Below is the text from our
online Forum on February 28, 2002. Please visit hireRx often for
important topics and career opportunities in healthcare,
pharmaceuticals and biotechnology.
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The Topics: How to
begin a career in pharmaceutical sales? What is the career path of a
pharmaceutical sales representative? How do I differentiate myself
from others in the field?
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The Panel: Jane
Williams, Author, Insider's Guide to the World of Pharmaceutical
Sales; Peter Boomer, Pharmaceutical Sales Representative for
Novo Nordisk Pharmaceuticals
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Questions and Responses to
Answers (from oldest to newest).
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From Moderator in Massachusetts:
Welcome to our live online forum! Thank you
joining us and our experts in pharmaceutical sales. We are excited
to continue to bring you the latest topics in pharmaceutical sales.
Please bookmark http://sales.hirerx.com
and check back often for new resources and career opportunities.
Jane and Peter do you have any opening comments?
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Jane:
Pharmaceutical selling was a thrilling experience for me! It takes
selling skills, tenacity, extensive product knowledge, and excellent
"people" skills to get the job done. Pharmaceutical
selling is challenging and extremely rewarding. The monetary rewards
are well worth the effort alone, but the personal rewards are beyond
price! I could never place a price tag on how it feels to know that
I have helped people who suffer and long for hope and a good outcome
to their illness and an end to their pain. Together, my
pharmaceutical company employer and I provided necessary information
and support, in the form of studies and product information to
physicians, and this influenced their choice of treatment modalities
for their patients. In this way, I did my part to alleviate
suffering.
Pharmaceutical selling is not "just a job". Pharmaceutical
sales is a rewarding career that demands the very best from the
sales representative. By writing the "Insider's Guide to the
World of Pharmaceutical Sales", I feel that I am once again
doing my part to help alleviate pain and suffering. This time I am
doing it indirectly by helping the best pharmaceutical sales
candidates gain positions in this worthy profession and teaching
them how to be the very best pharmaceutical sales representatives
that they can be after they win the position.
Peter: I'm excited to be here! As Jane mentioned,
pharmaceutical sales is a great career choice and I'm lucky to be
doing what I'm doing. Not many jobs give you the opportunity to
interact with medical professionals, make great money, and get the
outstanding perks!
I'm hopeful my little piece of advice and experience in the industry
can help the hireRx audience! So let's get started!
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From Anonymous in Massachusetts:
Do you have to have a medical background to
get into pharmaceutical sales, or is sales experience alone enough?
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Jane: No.
You do not have to have a medical background to gain a
pharmaceutical sales position. You must have a four-year college
degree. That's the one basic requirement that you must have in order
to apply for a pharmaceutical sales position. This career is unique
in that the many thousands of pharmaceutical sales representatives
have every different four-year college degree and almost every type
of work experience imaginable or no previous work experience. That
leaves this career choice open to anyone who aspires to be the best
pharmaceutical sales representative that they can be!
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From DannyL in Louisiana: What
pharmaceutical companies traditionally pay the most in salary +
bonus?
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Jane:
Pharmaceutical companies are masters at knowing their competition!
In this instance, the competition would be all other pharmaceutical
companies. Because no one wants to lose out on the possibility of
getting the best hires, they make sure that the total compensation
is comparable among all pharmaceutical companies. If one company
offers a slightly lower starting base, you can be sure that the
bonus/commission pay out will be higher than the company offering
the higher starting base. The result is that the total starting
compensation is approximately $50,000 plus another $20,000 plus in
additional benefits such as the very popular company car.
Peter: Most of the companies have a set range they will pay
based on experience. When you are entering into the field you will
find most of the companies are pretty similar in their overall
compensation. Be careful about looking only for a company that will
pay you the most. Look at companies who have a strong R&D
pipeline because that will allow the company and your career to
grow…
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From Nathan in Utah: I
have been trying to break into the pharmaceutical sales industry for
several months. I have applied on-line for positions with various
companies, read books, and tried to work through contacts currently
working in the industry. Unfortunately, I have not had much success
– perhaps the economy and my area (Utah) are working against me. I
am willing to relocate, however.
I really don’t need another book to read on interviewing or how to
find contact, I just need good contacts and some interviews, can you
help?
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Jane: It
is certainly possible that there just aren't many openings in your
area. However, if you have networked correctly then you have made
good contacts. You have made good contacts only if you have had
personal meetings with pharmaceutical sales representatives;
pharmaceutical sales company representatives, or physicians. If you
failed to get a field preceptorship and/or an interview out of the
contact then you have failed to sell yourself to the contact.
Interviews are granted when you make good contacts and sell yourself
to that contact. If the book you bought didn't give detailed
instructions on how to network, you've obviously bought the wrong
book. If the information in the book you purchased is adequate or
excellent, then you have to evaluate yourself and your performance
to find your weaknesses so that you can improve your performance. No
one can "give you" good contacts and interviews. You have
to apply yourself and get these contacts and interviews. Selling
yourself to a pharmaceutical sales representative, pharmaceutical
company representative, or physician in order to get an interview
with the district manager is the first sales test. If you fail that
one, you won't make it to the "real" interviews and you
are eliminated from the competition. If you really want a
pharmaceutical sales job, you have to decide to do whatever it takes
to get it the job. That means you must prepare properly and prepare
fully. Being considered for positions that allow relocation comes
after you impress the district manager with your fantastic
performance during an interview.
Peter: Ask yourself why do you want to get into
pharmaceutical sales? Talk to people who are currently in the
industry to find out more about the positions. You also may want to
gain additional sales experience.
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From Kjones in Michigan: What
pointers can the panel offer to a seasoned sales professional who is
trying to transition into the pharmaceutical sales industry? How can
I get my resume noticed in a flooded job market?
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Jane:
First of all, experienced gained as a sales professional in another
field does not transfer equally to a pharmaceutical sales career
field. The type of sales experience being compared matters. If
someone has sold something successfully, then that is a good
indication that the person might be able to sell pharmaceuticals.
The seasoned sales professional will need to approach this industry
the same way a new college graduate does. Create a career comparison
document. This will be needed during interviews. The seasoned sales
professional should also learn everything he/she can about the
pharmaceutical sales job and how it is performed. He must also learn
everything he can about pharmaceutical sales interview questions.
These questions are not the average interview questions. Even the
questions that are "common" must be answered from a
pharmaceutical sales perspective. Knowing pharmaceutical facts and
figures is nice to know information, but that won't help you win a
position. You need inside information and must get it somewhere in
order to have a chance at gaining a position in this very
competitive field.
Peter: Submit your resume to web sites and recruiters who are
focused on the pharmaceutical industry.
I always recommend talking to people in the industry about their job
and if possible try to spend the day in the field to see if this is
the right job for you. Also, go to a doctor’s office and ask the
staff what they like in the reps that call on them. This will show a
prospective employer you’re desire and initiative.
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From lpuitz in Florida: I
am trying to enter the pharmaceutical sales business. I have posted
my resume on different email sites and applied online to open
positions. What else can I do to attain my first job as a
pharmaceutical sales rep? Are there any other recommendations you
have to get my resume to the HR dept.'s in these companies?
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Peter:
Pharmaceutical sales reps are usually hired by the local sales
manager. The HR dept. gets involved once an official offer for
employment has been made. Make some contacts with reps in your area
as they may be able to assist you in your search. You are most
likely slowing down the process by contacting the HR department
directly.
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From Doyle in Texas: I'm
changing careers and believe my sales experience, personality and
maturity lend themselves to a career in medical sales. I've
submitted resumes in many different places on the web, yet have
secured only one face-to-face interview.
What is a more efficient way to increase my chances for an
interview? I would like to submit my resume directly to the HR
Manager, or DSM, of specific companies in my region of the country.
How can I find out the contact names in my area and what is the most
effective way to accomplish securing an interview?
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Jane:
Question#1: What is a more efficient way to increase my chances for
an interview?
Answer: Eliminate most of your competition! When you apply for
positions that have been advertised either on the web or in
newspapers, your résumé will be one of thousands submitted by
people just like you who are seeking a pharmaceutical sales
position. Your best chance for gaining an interview and limiting
your competition is through networking with pharmaceutical sales
representatives or working with a pharmaceutical sales recruiter.
Question#2: How can I find out the contact names in my area?
Answer: The contact names you seek are the names of pharmaceutical
sales representative working in your area. You can acquire these
names through pharmacists, physicians, nurses, hospital technicians,
pharmaceutical representative societies, etc.
Question#3: I would like to submit my resume directly to the HR
Manager, or DSM, of specific companies in my region of the country.
Answer: Except in rare instances where a district manager directs
resumes from newspaper job listings to go directly to him/her, you
are very unlikely to be allowed to send your résumé directly to
the district manager. Why? District managers are busy people. They
do not have time to read hundreds or thousands of resumes. Normally,
computers or human resources personnel screen resumes. This allows
the district manager to look at the best résumés.
Question#4: What is the most effective way to accomplish securing an
interview?
Answer (2 parts):
1. Network with pharmaceutical sales representatives. District
managers prefer interviewing people who have impressed their
representatives. In other words, they prefer to interview people who
have already passed the screening interview that you receive when
you succeed in getting a pharmaceutical sales representative to
grant you a personal meeting. The pharmaceutical sales
representative knows company policy, philosophy, and culture. The
representative also knows his/her district manager and his
personality and managing style. This knowledge helps the
pharmaceutical sales representative select the best candidate to
refer to his/her district manager. The representative will receive a
bonus as well as high marks for finding a good hire. The Insider's
Guide to the World of Pharmaceutical Sales explains in detail how to
persuade a pharmaceutical sales representative to meet with you and
how to "sell" him/her on you.
2. Work with a pharmaceutical sales recruiter. Your competition will
be greater when working with a recruiter than it is when going
directly to a pharmaceutical sales representative but you will have
much less competition with a recruiter than you will replying to
national pharmaceutical sales ads. The recruiter will normally
select the top three people and then send those people to the
pharmaceutical company district manager for interviews. If none of
the people are acceptable to the district manager, the process will
start over.
Peter: Whenever possible submit your resume directly to the
local Sales Manager as he/she will be a part of the hiring process.
The process usually consists of at least two interviews with the
hiring manager, a field ride and a final meeting with a regional
director. The HR department usually doesn’t get involved until a
job offer is made.
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From jenk in Pennsylvania: I've
been an educator for eight years. What can a teacher do to enter
into the Pharmaceutical industry?
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Peter: You
may need to have some experience in sales before entering into
Pharmaceuticals. You'll need to demonstrate how your current work
experience is transferable into a sales position. Determine what you
bring to the table and how your skills can benefit the company you
want to work for.
Jane: A teacher would approach a pharmaceutical sales career
the same way any other potential candidate would. The teacher would
network with pharmaceutical sales representatives, work with
pharmaceutical sales recruiters, and apply for advertised positions.
The teacher would need to study pharmaceutical sales questions and
answers as any other candidate would. I believe the underlying
question here is the same one that so many people have.
Can someone who holds a degree in education apply for a
pharmaceutical sales position and actually be considered?
Absolutely! Any four-year degree is acceptable. Pharmaceutical sales
is a very unique career in that people with every type of four-year
degree and every type of work experience are eligible to apply for
and win a pharmaceutical sales position. Why? Why will
pharmaceutical companies hire English majors over Biology majors at
times? A science background is great, but the name of this game is
SALES! One can have all the knowledge in the world about
pharmacology and not be able to sell. The pharmaceutical
representative must be an intelligent individual, with the right
personality, in order to succeed in a very competitive industry.
That leaves the field wide open to all college graduates!
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From Judy in Ohio: I
have a Nursing degree and extensive clinical background, but have
limited sales experience. How do I overcome my limited sales
background and get noticed?
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Peter: Ask
yourself why you want to get into pharmaceuticals. That will be one
of the first questions asked in an interview. Focus on a company
which sells a product for a disease state in which you have
experience. This will be a positive because your knowledge will be
an asset.
Jane: Make the most of your education and experience! You
have the same opportunity that anyone does to gain a pharmaceutical
sales position. Preparation is the key. Network and prepare to
answer the pharmaceutical sales interview questions. You can
highlight the areas of nursing that can be applied to a
pharmaceutical sales career such as: Your extensive experience
communicating with physicians and other members of the medical
community and your medical background.
You must sell yourself by making the most of your special knowledge.
Nurses make great pharmaceutical sales representatives.
Additionally, there are specialty sales positions available within
the pharmaceutical sales industry that are geared toward nurses.
Your clinical experience could help you win one of these positions!
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From Shannon in Arizona: Is
it possible to be a pharmaceutical sales rep on a part time basis?
And if it is where is the best avenue to look for this type of
position?
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Jane: Yes,
it is possible to be hired as a part time pharmaceutical sales
representative. Apply to Contract Sales Organizations to gain these
part-time positions. These positions are also called
"flex" representative positions. The Contract Sales
Organizations or CSOs supplement pharmaceutical company sales forces
by providing temporary and part-time pharmaceutical sales
representatives when needed. When would extra sales representatives
be needed? Extra sales representatives are often needed during new
product launches, times of accelerated industry growth, and for
meeting product budgets. Contract Sales Organizations are listed
along with contact information in The Insider's Guide to the
World of Pharmaceutical Sales.
Peter: Several contract sales organizations will offer a
part-time pharmaceutical sales position. Contract Sales
Organizations are also an opportunity to gain pharmaceutical sales
experience.
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From Anonymous in Massachusetts:
I have 3 years sales experience, 7 months
pharmaceutical research experience, and a biology degree. I've sent
in numerous resumes online and haven't heard back from anyone. Is
submitting a resume online the way to go or are there better ways to
break into pharmaceutical sales? Is it just a matter of knowing the
right people? Also, a job recruiter said that there are
pharmaceutical sales recruiting conventions held locally where you
could submit your resumes to different companies, how do I find out
about this?
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Jane:
Question 1: Is submitting a resume online the way to go or are there
better ways to break into pharmaceutical sales? Is it just a matter
of knowing the right people?
Answer: While you may get lucky and gain an interview by applying
online there are definitely easier ways to break into pharmaceutical
sales.
When you apply for positions that have been advertised either on the
web or in newspapers, your résumé will be one of thousands
submitted by people just like you who are seeking a pharmaceutical
sales position. If your résumé is well written and your
qualifications are the best then you have a chance of gaining an
interview by applying online. Most people will have the same basic
qualifications on paper or will appear equally qualified. This makes
it very difficult to distinguish oneself from hundreds and thousands
of other applicants. Your best chance for gaining an interview and
limiting your competition is through networking with pharmaceutical
sales representatives. The right people to know are the
pharmaceutical sales representatives.
Question 2: Also, a job recruiter said that there are pharmaceutical
sales recruiting conventions held locally where you could submit
your resumes to different companies, how do I find out about this?
Answer: The recruiter is correct. Pharmaceutical companies will
place ads in local newspapers advertising a job fair. Sometimes, a
local company will host the job fair or business and many different
types of companies will be present soliciting applications for
various jobs. There may be one or more pharmaceutical companies
present. The participating companies will be listed on the job fair
ad.
Going to job fairs and applying for positions is an excellent
opportunity to gain an interview. At local job fairs you will not
have as much competition as you will at national job sites. When you
attend, just be certain that you dress like a pharmaceutical sales
representative in a conservative suit and have at least ten unfolded
copies of your résumé to pass out prior to and during interviews.
Have at least three copies of your matching list of references with
you as well. You may interview several times with several different
people from the same pharmaceutical company in one day. You must be
prepared to answer questions! Study pharmaceutical sales questions
and answers. You should practice selling products. Rehearse in front
of a mirror and record your performance on videotape if possible.
Research the pharmaceutical companies and know the names of their
major products and the product indications. The worst-case scenario
would be that you received some very good practice interviewing, but
did not get chosen for a position.
Peter: Working with an online service focused on the industry
you want to get into is the right start. Another good way to network
is to submit your resume to people already in the industry. Job
fairs are usually advertised in the papers and consist of all types
of sales including pharmaceuticals.
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From Anonymous in Massachusetts:
What makes pharmaceutical sales so competetive?
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Jane: The
total compensation package averages $70,000 ($50,000 earnings +
$20,000 benefits) for the very first year. How many entry-level
positions pay that well? How many jobs offer a company car, with
insurance, gas charge card and car maintenance paid? Not many!
Additionally, a pharmaceutical sales career is a professional career
that is admired and respected. The benefits and opportunities for
advancement and self-improvement are second to none. It's a
fantastic career! That's why so many people try to win a position.
Peter: It costs over $500 million in R&D to bring a drug
to market. There are usually several drugs in a particular class and
several reps from each company promoting their products. This leads
to a competitive environment in which one needs to be persistent and
creative to effectively influence a doctor’s prescribing habits.
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From ToddC in Wisconsin: I
interviewed with a great RM but lost out do to my experience. Even
though I have a strong science background, many years of sales
experience and crediblility as a fitness professional, I always get
beat out by more experience. Am I wasting my time? I have been
pushing hard for 11 months and have made several local contacts. Not
sure what else to do.
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Jane:
First of all, you should congratulate yourself on doing a great job.
Anyone who makes it to a final pharmaceutical sales interview has
done an excellent job of preparing and interviewing! Now is not the
time to give up on this career. Most people who gain positions do so
only after they have interviewed with several companies and have
been turned down by at least one company.
It is always possible but not likely that you would have to compete
with someone who has pharmaceutical sales experience. Most
pharmaceutical sales representatives will stay where they are
because pharmaceutical companies promote from within. Sometimes
increased compensation, better opportunities for advancement or a
personality conflict with a manager may cause a pharmaceutical sales
representative to leave one company and seek employment with another
pharmaceutical company. Normally, the experienced pharmaceutical
sales representative will be applying for a higher-level position
such as a specialty representative position and not the entry-level
pharmaceutical sales position.
You have also had to compete with people who have had more sales
experience than you have. Having more sales experience isn't always
a positive. Neither is having pharmaceutical sales experience always
a positive. Most district managers will certainly want to know why
an experienced pharmaceutical sales representative who is performing
well would want to leave their position. The same is true for
someone who has many years of business sales experience. Some
district managers do not like to hire "experienced" sales
people because they do not want to deal with people who may have
selling techniques that are "different" and that may not
be appropriate for a pharmaceutical selling career. The district
manager wants to hire people that he/she considers "good
clay" so that the person can be molded and taught to sell the
way he/she wants them to sell. There are many people who have been
successful at other types of sales positions and who have not fared
well at all in pharmaceutical sales.
How do you compete with experienced sales people? You must prepare!
I recommend that all of my customers prepare a "career
comparison" document. This is a great selling tool because it
allows you to compare what you do and the experience you have to the
pharmaceutical sales representative's job. Next, you must
"sell" yourself as the better candidate. In your
situation, you must stress your ability to learn quickly, your
versatility, adaptability, and your lack of poor selling habits. It
really comes down to one thing. You have to perform better than your
competition. Only thorough preparation, practice, and focus can
accomplish that feat. Think about it. The person who wins the
position is always the one who prepared and performed best!
Peter: The positive thing for you is that you are getting to
the final interview. I would say giving up is the worst idea because
you have something these people like it just seems the timing is
bad. You need to determine what exactly is holding you back. Don't
be afraid to ask for details on why you weren't chosen and then
determine your course of action.
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From Moderator in Massachusetts:
Just an fyi: We still have a number of
questions to get through before the 9:30 ending of this forum, so
we're going to extend the ending time 10 or so minutes ('til 9:40
EST).
Thanks again Peter and Jane for giving your expert advice!
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From BobFr in Georgia: Can
you tell me the typical interview process at a pharmaceutical
company? I've heard it's grueling. How should I prepare? What types
of questions should I ask them during the interview?
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Peter: The
interview and hiring process is very complete. It can take a few
weeks or longer as there are many steps. Each company does it
differently but you can expect any or all of the following: Phone
screening interview, several interviews with the hiring manager, a
field ride with a rep, an interview with a regional director, a
phone call with HR.
Jane: You've heard correctly! The interview process is
grueling especially if you aren't prepared. The successful candidate
will go through as many as five interviews of increasing difficulty
before winning the position.
The answer to how to prepare and what you should ask during an
interview covers chapters in my book, so I obviously can't give you
a complete answer to that question here.
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From SaliaB in New York: Can
you tell me the typical promotion/career path as a pharmaceutical
rep? Once I get a job, what's next?
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Peter:
Pharmaceuticals offer many different career paths for those who are
interested. Many people decide to stay in a rep position and are
rewarded for that decision. Many reps move onto specialty sales
positions, management roles, managed care, training, product
management to name a few. A growing company with a strong pipeline
can offer many opportunities for those who are successful in the
field.
Jane: The career path can be outlined briefly from the
starting position.
1. Pharmaceutical Sales Representative
2. Specialty or Hospital Sales Representative
3. Pharmaceutical Field Sales Trainer, Regional, or National Trainer
4. Managed Care Representative
5. District Sales Manager
6. Regional Sales Director
7. National Sales Director
Other positions are blended in with these.
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From KarlHu in Illinois: I've
heard the job can be stressful as doctors and their offices are
harsh. Once I get a job, what should I expect? What type of
personality are they looking for as a pharm rep? How do I
differentiate myself from the other reps?
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Peter: It
can be! a very competitive marketplace. Doctors are generally nice
people however they have less time for reps than in the past. Also
there are more reps in the field than at any time in history. If you
know you product and the disease state well you'll be viewed as a
resource for the doctor. If you don't you'll never get any time with
the doctor. It takes time, creativity, and persistence to effective.
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From Judy in Ohio: I
realize that this is a difficult job market to break into and
therefore having a resume that stands out and gets noticed is
crucial to getting an interview. I have been in the nursing field
for 12 years with much experience interacting with physicians, drug
reps and pharmaceuticals. While I worked full-time as an RN, I also
am a independent cosmetics consultant for the past 7 years on a
part-time basis as well as selling other home and personal care
products from another well known company, so I do have some outside
sales experience. My question is how do I present my resume? Do I
concentrate on only the sales experience first then the nursing?
Also I never received any sales awards that I can brag about because
I just did the selling part-time mostly because I enjoyed it. How
can I compete or get noticed on my resume vs. other experienced
sales people.who have awards and have been successful in prior sales
careers?
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Jane:
Having twelve years of nursing experience AND sales experience is
fantastic! You have wonderful experience that you can highlight. I
recommend the
following:
· Use a Chronological Résumé. You have good work experience and
this format allows you to highlight it. · Start with a very
specific objective. Clearly state that you want the pharmaceutical
sales position. Writing a long wordy objective is likely to get your
résumé tossed. · Use an outline format to highlight your
experience. · Highlight your sales experience first. Your nursing
experience will follow. · Be certain that you use the correct
keywords, such as "sales," "selling,"
"managed," "organized," etc. · Always use
action verbs. Do not use passive verbs on your résumé. · Be
descriptive and measure your accomplishments. What does this mean?
State that you had a 25% (whatever the correct increase is) increase
in your home care product sales rather than simply stating that you
had a nice increase in your home care product sales. · Highlight
the work experience that you have that can be transferred to a
pharmaceutical sales career. For example, you would not need to
highlight your extensive experience with giving injections. On the
other hand, your management experience as a nursing supervisor would
be excellent information to include. · Attempt to keep your résumé
one page in length and no more than two pages. · Remember, the goal
is to present your qualifications in an easy to read format that
emphasizes all of your experience and skills that are transferable
to a pharmaceutical sales position.
While you may not have won sales awards because you were not selling
in that type of environment, you certainly have shown that you have
strong organizational skills, drive, enthusiasm, energy, and a great
medical background that can be utilized very well as a
pharmaceutical sales professional.
Peter: I do not recommend putting down your sales experience
because it is not a full time position. It may also scare away a
hiring manager as they may feel
you won't be dedicating all your time to your job. Get a few letters
of recommendation from the doctors you have worked with so you'll
have something for your "Brag Book". If you have a good
relationship with
some reps have them recommend you as well. This industry relies as
much on relationships as it does on sales experience so
demonstrating a working
relationship with physicians is an asset.
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From jenk in Pennsylvania: What
type of sales experience would you suggest would be beneficial to
have in order to earn a position in the Pharmaceutical Industry?
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: Experience in
the health care field is always a positive but not required. I've
seen people come from copier sales and be the best in this industry.
One of
the most important things is to have documented success so a hiring
manager can get a feel for your abilities. Strong references from
customers and managers will also help.
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From Moderator in Massachusetts:
We have time for one more quick question from
Stuart:
"I''m 47 and ready for a career move. I''m well qualified for
Pharm sales. Will my age be a factor?"
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Peter:
Your experience and qualifications are what count in the end.
Documented sales success is most important. Just make sure you can
document everything on your resume.
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From Moderator in Massachusetts:
Well, it looks like our time is up. Jane and
Peter, again thank you for offering your expertise to our users.
We'll get a little plug in for Jane's book: Insider's Guide to
the World of Pharmaceutical Sales by Jane Williams.
No book yet for Peter, but we'll keep an eye out :-)
Thank you everyone for joining our forum. We'll continue to bring
you useful topics on pharmaceutical sales. Remember to log in often
to sales.hirerx.com
for useful resources.
Remember, if you didn't take notes, you'll be able to see the entire
transcript of this forum at hireRx on Monday (3/4/2002).
Signing off!
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