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Pharmaceuticals are always a hot consumer sector, and with the aging baby
boomers coming online, it’s a sector sure to grow in the coming years. But
gaining employment into the industry isn’t easy. Competition is fierce and
companies can choose from the cream of the crop. So, how do you become
part of that creamy crop?
College Graduates Wanted
There was a time when pharma reps completed their degrees in chemistry or
biology and landed a well-paying job before the ink was dry on their
diplomas. Not so, any more. Larger drug makers rarely, if ever, hire
individuals who only have two-year degrees. Why? Because there are so many
applicants with Bachelors, Masters, and Doctorate degrees, they don’t have
to.
Pharmaceutical companies want the highest caliber representatives. These
men and women are the face of the company — and a Master’s degree
represents company quality better than an Associate’s in liberal arts. So,
step one to breaking into this lucrative profession – get an education.
Get lots of education. The more degrees you have the more desirable you
become within this highly specialized industry.
Consider an Internship
If you’ve got the credentials but lack the experience, consider signing on
as an intern for one of the larger pharmaceuticals. Most of the big
companies have intern programs. It’s a great way to learn the industry, an
even better way to make valuable contacts.
Consider an Associated Sales Position
If your goal is to represent a pharmaceutical company, you may want to
gain related experience with another company – for example a medical
supply company or possibly work a part-time job at a doctor’s office.
Being on that side of the “fence” can expose you to medical terminology
and jargon, and put you in the position to witness what pharmaceutical
reps could/do face on a daily basis.
It’s highly unlikely that a drug maker will hire a rep without some
success in sales elsewhere. Yes, they’re looking for credentialed reps,
but they also want you to have some sales experience behind you. So, if
you can land a job with a company that provides goods and services
peripheral to the field, you’ll be gaining valuable and sought-after
business-to-business sales experience.
Prepare a Killer Resume
Your resume must be letter perfect and right on target. That’s why most
serious sales professionals, whether account managers, new business
development, regional/national/international sales, hire a professional
resume writer to design a resume that stands out from the rest.
Professional writers can open doors not opened otherwise. What jobseekers
fail to understand is that a great resume is an investment into a great
future. Without a top-notch resume, you’re dooming your career to
flounder.
Not to discourage you, but a recent Internet job posting for a
pharmaceutical rep generated over 1,000 responses, each with a resume
attached. Would your resume stand out? If you can’t answer, yes, you’re
not going anywhere.
Network
It’s always easier to land a position with an in-house referral, so meet
with professionals who are already doing the work. But what if you don’t
know any reps? There are many sources from which to choose. On the
Internet, check out:
http://www.pharmrep.com/pharmrep/ . The site provides job leads, a
newsletter (stay current – very current) and contacts working in the
industry. Send letters to pharmaceutical reps working in your area to set
up an appointment or to converse electronically.
You can also ask your doctor or pharmacist for professional
recommendations. These medical insiders work with reps and will usually
have a drawer full of business cards they’ll share with an up-and-comer.
Important note: Many reps are inundated with requests for information from
people just like you – strangers. Don’t be discouraged if you don’t hear
back. That’s why you’ll have better success if you send out personalized
and targeted letters to a well-researched list of those in the industry.
Apply Everywhere
Start with an Internet search. You’ll discover that there are sites that
list job openings across the country, like pharmrep.com. Most drug makers
also post openings on their individual company sites, so add these sites
to your favorites list and check back often. Take a subscription to a
professional publication like Pharmaceutical Representative, available
through pharmrep.com. This will keep you current on trends and openings
within the industry. To break through, you absolutely must keep abreast of
industry trends, issues and activities.
Acing the Interview
So, you’ve got the credentials and some sales experience behind you. You
send out a bunch of applications and get a call back from a drug maker.
They want you to come in for an interview – you and 65 other applicants.
No worries, you can set yourself apart from the pack.
Start by gathering as much information as you can about the company, its
management, and most importantly, its product line – not just the products
in the current marketplace, but what the company has coming through its
R&D pipeline. If you go in and show that you know the company and you know
the products, you’ve also shown the interviewer that you’ve done your
homework and gone the extra mile. You’ll stand out.
Script a sample interview. Write out questions you can expect to be asked.
For example, what were your duties in your last job? What extra training
have you received since graduating? Prepare your answers in writing. Don’t
memorize the script; familiarize yourself with the script so you can pull
out a specific thread or fact quickly.
Dress to impress. Remember, you’ll be representing the company. If you
look good (lose the tweed sports coat you wore through grad school),
you’ll have an edge that others won’t have.
Ask questions. One of the best ways to make an impression is to ask
appropriate questions. No, you don’t want to ask about a six-figure
salary, but you might ask for the company’s policy on best practices for
its reps. Get the interviewer talking and pay attention. It’s okay to take
notes.
Follow Up with a Thank You
Follow up the interview with a handwritten, letter-perfect thank you pen
yourself. Use it as another opportunity to make a good impression. Choose
high-end, note card stationery and make sure it’s properly addressed to
the interviewer. Be sure to include something in your note to jog the
reader’s memory. Remember, she’s interviewed 65 different applicants for
this one job, so you want to make sure she remembers who you are and what
you said.
Finally, Be Persistent
Persistence is a positive characteristic in any sales position.
Pharmaceutical sales is no exception. So, don’t worry about being a
bother. If you don’t land job #1, move on to job #2 and #3 and #4. It may
take time, but if you stick to the playbook, you’ll find yourself in a
position of responsibility and prestige.
There are no shortcuts. The competition is simply too overwhelming. There
are too many applicants chasing after too few jobs. So, earn your
credentials, attend the seminars, and conferences. Hook up with someone in
the industry and find a mentor, either through contacts at your present
position, online, or through a personal referral.
Deliver a drop-dead perfect resume, do your homework for the interview and
dress for success. You may have the degree, but the industry doesn’t want
the academic look – they want sharp, smart, professional reps. That’s you,
isn’t it?
Authored By: Teena
Rose
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Writers
Profile
Teena Rose is a columnist, public speaker, and certified/published
resume writer who is currently
working with top SalesTrax.com professionals. She’s authored several
books, including "Cracking
the Code to Pharmaceutical Sales," "How
to Design, Write, and Compile and Quality Brag Book.”
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