing the latest information on upcoming advances in treatments, and provide input about relevant scientific and clinical data.

How are MSLs different from Pharmaceutical Sales Representatives?

MSLs report into a functional group within the pharmaceutical industry known as medical affairs. While pharmaceutical sales reps report into a sales or marketing function. Additionally, MSLs have no sales quota or sales goals. MSLs usually are focused on seeing thought leader physicians, while pharmaceutical sales representatives will visit local physicians who may not be as influential within the medical community. MSLs need to stay up to date on the latest research and new developments in their area of expertise.

As the MSL role has grown, companies have invented many different titles for MSLs which you may see as you are applying for an MSL type role. Below are some examples of different job titles depending on the company, including Medical Liaisons, Medical Managers, Regional Scientific Managers, Clinical Liaisons, Clinical Scientist, Field Medical Affairs, and Scientific Affairs Managers among others. Some typical tasks that an MSL may undertake include:

• Responding to requests for ‘off-label’ information from physicians
• Providing disease state training to their cross functional partners within a pharmaceutical company
• Analyzing clinical trends and practices
• Hosting advisory boards and focus groups
• Conducting due diligence and gathering competitive intelligence from medical professionals to help drive their company’s strategy
• Monitoring the scientific literature for new developments

How much do MSLs travel?

Medical Science Liaison travel may range anywhere from minimal to extensive. It ultimately depends on the size of their assigned territory. On average, MSL travel is between 40-80%. MSLs located in cities with a high population density (for example, New York, Los Angeles, Chicago, etc..) may have a smaller geographic territory since the number of KOLs concentrated in that region will be higher than MSLs with territories that are more rural. Because MSLs travel so much, they usually work from home remotely.

What skills are most important for great MSLs?

MSLs should have excellent presentation, analytical, interpersonal, and communication skills. A high performing MSL will know not only their therapeutic area and their product(s) but also know the pipeline of products being developed in their particular disease state as well as know the competitor products. Additionally, a great MSL is able to build strong and enduring relationships with their KOLs and therefore can liaise with the KOLs to serve as a valuable resource to their company for initiatives and projects long-term.

What qualifications do MSLs have?

Based on data collected by the Accreditation Council for Medical Affairs (ACMA), approximately 90% of MSLs have advanced scientific training and academic credentials that typically include a doctorate or comparable terminal degree (e.g., PhD, PharmD, MD) in the life sciences. Moreover, approximately 55% are PharmD professionals (pharmacists). Prior to 2004, pharmaceutical companies had promoted MSLs from sales teams, however this practice changed in the early 2000s due to increased regulatory scrutiny on the MSL role and a greater need for compliance. Therefore, today most MSLs have terminal doctorate level degrees. Board Certification for MSLs has also now become a very common practice among MSL professionals who choose to become Board Certified in Medical Affairs Specialists (BCMAS) through organizations such as the Accreditation Council for Medical Affairs.

What are the job prospects of becoming an MSL?

MSL roles are highly competitive and doing everything you can to distinguish yourself is key. Ensure that you do through research on the company, its drug pipeline, as well as the therapeutic area that you will be working in. Additionally, it is always good practice to research the KOLs that are well known in that particular therapeutic area so you are familiar with the latest scientific advances in this area. Based on data from the ACMA, for one MSL position, there are approximately 300 applicants per position making it a highly sought after and competitive role.