So You Think You Want to Work in Medical Affairs? Why Scientists, Doctors, and Pharmacists Should Be Looking at Commercial Roles Instead

I speak to a lot of people: scientists, medical writers, PhDs, doctors and pharmacists, all trying to “get into pharma”. And I can’t tell you how many times I’ve heard the same thing:

“I’m trying to get into medical affairs.” “I think I’d like to be an MSL.” “I’ve just finished my PhD. Med affairs seems like the logical next step.”

When I ask why, there’s often a pause. Because the truth is, many people don’t really know. It’s just what everyone else seems to be doing. It’s the most visible route. It sounds like the natural next step, especially for those coming from academic or clinical backgrounds.

But that assumption is holding a lot of people back. If you’re only looking at medical affairs, you might be missing some of the most strategic, rewarding and open roles in the industry.

What’s Actually Going On in Medical Affairs?

Medical affairs is a fantastic function. But at the moment, it’s also one of the most crowded.

MSL roles, which used to be seen as a gateway into industry, are now incredibly competitive. Most companies expect candidates to come in with five or more years of experience, postgraduate qualifications and strong relationships with key opinion leaders.

On top of that, many companies have restructured in recent years. Medical teams at both local and global levels have been reduced in size and are expected to do more with fewer resources. This means fewer roles and significantly more competition.

So if you’re relying solely on medical affairs to break into industry, it’s worth stepping back and asking whether that’s your only option, or simply the most familiar one.

Why Commercial Deserves a Closer Look

When people hear “commercial” in pharma, they often think about sales roles or traditional brand marketing. And that can feel off-putting for people with scientific or clinical training. It seems like it’s too far from the science, or too focused on messaging and promotion.

But that perception is outdated.

Commercial roles in pharma are broad, strategic and incredibly dynamic. They offer exposure to different parts of the business, the chance to work cross-functionally, and far greater mobility across therapy areas, products and geographies.

In fact, commercial functions are often the most rotational and globally mobile part of the business. People regularly move between roles, regions and products, which creates a wide range of career progression options that simply don’t exist in more siloed departments.

And most importantly, commercial teams need people who can bring scientific and clinical insight into strategic discussions. That includes everything from early asset planning and market development to pipeline evaluation and portfolio strategy.

Early Commercial Roles That Need Scientific Thinkers

In early commercial roles, you’re often working on assets that are still in Phase II development. These are the products that haven’t yet reached Phase III or regulatory submission, and your job is to assess whether they’re commercially viable.

You might be helping to shape trial design to ensure the data will support a meaningful label, evaluating market need, forecasting uptake or mapping the competitive landscape. You’ll work closely with clinical, medical, market access and regulatory teams to align science with business strategy.

This is a space where scientists and clinicians thrive. You’re still using your technical knowledge, but you’re applying it in a much broader, more strategic context.

If you enjoy thinking about the big picture, spotting gaps in the market, understanding how products move through the pipeline and collaborating across functions, this could be a perfect fit.

Portfolio and Pipeline Strategy Roles

For those who want to get involved even earlier in the development journey, there are roles in pipeline planning and portfolio strategy. These positions help guide decisions around which targets to pursue, which products to bring in through licensing, and how to prioritise investment across disease areas.

Here, deep scientific expertise is hugely valuable. Whether it’s understanding a complex disease space, spotting clinical trial limitations or identifying areas of high unmet need, your insights can shape high-stakes business decisions.

It’s an exciting, fast-moving space that suits people who enjoy analysis, decision-making and innovation at scale.

What About MedTech and Devices?

If you’re looking beyond pharma, the MedTech and medical device sectors offer a slightly different commercial landscape, with roles that are often more blended across functions.

One of the most valuable and accessible roles in MedTech for scientists, clinicians and pharmacists is the Brand and Product Manager.

This is not a purely marketing role. In MedTech, the Brand and Product Manager is a core strategic position, combining product knowledge, marketing insight and healthcare expertise to shape how medical technologies are developed, positioned and adopted in the market.

Product Managers are responsible for maximising the commercial success of devices, diagnostics and health-related technologies, while also ensuring regulatory compliance and alignment with clinical workflows.

They typically work across the full product lifecycle, partnering with R&D, engineering, regulatory affairs, sales, marketing and external stakeholders. The role involves gathering insights from healthcare professionals, defining positioning, supporting product launches and overseeing performance in the market.

It’s an ideal role for someone who wants to stay close to clinical impact while influencing business strategy. If you enjoy cross-functional work, technical subjects and seeing ideas turn into tangible solutions, this could be your perfect entry point into industry.

What to Upskill On if You’re Considering Commercial

If you’re curious about the commercial side and want to make a move, there are a few key skill areas worth developing. These don’t require a business degree, but they do take intention, curiosity and a willingness to learn.

Forecasting

You’ll be expected to interpret data and predict launch uptake, market sizing and commercial risks. A foundational resource is Forecasting: Methods and Applications by Spyros Makridakis, originally published in the 1980s and still used as a classic reference today. For pharma-specific content, Forecasting for the Pharmaceutical Industry by Arthur Cook is a practical and industry-relevant guide.

Courses worth exploring include:

• The Pharma Forecasting Course (CELforPharma)

• Fundamentals of Pharmaceutical Forecasting (Informa Connect)

Strategic Thinking

Start flexing your strategic muscles by reviewing pipeline portfolios, spotting gaps in disease coverage and keeping tabs on rising therapeutic areas like metabolic syndrome. Familiarise yourself with concepts like unmet need, market opportunity and value propositions.

Reading company investor reports, earnings calls and pipeline updates can build your commercial instinct. So can discussing emerging scientific trends and their potential market relevance with peers.

Communication and Stakeholder Engagement

You’ll need to explain complex ideas clearly, present confidently and influence across functions. Look for opportunities to practise these skills inside and outside work. Deliver internal talks, lead journal clubs or sit in on cross-functional projects.

Short training modules in communication, influencing and stakeholder management can also boost your effectiveness in a commercial setting.

Regulatory and Market Access Awareness

While you don’t need to be an expert, having a basic understanding of how HTA bodies like NICE operate and what makes a product reimbursable is key. Read up on payer case studies and explore real-world evidence strategies. Knowing what payers care about can give you an edge in early strategy roles.

There is nothing wrong with aspiring to work in medical affairs. But it shouldn’t be your only plan. Not when the market is saturated, roles are limited and other parts of the industry are looking for exactly the kind of skills you bring.

Commercial functions offer strategic, fast-moving, impactful work where scientific minds can thrive. Whether that’s in early commercial strategy, pipeline planning or MedTech product management, there’s space for you to do more than just translate science, you can shape its direction.

So if you’re still only looking at medical affairs, it might be time to broaden your view. The commercial side could be where your career really takes off.