When Malaysia went through its' recession in 1997, many industries had to belly off but NOT Pharmaceutical industry...why?
I joined a coffee table talked one day in 1997 with a few friends and overheard the next table conversation, "Wish I was a lawyer...lawyer prosper in time like this!" implying that the legal industry was also 'recession-proof.'
But think about it: Was that statement totally, absolutely true? Not quite absolute...almost...
Simple. Actually what drives this industry is just a straightforward question, and this question was asked to reporters in one of a big pharma companies press conference, during its' blockbuster' product lunch.
The question was, "If you think the price of treatment is high, try disease!" (use this as a contrarian sales approach)
Indeed...when you think of DISEASE, do you still find the price of treatment HIGH?
Consider I asked you this question...now...over coffee.
Let's drink...to your health...and that's why this industry will prosper: yesterday, today, and tomorrow.
Related article: Is Pharmaceutical Sales a Dying Industry?
Life, to me, is like sailing. I've never actually 'sail' with a real sailboat before but having my upbringing near the beautiful Batu Hitam beach in Pahang Malaysia, I knew what it's like to row a few kilometers into the open sea.
I set out to reach a particular small island or a jetty or a fishing spot, and before I reach there, I've to 'reset' my course a few times.
Resetting course is normal... be it in rowing or in life. And that's exactly going to happen here, in my blog.
In fact, I'm going to change the whole orientation NOW... today not some other day when I got everything in order.
Why?
Because 'someday' may never come. So, today is the day.
What am I talking about?
When I set out to write this blog, I intended to bring forth as many lessons as I can for my fellow human beings who want to excel in Pharmaceutical Selling. I've no intention whatsoever to isolate who that lesson will go to. Heck! I don't even separate the ranking of my fellow readers.
Everybody was welcomed to read and 'interact' with me on this blog... which a few esteemed fellow readers did, and I appreciate that.
They even checked out my other 'craft' at http://www.karungwang.com/. And I appreciate that very much.
But after a while, I was just thinking (actually it dawned on me yesterday):
'What am I missing here?'
I'm asking this because I do 'feel' like I'm missing something out... and I'm not quite sure what it was until...
... My blog title screamed at me (sorta)
And I realized that:
'Hey! Ain't I supposed to stay on "this" course? The course of telling those who willing to listen, my story of building a pharma sales career? Working with Pharma company all these years?'
Yeah! That's what this blog supposed to be. I was distracted, somehow.
I focused on being 'wondering generalities' and not so much on 'targeting specific.' This blog topic is, in fact, particular.
Now, without sounding 'bias,' prejudice, racist or whatnot, I'm going to make it clear here that this blog is meant to be specific. So, I'm re-routing to 'specific' starting TODAY. I leave it to you to interpret my message herewith anyway you wish. But do seek clarification with me before passing judgment.
It's essential that we're clear with any issues without prejudice, of course.
If that is the case, then what should my first message be for the 'NEW' today?
Well, it's pretty obvious. The new message should be:
A Raw Perspective From An Ex-Industry Player
This shall start the tone for my following posts.
The headline answers very precisely, what a researcher asks when formulating his or her subject:
If I were to present this 'write-up' to my ex-thesis supervisor, Dr. Syarif HL, he might add a few notes of his own for the headline but hey... this is not a write-up for those Ivory Tower high-ranks.
This is for you and me.
If you just graduated and looking for a job that promise income 11% higher than an average job posting nationwide OR you already employed and would like to raise your income standard few percents higher, then you want to read this.
Listen:
The pharmaceutical Sales job is a very potent, high-paid job. Even during the 'Great Recession' period, right after my graduation in 1998, Pharma Industry in this country was able to maintain revenue, at certain point exceed expectation with higher profits, and was able to pay industry player (Sales Reps included) handsomely.
I knew. I've been there.
And the industry will keep supplying 'new' income stream as long we have people who want to have better treatment and a better quality of life. In other words, as long as we have people who want to live better and longer.
Are we going to run out of demand?
Obviously, the answer is NO. Make it a LOUD NO!
And Pharma companies, with their 'mighty' marketing, research and development muscle, will continue to 'supply' our nation with better health care. Things are even more exciting with new molecule entity developed and new technology to deliver them.
The possibilities are endless.
But, having said that, we've lack of 'supply' in a kinda different angle. The human 'technology' angle. Specifically, the Malay human Pharma Sales Reps, that will help deliver the 'solution' to health care market segment needs.
How 'BAD' is this 'supply' situation?
The numbers are staggering!
In our local market, average Pharma Companies will have 15 to 20% of its sales force or even total sales staffs Malay. And when checked against our local grads plus overseas grads who are Malay, then this figure suffers severe 'imbalance.'
I recalled a speech made by our Prime Minister, Pak Lah when he commented on the statements that Malay 'own' this country, he said,'Check out who's heading many MNC or even local companies nowadays... who actually "own" this country. Malay?'
I couldn't agree more.
My first Pharma company, MD, was a Swiss man. My second Pharma company was headed by a Malay CEO before he stepped down and replaced by an Aussie. Currently, the company is lead by a Chinese who spend most of his working life in Singapore, but he had his origin from Penang.
I'll leave it to you to interpret that, but the bottom line is, Malay, DO NOT own the best piece of this industries' actions.
And the Malay's losing BIG Time!
Why?
Because others are having the most significant chunk of this market segment jobs pie and they get to 'eat' it too.
You're looking at average RM1800 to RM2200 fresh grads basic salary. Some companies offer 'unlimited' petrol claim. Some with RM900 to RM1100 fix car allowances. Plus RM0.10 to RM0.15 mileage claim per kilometers (with traveling up to 1000 to 2000 km a month). Lodging and FnB fully reimbursed. Entertainment claim. Dental. Insurance coverage including immediate family members... just to mention few perks.
It differs among companies, but as a whole, it's almost the same.
The 'killing' was actually in 'Incentive.'
On average, a typical '100 percenter' Sales Rep, bring home RM2500 to RM3000 incentive. It's taxable, no doubt, but few thousands extra monthly plainly put a smile on any one's face... even on a rainy day.
What more if you're single and 'available' (if you decide not to remain single, check here). The sky's the limit.
What could be better than a high-paid job that guaranteed income even during 'hard' times (if you know where to look)?
But why few Malays Are Joining Pharma Selling?
The same question I asked myself when I joined my first Pharma company.
Why so few?
The answers can be many. And here's my own pick:
* Inherently, Malay is 'shy' and abhorred the thought of making a living selling something. But my first base after joining Pharma, Kota Bharu, people over there can easily prove this is not true. At all! Well, everybody there sells something... clothes, jewelry, live stocks and they're Malay populated area. But I presume not all Malay like selling.
* Malay likes to work with the Government... not because of the pay but 'security.' To a Malay, job security is 'sacred.' If you ever work on your own, you know the pressure you'll go through, apart from the business competition. This makes it 'easier' to get a job with the Government, ask for a raise every year (more before the election), and complaining about the small pay, hard work, and job pressure over coffee four to five times a day, on workdays. Easy huh?
* Malay still don't like the idea of working in a highly competitive environment. Maybe Malay don't like losing. Maybe Malay don't know how to win. Maybe Malay thought that kind of jobs like Selling for Pharma companies, were meant for 'others.' Not for them.
But...
Having said all that, one factor, do play a BIG role in the small Malay involvement. And that factor is...
The Recruitment Process
How many times you came across ads in our local daily that says:
"Degree Holders with 3 to 5 years or more experience are encouraged to apply."
But that's not all...
"Ability to speak in C-----e and M-------n is an added advantage."
Have you seen this type of ads?
The experience part was enough to send a shiver down a Malay fresh grad's spine. And the 'added advantage' requirement just squashed them flat.
In my opinion, this kind of absurd requirement kills 'hope' and 'fair chance' faster than lethal injection. The dilemma always is, 'How can I apply if I don't have experience. How can I have experience if they don't allow me to try?'
Always.
I used to run an interview while being an Area Business Manager for a leading pharma company, and my Supervisor clearly asked me to select a candidate with 'Science background' and 'Degree holder.'
And that seems to be the case for me only. Not across the board. I wasn't surprised.
So, if you're a Malay and you're interested in tapping into this market, what would it take for you to succeed?
The answer actually is SIMPLE But Not EASY.
How?
First, change your 'mindset':
Get out of the fear of 'sell to earn.' Many Malay looks down on Kelantanese because it's not under Federal Government. And many Malays condemned the Opposition for doing 'not so good job' there. But business wise, who dares deny their industriousness? Hmmm...? They are Malay. If you as a Malay think you're not in Kelantan and are much better Malay, then prove it. Action speaks louder than words. Words are for politicians which we Malay are well known for, adversely!
Second, take action:
Take massive action. The first thing I did after graduating was to call Astra Zeneca Malaysia since it was the company that visited our school and gave their career talk. Astra turned me down because I was 'car-less' at that time. They want someone who can travel in their OWN car. They never know what they've lost... But make a lot of phone calls. Climb every stair and write into every pharma company you came across. You'll improve on each try. I know I did (and if you want more dose of self-improvement, go here).
Third, learn your lesson well and keep improving:
If I have only a SINGLE piece of advice to share with you, it will be this: Improve your communication ability, especially in English. Research shows that improving a word in your vocab a day significantly impacts your career by more than two folds.
And trust me, when you master your command in English, you'll communicate better. When you breathe better, your probability of succeeding also increases. Especially with the MNC; Multi-National Companies where the bulk of the 'treasure' lies, uncovered.
I'll let you in another secret:
If you can speak better English (not up to the TESL level, but if you can, just go ahead) you'll be much, much better communicator than your immediate 'Senior' Supervisors. Believe me. They've been around for ages and were more inclined to maintain the status quo.
Even if you didn't get the chance to replace them (like in my case) but your chance to survive and succeed elsewhere is 'brighter.' Much, much brighter.
So, there you go. Reread my post and go for the buck. Pronto!
Let me know your success stories as Malay Pharma Contender.
To your success.
Related article: Is Pharmaceutical Sales a Dying Industry?
What It Takes For A Malay To Succeed In Malaysian Pharmaceutical Industry?
Life, to me, is like sailing. I've never actually 'sail' with a real sailboat before but having my upbringing near the beautiful Batu Hitam beach in Pahang Malaysia, I knew what it's like to row a few kilometers into the open sea.
I set out to reach a particular small island or a jetty or a fishing spot, and before I reach there, I've to 'reset' my course a few times.
Resetting course is normal... be it in rowing or in life. And that's exactly going to happen here, in my blog.
In fact, I'm going to change the whole orientation NOW... today not some other day when I got everything in order.
Why?
Because 'someday' may never come. So, today is the day.
What am I talking about?
When I set out to write this blog, I intended to bring forth as many lessons as I can for my fellow human beings who want to excel in Pharmaceutical Selling. I've no intention whatsoever to isolate who that lesson will go to. Heck! I don't even separate the ranking of my fellow readers.
Everybody was welcomed to read and 'interact' with me on this blog... which a few esteemed fellow readers did, and I appreciate that.
They even checked out my other 'craft' at http://www.karungwang.com/. And I appreciate that very much.
But after a while, I was just thinking (actually it dawned on me yesterday):
'What am I missing here?'
I'm asking this because I do 'feel' like I'm missing something out... and I'm not quite sure what it was until...
... My blog title screamed at me (sorta)
And I realized that:
'Hey! Ain't I supposed to stay on "this" course? The course of telling those who willing to listen, my story of building a pharma sales career? Working with Pharma company all these years?'
Yeah! That's what this blog supposed to be. I was distracted, somehow.
I focused on being 'wondering generalities' and not so much on 'targeting specific.' This blog topic is, in fact, particular.
Now, without sounding 'bias,' prejudice, racist or whatnot, I'm going to make it clear here that this blog is meant to be specific. So, I'm re-routing to 'specific' starting TODAY. I leave it to you to interpret my message herewith anyway you wish. But do seek clarification with me before passing judgment.
It's essential that we're clear with any issues without prejudice, of course.
If that is the case, then what should my first message be for the 'NEW' today?
Well, it's pretty obvious. The new message should be:
What Would It Take for A Malay to Succeed In Today's Pharmaceutical Selling In Our Local Malaysian Market?
A Raw Perspective From An Ex-Industry Player
This shall start the tone for my following posts.
The headline answers very precisely, what a researcher asks when formulating his or her subject:
- Who - A Malay
- What - Items, issue, it takes to succeed in Pharma Selling.
- When - Today
- Where - Our local market
If I were to present this 'write-up' to my ex-thesis supervisor, Dr. Syarif HL, he might add a few notes of his own for the headline but hey... this is not a write-up for those Ivory Tower high-ranks.
This is for you and me.
If you just graduated and looking for a job that promise income 11% higher than an average job posting nationwide OR you already employed and would like to raise your income standard few percents higher, then you want to read this.
Listen:
The pharmaceutical Sales job is a very potent, high-paid job. Even during the 'Great Recession' period, right after my graduation in 1998, Pharma Industry in this country was able to maintain revenue, at certain point exceed expectation with higher profits, and was able to pay industry player (Sales Reps included) handsomely.
I knew. I've been there.
And the industry will keep supplying 'new' income stream as long we have people who want to have better treatment and a better quality of life. In other words, as long as we have people who want to live better and longer.
Are we going to run out of demand?
Obviously, the answer is NO. Make it a LOUD NO!
And Pharma companies, with their 'mighty' marketing, research and development muscle, will continue to 'supply' our nation with better health care. Things are even more exciting with new molecule entity developed and new technology to deliver them.
The possibilities are endless.
But, having said that, we've lack of 'supply' in a kinda different angle. The human 'technology' angle. Specifically, the Malay human Pharma Sales Reps, that will help deliver the 'solution' to health care market segment needs.
How 'BAD' is this 'supply' situation?
The numbers are staggering!
In our local market, average Pharma Companies will have 15 to 20% of its sales force or even total sales staffs Malay. And when checked against our local grads plus overseas grads who are Malay, then this figure suffers severe 'imbalance.'
I recalled a speech made by our Prime Minister, Pak Lah when he commented on the statements that Malay 'own' this country, he said,'Check out who's heading many MNC or even local companies nowadays... who actually "own" this country. Malay?'
I couldn't agree more.
My first Pharma company, MD, was a Swiss man. My second Pharma company was headed by a Malay CEO before he stepped down and replaced by an Aussie. Currently, the company is lead by a Chinese who spend most of his working life in Singapore, but he had his origin from Penang.
I'll leave it to you to interpret that, but the bottom line is, Malay, DO NOT own the best piece of this industries' actions.
And the Malay's losing BIG Time!
Why?
Because others are having the most significant chunk of this market segment jobs pie and they get to 'eat' it too.
You're looking at average RM1800 to RM2200 fresh grads basic salary. Some companies offer 'unlimited' petrol claim. Some with RM900 to RM1100 fix car allowances. Plus RM0.10 to RM0.15 mileage claim per kilometers (with traveling up to 1000 to 2000 km a month). Lodging and FnB fully reimbursed. Entertainment claim. Dental. Insurance coverage including immediate family members... just to mention few perks.
It differs among companies, but as a whole, it's almost the same.
The 'killing' was actually in 'Incentive.'
On average, a typical '100 percenter' Sales Rep, bring home RM2500 to RM3000 incentive. It's taxable, no doubt, but few thousands extra monthly plainly put a smile on any one's face... even on a rainy day.
What more if you're single and 'available' (if you decide not to remain single, check here). The sky's the limit.
What could be better than a high-paid job that guaranteed income even during 'hard' times (if you know where to look)?
But why few Malays Are Joining Pharma Selling?
The same question I asked myself when I joined my first Pharma company.
Why so few?
The answers can be many. And here's my own pick:
* Inherently, Malay is 'shy' and abhorred the thought of making a living selling something. But my first base after joining Pharma, Kota Bharu, people over there can easily prove this is not true. At all! Well, everybody there sells something... clothes, jewelry, live stocks and they're Malay populated area. But I presume not all Malay like selling.
* Malay likes to work with the Government... not because of the pay but 'security.' To a Malay, job security is 'sacred.' If you ever work on your own, you know the pressure you'll go through, apart from the business competition. This makes it 'easier' to get a job with the Government, ask for a raise every year (more before the election), and complaining about the small pay, hard work, and job pressure over coffee four to five times a day, on workdays. Easy huh?
* Malay still don't like the idea of working in a highly competitive environment. Maybe Malay don't like losing. Maybe Malay don't know how to win. Maybe Malay thought that kind of jobs like Selling for Pharma companies, were meant for 'others.' Not for them.
But...
Having said all that, one factor, do play a BIG role in the small Malay involvement. And that factor is...
The Recruitment Process
How many times you came across ads in our local daily that says:
"Degree Holders with 3 to 5 years or more experience are encouraged to apply."
But that's not all...
"Ability to speak in C-----e and M-------n is an added advantage."
Have you seen this type of ads?
The experience part was enough to send a shiver down a Malay fresh grad's spine. And the 'added advantage' requirement just squashed them flat.
In my opinion, this kind of absurd requirement kills 'hope' and 'fair chance' faster than lethal injection. The dilemma always is, 'How can I apply if I don't have experience. How can I have experience if they don't allow me to try?'
Always.
I used to run an interview while being an Area Business Manager for a leading pharma company, and my Supervisor clearly asked me to select a candidate with 'Science background' and 'Degree holder.'
And that seems to be the case for me only. Not across the board. I wasn't surprised.
So, if you're a Malay and you're interested in tapping into this market, what would it take for you to succeed?
The answer actually is SIMPLE But Not EASY.
How?
First, change your 'mindset':
Get out of the fear of 'sell to earn.' Many Malay looks down on Kelantanese because it's not under Federal Government. And many Malays condemned the Opposition for doing 'not so good job' there. But business wise, who dares deny their industriousness? Hmmm...? They are Malay. If you as a Malay think you're not in Kelantan and are much better Malay, then prove it. Action speaks louder than words. Words are for politicians which we Malay are well known for, adversely!
Second, take action:
Take massive action. The first thing I did after graduating was to call Astra Zeneca Malaysia since it was the company that visited our school and gave their career talk. Astra turned me down because I was 'car-less' at that time. They want someone who can travel in their OWN car. They never know what they've lost... But make a lot of phone calls. Climb every stair and write into every pharma company you came across. You'll improve on each try. I know I did (and if you want more dose of self-improvement, go here).
Third, learn your lesson well and keep improving:
If I have only a SINGLE piece of advice to share with you, it will be this: Improve your communication ability, especially in English. Research shows that improving a word in your vocab a day significantly impacts your career by more than two folds.
And trust me, when you master your command in English, you'll communicate better. When you breathe better, your probability of succeeding also increases. Especially with the MNC; Multi-National Companies where the bulk of the 'treasure' lies, uncovered.
I'll let you in another secret:
If you can speak better English (not up to the TESL level, but if you can, just go ahead) you'll be much, much better communicator than your immediate 'Senior' Supervisors. Believe me. They've been around for ages and were more inclined to maintain the status quo.
Even if you didn't get the chance to replace them (like in my case) but your chance to survive and succeed elsewhere is 'brighter.' Much, much brighter.
So, there you go. Reread my post and go for the buck. Pronto!
Let me know your success stories as Malay Pharma Contender.
To your success.
I've written about this elsewhere but I feel the urge to type a word or two over here.
ReplyDeleteAs the race among Big Pharma like Pfizer, Astra Zeneca, J&J, just to name a few, are getting more intense as 2020 is about to end, to come up with the most effective vaccine for Covid_19, chances are good that 2021 will be kicking-off with a price war!
Yup...
Whichever companies that wins big contract locally and internationally has the chance to print money from sales of the vaccine.
That makes the point in this article more relevant, which is, selling disease is what driving most of Pharma companies.
Is it good? Is it bad?
Depending on which perspective you're looking this issue from, there will never be a meeting point of agreement. Perception, is indeed, a reality.
My simple suggestion is this:
Choose to look at this issue from the angle that empowers you. Many things are not going according to our will, and that's normal, and we have the choice to decide whether things that happen empowered or dis-empowered us.
Choose wisely. The choice is yours :)