Pharmaceutical Sales Career Paths: by Lisa Lane

Although pharma sales is one of the most sought after and rewarding careers in the United States, many reps stumble into it, having begun with little or no idea of what a pharma career is all about. Nevertheless, many successful executives began as territory reps. The following are some career path options that pharma sales reps take:

Sales Opportunities

At most pharma companies, the sales team has a hierarchical structure that consists of territory representatives, specialty and hospital representatives, district managers or regional sales directors, a regional manager or area business manager, national account managers, and regional account managers.

Sales Training and Development Opportunities

Sales training and development offers a wide variety of career options for motivated representatives who are ready for a new challenge. Sales training candidates tend to be self-motivated, successful representatives who have enjoyed their work in the field and would like to share their ideas and experience with the sales force.

Marketing Opportunities

Marketing is all about teamwork-from working with strategic therapeutic area teams and licensing/business development to develop commercially viable products to collaborating with sales, sales training, sales administration, medical, law, and customer service to ensure that new products are successfully brought to market.

Managed Care Opportunities

The responsibilities of an account executive are multidimensional and exciting. Managed care account executives apply the skills they developed as sales representatives, such as multitasking and networking, to increase and maintain formulary coverage in managed care and alternative health care markets. They make calls on business managers and other decision makers in managed care organizations and long-term care facilities, state offices impacting Medicaid, and state agencies and associations.

E-résumé tips that land Pharmaceutical Sales interviews:
by Lisa Lane

If you are planning to apply for pharmaceutical sales positions online, pay close
attention. Following these simple tips can make or break your online success.

If you do not follow these guidelines,
you may be wasting your time applying!

When you post a résumé online, more often than not you are sending it to a computer. Initially, the computer is selecting résumés based on some programmed criteria. Your résumé must impress the computer and it must speak the language of the computer. If you simply send your résumé, there is a good chance that it will not be read simply because the computer was unable to read the file or the format. You need an e-version of your résumé to effectively get your qualifications into cyberspace. This holds true for e-mailing and for posting on résumé databases.

Helpful tip:
When emailing your résumé, always send two versions: Send one as a Word document (or some other word-processed document) and send a second that has been converted to ASCII.

By sending two documents, you are covering your bases. If the company is unable to read or open your Word file, it will be able to read your ASCII version. Professional résumé writers can help you convert your résumé for a small fee of approximately $25.

Be sure to mention to the recipient that you are including both versions.

How to Create an E-résumé:

The first thing that you must do is convert your résumé to ASCII format.

What is ASCII? ASCII stands for American Standard Code for Information Interchange. ASCII is a form of data that can be understood by most computers throughout the world. When you convert your résumé to this format, you don’t have to worry about whether or not the recipient can open the file or read the format. Think about how many times you’ve gotten an email attachment that you couldn’t open. Unless it was something important, you probably deleted it. This is exactly what happens to résumés on the employer’s end. If a résumé can’t be read, the job seeker won’t be selected for an interview. Employers will not email you to say that they were unable to read your résumé. No second chances here!

How to convert a résumé to ASCII:
Open the résumé in your word processing program (such as Word or WordPerfect) and “save as” plain text (in Word 97/2000, select File > Save As > Save as Type, choose Text Only). You may then get a prompt stating that your document “may contain features that are not compatible with text only format”— choose Yes. Then do any “clean up” necessary.

•Change bullets to asterisks or dashes.
•If columns or tables were used in the original document, make sure the text is coherent.

•Add stylistic elements to the header sections so that they stand out. A horizontal line (up to 60 characters) may be created by using a series of dashes or asterisks.
•Make sure the most important information is in the top third of the document. Hiring managers report that they often print the screen shot, not the complete résumé.
•If a résumé is longer than one page and contains contact information on the additional pages, remove this information from the ASCII version. The ASCII résumé is meant to be read on a computer screen, so there is no distinction between page numbers.
•Some screens only read 60 characters across. Set your page width accordingly. Consider this: If your résumé is in a font size that is smaller than the standard 12, when it is copied and pasted to an email, it will convert to the standard size and throw off your layout.
•Remove all tabs and where space is required, use the spacebar. Again, this can throw off your layout.
•Use spaces to separate jobs and paragraphs not tab or return bar.
•Use only keyboard symbols — No smart quotes or mathematical symbols. Remember: If it isn’t on your keyboard, don’t use it.
•Also be sure to save the e-mail version under a different name so that you don’t overwrite your résumé.
•To post your résumé, simply open the ASCII file, use the copy command under edit on your toolbar, and then paste into your e-mail. After you have completed the conversion, send an e-mail to yourself to see how it looks.
You are now ready to enter the job-searching world of cyberspace.

I encourage all of you to learn the Heimlich Maneuver and teach your children how to do it.

My husband saved my nephew this past fall by using the Heimlich right in my own kitchen!   He was choking on a piece of london broil….very scary experience!   The following is the great story!

SpongeBob SquarePants Helps Young Girl Save Life

LONG BEACH, NY (AP) — A 12-year-old Long Island girl is crediting “SpongeBob SquarePants” for teaching her how to help her choking friend.

Miriam Starobin and her best friend, Allyson Golden, were in music class Tuesday when Allyson began choking on her gum. Allyson turned red and started kicking her legs.

Miriam – with thoughts of SpongeBob and the gang – flew into action and performed the Heimlich maneuver, and the gum popped out.

In one episode of the Nickelodeon animated series, SpongeBob retrieves a clarinet lodged in Squidward’s throat. In another, Patrick revives Squidward after he swallows a fork.

Miriam says she is also a fan of medical shows like “Grey’s Anatomy,” but never had any formal training in the technique.

Copyright 2010 The Associated Press. All Rights Reserved. This material may not be published, broadcast, rewritten or redistributed.

Job-Winning tips for college students who want to pursue a career in pharmaceutical sales.
By pharmaceutical sales career expert, Lisa Lane

To the surprise of many, pharmaceutical companies do hire recent college grads. They look for extroverts who are motivated to succeed. When you see an ad for an opening that requires two years prior sales experience, don’t assume that you don’t qualify for the job. They are listing the requirements for the perfect candidate but don’t always hire the person with the sales experience. Many times, they will hire the recent college grad with the “potential” to excel in sales.

If you are still enrolled in college, do as much as you can now to better your chances of landing a pharmaceutical sales career when you graduate:

Take On Some Leadership Positions
President of fraternity/sorority
Resident assistant
Fundraising chairperson
Captain of rugby team
Editor of school newspaper

Work On Your Communication Skills
Take public speaking courses.
Take interpersonal communication courses.
Land a job as a tour guide for your school.

Show Your Selling Potential
Take sales and marketing classes.
Take on an outside sales job on a part-time basis.
(Enterprise rent a car offers a well-respected training program for college students)

Learn The Ropes
Work part-time in a pharmacy.
Work in a doctor’s office or HMO.

Show Your Compassionate Side
Get involved in community service projects.
Organize community events.
Raise funds for a favorite cause.

It’s Never Too Early To Network
Land a preceptorship with a rep or two.
(Ride with them to their calls for a day)

Strive For Great grades
3.0 or better is preferred

Note: Completing any of the above will be a great addition to your résumé. Do as
many as possible (without letting your GPA slip) and you will look like the recent
college graduate with the “potential” managers are looking for.

Who’s tops for its reps’ service to physicians in Europe? Novartis, that’s who, at least according to a new TNS Healthcare report. In the U.S., Merck took the lead; docs apparently like its web-based services and its patient information programs.

Rounding out the top three in the U.S. are Pfizer and GlaxoSmithKline, which tied for second. Companies that nabbed first place in one or more Euro country–though they didn’t win overall–were Pfizer (tied for first in U.K. and Germany), Glaxo (tied for first in the U.K. and Italy), and Sanofi-Aventis (first in France, tied for first in U.K. and Germany).

Read more: http://www.fiercepharma.com/story/whose-sales-reps-are-no-1/2009-02-18#ixzz0kWCbH8kY

Excerpt from “3 Days to a Pharmaceutical Sales Job Interview” by Lisa Lane

What is a bragbook?

A brag book is a must have for any face-to-face sales interview. If you want to stand out from the competition and add credibility to the claims that you make in your resume, you should spend a little time putting a bragbook together.

The bragbook is a sales aid…. no true salesperson should interview without one. Just as salespeople rely on a sales aid to sell the features and benefits of their service or product, you should have a bragbook to sell yourself to your interviewer.

What is the purpose of a bragbook?

A bragbook, if well-constructed and used properly in an interview, can add life and credibility to your resume. It can also help your interviewer remember more details about you when the interview day is done.

What do I include in my bragbook?

Take a look at your resume. Make a list of all of your accomplishments and then think about how you can document them in your bragbook. You want to include tangible evidence of as many achievements as possible. For some, this may be an easy task. For those of us who tend not to save everything, it may take some digging and may also require a few phone calls to get some of this information in writing.

Some ideas of what to include:

• Notes from company personnel congratulating you on your most recent sales award.

• If you have a wall plaque that documents your sales achievements, make a copy of the front of it and include it.

• Performance reviews.

• Ranking reports that show your performance.

• Recent college grads can include college transcript with GPA, if a 3.0 or better.

• Letters of recommendation from previous employers, professors, etc.

• Certificates of completion of any special courses that you have taken.

• Photos of you accepting awards.

• Pay stub that shows your outstanding commissions with previous employer.

• Documented achievements that show your leadership skills or positions held.

• Business card that shows your previous job title.

• President’s club status notification.

• Photos of yourself at the president’s club trip.

How do I assemble my bragbook?

After collecting your documentation, take note of how many pages you have. Go to a local office supply store and purchase a sales binder with clear plastic insert pages (a.k.a. a pitch book). Pitch books are sold with varying numbers of pages so choose the size that will best accommodate your needs.

Before putting your pages into the book, highlight the main points on each page in yellow marker. Assemble it in reverse chronological order with your most recent documentation first. You may want to tab your pages for quick accesses if you have a lot of information.

How do I use my bragbook?

When a question comes up about your accomplishments and/or achievements, answer the question and then refer to the sections of the bragbook that back up your claims. Use a pencil and refer to the highlighted points (you don’t want the interviewer to have to read all of the information).

Practice using your bragbook and remember where your information is located within the pages. The last thing that you want to do is fumble around for the information. Also, keep in mind that it is not necessary to show all your information. Play it by ear and if the interviewer is truly interested in seeing it all, by all means, brag away! If the interviewer seems uninterested, don’t continually refer to your book. The bragbook is meant to support and back up your verbal answers to questions. Don’t rely on it to answer your questions.

Pharmaceutical sales is one of the most sought-after careers in the United States. The competition is fierce. If you have landed an interview, you have what it takes on paper; but that alone isn’t enough. Your résumé may have gotten noticed and may have been pulled from those of over 500 applicants, but you may still be one of 30 or so candidates going for one opening. In that case, it is show time. Show your potential employers that you have done your homework, that you want to work for them, and that you have what it takes to be a successful pharmaceutical sales rep.

__________________________

Put your thinking cap on

It’s important to think about what pharmaceutical sales managers will be looking for in a great sales rep. What type of person do they want to add to their team?  Your answers to their interview questions need to show them that you are the perfect fit for the job.  Here’s what they will be looking for in the ideal rep:

• Communication skills. Show them that you are adept in both verbal and nonverbal communication skills, that you are an exceptional listener, and that you are willing to work to understand the physician and his or her needs. Prove that you are an excellent rapport builder and that you have the ability to connect with others to build friendships and alliances.
• Organization skills. Convince them that you keep good records of activities performed. Demonstrate that you know how to prioritize and plan for the next day by knowing which physicians you’ll see and what incremental goal you’ll focus on with each of them. Tell them that you are flexible enough to take advantage of opportunities when they arise and that you have the ability to prioritize and to make the most of your opportunities.
• Openness to guidance and constructive criticism as an opportunity to learn. Convince them that you are coachable and are eager to listen to helpful advice.
• Loyalty. You will stand by your company despite issues and never speak critically about the company.
• Ability to take ownership of territory. You will view your territory as your own business and provide leadership to others when necessary.
• Problem solver/opportunity creator. You can help your physician solve his or her patient problems and address patient needs.
• Good negotiation and persuasive selling skills. You can anticipate prescriber’s customers’ needs and wants through questioning techniques, rapport building, and patient population analysis. You provide exceptional customer service and act as a partner in serving the physician’s patients.
• Ability to present information in a clear, concise manner. Demonstrate proving your assertions through “show and tell” and effective application of analogies and comparisons.
• Ability to memorize and comprehend large amounts of technical scientific and medical information.
• Determination and competitive attitude. You will work extra hours as needed and focus on goals until you achieve them. You have a drive to succeed and be the best. You exhibit a “get what you put into it” mentality in terms of time, energy, and effort. 
• Teamwork skills.  Demonstrate your ability to work toward a common goal and to motivate and inspire others.
• Positive, enthusiastic attitude. You’ll maintain a positive attitude no matter what and despite setbacks.
• Professional appearance and conduct. You will represent the company well.
• Confidence and motivation to be a self-starter. You do not wait for others to teach you what you need to know. Your “whatever it takes” attitude is obvious.