Pharma Sales: Breaking Into to the Industry 4/16/2006 5:41:06 PM
Need a kick-butt resume and cover letter. Teena Rose is a credentialed resume writer, columnist, book author, and careerist. She’s authored several books, including "20-Minute Cover Letter Fixer" "How to Design, Write, and Compile a Quality Brag Book" and "Cracking the Code to Pharmaceutical Sales."
http://www.resumebycprw.com
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.
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?
