Pharma
Top Jobs, p1
Goals of pharmaceutical sales reps to pique interest, inform
Former
file clerk and college student Aleko Verrios recalls the sales reps
that brought in lunches for the staff at the small medical office where
he used to work. “I gained an affinity for them because staff members
can feel overworked and under-appreciated,” says Verrios, now a
pharmaceutical sales representative for Shire Pharmaceuticals Group
(www.shire.com).
Armed with everything from vegetable trays to
hot lattes, Verrios is never empty handed during bi-weekly stops to
pediatricians, neurologists and psychiatrists.
Pharmaceutical
sales reps (PSRs) spend their days familiarizing physicians with certain
medications and supplies to help increase the likelihood that doctors
will prescribe them. Verrios specializes in Adderall XR for ADHD and the
seizure medication Carbatrol.
A former communications major who
graduated from college in 1999, Verrios previously spent two years as a
sales rep for a gourmet food company. Now in his second year as a PSR,
he says he became interested in the field at the suggestion of friends
who worked for other pharmaceutical companies.
Working out of his
home, he calls on five to eight physicians per day during his 50-hour
workweek, taking into account their “very fickle schedules.” Verrios
says that between doctors’ appointments, rounds, meetings and more,
connecting with his 100 clients is “an art form.” Complicating matters
is his large geographic territory, extending from Lodi to Merced to
Sonora to western Tracy. His home-based supervisor accompanies him on
sales calls every four to six weeks.
What opportunities are out
there for PSRs? GlaxoSmithKline recently advertised for full- and
part-time reps in the Modesto and Stockton areas. Duties include selling
products, developing business plans, creating and delivering sales
presentations, demonstrating thorough knowledge of the company’s and
competitor’s pharmaceutical products, as well as arranging speakers,
displays and special programs.
Applicants need a bachelor’s
degree, one to three years’ experience in sales and developing a
customer base, plus excellent communication, organizational and
interpersonal skills. Pharmaceutical, healthcare or industry experience
is preferred. Travel is required.
Many pharmaceutical
companies require prior pharmaceutical sales experience and prefer
applicants with a bachelor’s degree. Information about PSR positions,
size of sales force, etc. can be found at www.google.com,
www.hotjobs.com, www.careerbuilder.com and www.monster.com.
Some reps have their own territories, while others share a geographical area with one or more other reps.
Benefits
include health and life insurance, vacation and sick leave, performance
incentives, a flexible schedule and a company car. Challenges entail
working around doctors’ varied schedules, dealing with assorted
personality types and specialties, keeping track of details, a lot of
road time and long hours.
Verrios explains that his job requires
a lot of education. “I’m promoting a product, but there are always new
advancements. I try to elucidate certain aspects of my particular
medication and how they coincide with the disorder they are treating,”
he says.
Successful sales representatives communicate well, have
an amiable personality, a professional appearance and problem-solving
ability. They’re also goal-oriented, persuasive, patient and persistent.
Verrios
says it helps to be outgoing, self-motivated and able to handle
rejection. “Some doctors can be pretty coarse in how they treat you. If
you push too hard, you’ll get some feedback about that,” he explains. “I
think having a positive attitude and believing in your product 100
percent is crucial when choosing a pharmaceutical company.”
He
estimates that generally speaking, reps start at around $50,000 per
year, then average roughly $60,000 to $70,000, with some reaching the
$150,000 range. “It all depends on how your company is structured,”
Verrios says.
Beyond earnings, reps are reimbursed for most travel, client entertainment and other expenses.
Incentives
are another plus. Because Verrios’ performance ranked him in the top 5
percent to 10 percent for the year, he was selected for the company’s
President’s Club – the highest honor in Shire. Approximately 20 reps
have been awarded a trip to Hawaii for a week, receiving embossed
President’s Club business cards upon their return.
One of the
biggest benefits of the job, he says, is meeting people and gaining a
sense of relationship. “They get to know you and you get to know them.”
Editor’s
note: Although a number of PSRs and personnel associated with other
companies, including Wyeth Pharmaceuticals, GlaxoSmithKline and Eli
Lilly and Company were contacted for this story, they declined
informational interviews, citing excessive legal red tape connected with
talking to the media. Special thanks to Aleko Verrios for his
assistance.
Useful websites
Manufacturers’ Agents National Association: www.manaonline.org
Manufacturers’ Representatives Educational Research: www.mrerf.org
Occupational Outlook Handbook, Sales Representatives: www.bls.gov/oco/ocos119.htm
Numbers to know
• Manufacturers’ and wholesale sales representatives held about 1.9 million jobs in 2002.
• Compensation is often based some combination of salary and commission, although some companies’ arrangements differ.
• Average annual earnings at $55,740, however, remuneration varies widely depending on experience, company, etc.
Source: The Bureau of Labor Statistics (www.bls.gov)
© HHWS for The Modesto Bee
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