What You Know About Pharma Sales and Why You Want to Join It?

You've already got the answer to the question of what makes a great pharmaceutical sales rep. But do you know that there's a more fundamental question than that?

And everyone should ask that question before they even begin to apply for a sales job with a pharmaceutical company ...

What is the question?

Well, the questions are: What you know about selling in the pharma industry, and why you want to be part of it?

That question is actually a two parts question: what you know about pharma sales, and why you want to join it. And I am going to address both issues in turns, in that order. Pardon me if this is going to be a bit lengthy, but I find it hard to stop when I’m all fired up about something.

1) What You Know About Pharmaceutical Sales?

I think the best way to answer this is to bring me back to my early years of working, and it was about 12 years ago.

Whenever I was asked the question: ‘What is your job?’ I explain to them honestly, words for words, about what I do for a living, and that’s selling pharmaceutical products. I often told them I sell medicine to government hospitals, pharmacists, and other private healthcare institutions, only to get a blank stare!

Now, I think it’s OK if strangers did that, but my parents too…

They know nothing about what I do to earn a living. Not then, not even three years after that. The most straightforward explanation they come up themselves is I work as a pharmacist, so when they need a favor to buy medicine, they can come up to me.

Right now, if I ask you the same question; what do you know about pharmaceutical selling, how would you answer it?

Maybe asking the public, in general, is not a good idea since I got the feeling this question is asked by people who are interested in working as a sales representative for pharmaceutical companies. So, what would your answer be?

Here’s what you probably know: you work for companies that sell drugs or medicine, you have to do the selling, you will see healthcare practitioners like doctors and pharmacists, and you will get right remuneration package.

Am I on target at all here?

But you probably also knew that this job involves traveling, making lots of presentation, selling to one of the most robust market segments there is on planet earth and highly volatile situations?

Just open your eyes to the merger and acquisition that’s happening around you right now…

Sometimes, it’s not the question we asked that shaped our destiny, but the question we failed to ask, so in this case, have you asked enough questions? How can you go beyond the obvious when asking for recruitment with pharmaceutical companies?
Next, the question about…

2) Why You Want to Join It?

I wrote some times ago about this, and I based that on my years of observation. Many people choose to join this, despite a different education and occupation background they have, can be narrow down to two factors: the remuneration package and the time flexibility.

This is especially true to people who have some work experience before. They probably learned this from friends or acquaintances, and it motivates them to give it a shot. After all, a non-science background can make it in this industry.

I have alluded elsewhere that it’s the attitude that determines the altitude.

Probably, brief descriptions of both factors are in order, so here goes:

The basic salary for a new recruit of a pharmaceutical company is about 11% higher than the industry average (this is the figure from six or seven years ago). That means, in the same sales cohort category, pharmaceutical sales representative enjoys higher basic pay than other sales jobs.

And they enjoy other attractive perks too.

There are high sales commissions, on average above $32,000 a year, provided they did 100% for their sales target, which could earn them an oversea sales incentive trip, and other monetary rewards.

They enjoy multiple allowances, like lodging and travel allowances, and some company provides company’s car and petrol card. Accommodation could be reimbursed, and if you know what that means, if you have a Cousin Larry’s house where you are heading, you can get paid hotel rate for a free stay.

But that’s not typical. Different companies have separate policies.

The ‘killer’ benefit of all is the time flexibility.

I have also explained this in detail elsewhere that this is true ONLY if you are not in a managerial position and you are based outstation. But regardless, you can still enjoy the flexible working time when you join this industry, and that means you can use it to your advantage.

It is not evil; it just comes within the territory.

Have I answered the questions about what you know about pharma sales and why you want to join it? If you feel that I have not, please leave your comment and I can get back to you, or you can add your own point for them. I probably have a different view about this issue right now, but that’s a discussion for some other time. Feel free to look around for more answers, and I wish you all the best!