November 27, 2009
By Biospace.com
Overview
Most postings for pharmaceutical sales jobs include requirements for years of experience calling on doctor's offices. For those breaking into the lucrative profession, there are steps that can help to open the doors of the drug companies. First steps for entry into the field include advance preparation, education, and proven sales abilities.
Types
Job seekers should consider the type of position they are going after. In the pharmaceuticals sales industry, most entry level positions are for representatives to call on primary care physicians. Sales reps will sell the mass marketed products to family doctors, dentists, and clinics. The kinds of drugs that are sold by mass market representatives might include commonly prescribed medications like allergy medicines and drugs for high blood pressure. Promotion from within to carry higher priced specialty drugs or call on hospitals is common in the pharmaceutical sales industry.
Related fields
While previous pharmaceutical sales experience is preferred, drug companies that need to expand their sales force will consider sales experience in other medical arenas. Professionals who have called on healthcare providers to offer medical devices, over the counter medicines or biotechnology lab equipment are considered for entry level openings. Any experience calling on physicians, hospitals, nursing homes, or clinics is taken into consideration.
Sales
Time spent calling on businesses with non-healthcare related products and services could help open the door to pharmaceutical sales. Employers hire about 30 percent to 40 percent of their entry level sales force from industries that provide office supplies, copiers, or business phone networks. Business to business outside sales experience that involves cold calling, territory development, and client service is considered in the hiring process for entry level pharmaceutical sales. Seventy percent to 90 percent of new hires at pharmaceutical companies have some level of sales experience.
Education
A four year degree is a must for entry level candidates in the competitive pharmaceutical sales industry. Degrees in science, biology, nursing, or other healthcare related fields are becoming increasingly important for pharmaceutical rep positions. Graduates who possess a level of understanding of medical terminology and human anatomy have an advantage over those with business or liberal arts degrees. Additional certifications from companies such as Expert Ranking can boost a candidate's credibility even further. Courses that provide certificates in General Medicine, Phlebotomy Terminology and Herbal Medicine Awareness help to set candidates apart from others in the job market.
Employers
According to the U.S. Bureau of Labor Statistics, nearly half of all jobs in the pharmaceutical industry are at large pharmaceutical manufacturers that employ more than 1,000 people. While smaller pharmaceutical and biotech companies rely on a sales force to explain new products to clients and serve as the communication link between the producer and the healthcare providers, there are more entry level opportunities available at larger companies that produce multiple lines.
References
Biospace.com: Biotech and Pharmaceutical News & Jobs
U.S. Bureau of Labor Statistics
Expert Ranking
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