An Interview with a Pharmaceutical Sales Recruiter
By Pat Riley

Q: Why do so many people want to be in pharmaceutical sales?

Generally speaking, working as a pharmaceutical sales representative has a romantic aura about it. Why? I'm not sure, but the image that comes to my mind of a pharmaceutical sales representative is an individual that is successful, intelligent, and extremely professional. You might say they "have their act together".

Historically, pharmaceutical companies have only hired the best and the brightest people. For some reason, when you say you are a pharmaceutical sales representative, you and your abilities are instantly respected ¾ and I think others admire this respect. If someone were to sit down and really think about the job description of a pharmaceutical sales representative, I think they would conclude the following: A pharmaceutical sales representative sells a technologically advanced product to highly intelligent physicians in a very professional environment. You know what? They're right. A pharmaceutical representative is respected for their ability to sell multimillion-dollar drugs to highly educated physicians.

But getting down to the basics, I think people want to be in pharmaceutical sales because of the excellent income potential, the outstanding benefits, industry stability and the opportunity to improve other peoples' lives. Just think about this ¾ as a pharmaceutical sales representative, you could represent a drug that could potentially save a life or dramatically improve the quality of someone else's life. Now, how exciting is that?

Q: Is the pharmaceutical industry a good career choice?

Well, it depends on your career goals. If you want a 9-to-5 job where you have to rely on the good graces of your boss to receive a 3% annual pay increase and hope that you win the lottery to obtain financial freedom, then a career in pharmaceutical sales is not for you. But if want an opportunity for work that is stable, but in a growing industry with excellent career advancement opportunities, than pharmaceutical sales is a good career choice for you.

The pharmaceutical industry is a growth industry with a very positive future. I could talk for days on this subject, but out of respect for your time I'll tell you just a few reasons why this is great career choice.

• Did you know the pharmaceutical industry is recession-proof?
  There will always be illness. People will continue to need drugs to assist in the healing process as well as to retain a high quality of life. Regardless of the valuation of the stock market or political situations, the pharmaceutical industry is a solid career choice.
• Continued investment in drug research and development
  Pharmaceutical companies invest more in research and development than any other industry. (Almost 3 times what the auto industry spends). Because of the large potential profit, pharmaceutical companies spend millions of dollars to develop and market new products. Pharmaceutical companies invest a tremendous amount of revenue in research and development. According to PhRMA Pharmaceutical Industry Profile 2001, an estimated $30.5 million was spent in 2001 on research and development alone. However, the number of drugs that make it to market is very low. It is not uncommon for pharmaceutical companies to have only one drug make it to market out of 10 drugs in research and development. Most major pharmaceutical companies promote 4 to 5 drugs at a time. Over 70% of a pharmaceutical company's revenue comes from only 20% of their drugs (PhRMA Pharmaceutical Industry Profile 2001). The financial risk is high, but the potential financial reward is higher. Research and development is the future of a pharmaceutical company. Thus, with such a commitment to the future, a career in pharmaceutical sales is a solid choice.

Q: What is the best way to break into pharmaceutical sales?

Some people say only divine intervention will help them get into pharmaceutical sales. I agree with divine intervention, but I also believe you should get your spiritual life in order, get your heart right, listen to the gentle nudge of God and work like HELL to make it happen.

Seriously, breaking into pharmaceutical sales is hard work. Throughout life, you learn "life rules" like "respect your elders" and "wear a shirt at the dinner table". Likewise, there are pharmaceutical job-hunting rules. Only nobody has told you about them. However, I am going to tell you some of these rules...secrets. How do I know these secrets? Because as a five-year veteran of pharmaceutical recruiting, I'm fighting the same battle you fight every day. Trying to find the open jobs! I'm going to tell you a couple of my secrets, but not all of them, because I still want to earn a living in my industry of choice.

• Secret 1: NETWORKING: It's not WHO you know, but who THEY know!
  Tell everybody you know (family and friends) about your intention to become a pharmaceutical sales representative. They might know somebody who can tell you about an unpublished job opening.
  
• Secret 2: Speaking with a pharmaceutical sales representative or district manager.
  Speaking with a pharmaceutical sales representative or district manager is probably the best way to break into the industry[w1]. You want to build a relationship with existing pharmaceutical sales representatives and district managers for several reasons. First, a referral from a representative to their manager is golden. The referral usually carries more weight than a resume from any other source. Second, they know the industry and might be able to provide you with a list of contact names (i.e., other sales representatives, hiring managers, or recruiters) or existing or potential open positions
  
• Secret 3: Job Boards/Career Boards
  Nothing has had more impact on the job search market in the last few years than job or career boards. Job boards have changed the way companies find people and the way people find jobs. However, job boards are only one small piece of the puzzle. You must combine searching job boards with other techniques to conduct a thorough job search
  
• Secret 4: Get to know a Recruiter (Headhunter)
  Recruiters are an excellent way to maximize your resume exposure and limit your resume risk. Most recruiters will know of several pharmaceutical sales positions with multiple companies in your area. Unlike human resource managers from one company, who work a very limited number of jobs, recruiters can handle several jobs from multiple companies.
  
  Most pharmaceutical recruiters are contingency recruiters, which means they do not get paid unless you accept a job that they present to you (in contingency recruiting, the hiring company pays the recruiter's fee). Therefore, it is in the recruiter's best interest to place you as quickly as possible. Recruiters also bring industry knowledge, territory knowledge, and resume expertise to the table for your benefit. It is not uncommon for a recruiter to work with the candidate to "spiff-up" or improve their resume and coach the candidate through the interview process. I recommend that you get to know several recruiters in your area. Set up interviews with the recruiters, meet them, and build professional working relationships with them so you can trust them with your resume and career.
  
• Secret 5: Check out my book "Secrets of Breaking Into Pharmaceutical Sales" at www.pharmaceuticalinterviewquestions.com and I will share 13 proven methods (tips and tricks) on how to break into pharmaceutical sales.

Q: Tell me, how do you know so much about pharmaceutical sales? Did you ever want to be in pharmaceutical sales?

I have been in corporate sales and the executive search field for about 10 years. I began my pharmaceutical sales recruiting career with a leading Houston-based search firm. While at this firm, I worked with two world-class pharmaceutical companies to build and expand their national pharmaceutical sales teams. Whether directly or through an affiliate program, I have worked with the majority of major pharmaceutical and medical companies. I earned awards for top performance in the placement of candidates on a national basis and, in the process, built one of the nation's leading pharmaceutical sales and medical sales recruiting practices.
In October of 2001 I started "10 Abbott Street" www.10abbottstreet.com, an executive search firm specializing in pharmaceutical and software sales placements.

Q: What if I don't have any sales experience, can I still become a pharmaceutical sales representative?

This is a great question. Yes, there are sales representatives in the pharmaceutical industry without the ideal sales profile, but they have had to reposition or rethink what they could bring to the table.

This is what I tell candidates when they ask me how to overcome their lack of prior sales experience.

• Develop personal relationships with existing pharmaceutical representatives This is perhaps one of the best ways to overcome your lack of sales experience. A referral from a pharmaceutical sales representative to a hiring manager about your character, accomplishments, and desire to break into pharmaceutical sales is a great way to secure a phone screen.
• Capitalize on your "transitional" skill set - A transitional skill is a skill that can transition to different industries. Just because you do not get paid to sell does not mean that you cannot sell. Focus on how you convinced co-workers or managers to take a particular course of action. Do you have a track record of delivering products and results on time? Illustrate to the hiring manager how the same desire to get the job done will work with your desire to meet your sales goals. Perfect these stories and use them in the interview process.
• Reposition your resume - Try repositioning your resume for a pharmaceutical sales position, not just a marketing position for a large company. Focus your accomplishments on your ability to sell or meet your goals. In the accomplishment section of your resume, articulate how you directly influenced an increase in company profits or reduced costs.. Highlight any awards or special recognition you received for performance excellence.
• Great attitude/rapport - This is the great equalizer in overcoming your lack of sales experience. If the hiring manager really likes you and your attitude, you have greatly increased your chances of moving into a sales position.

Q: I hear that pharmaceutical companies don't hire recent college graduates. Is that true?

The competition to break into pharmaceutical sales at the recent college level is extremely high. Only a few of the larger pharmaceutical companies (Merck, Pfizer, etc) recruit sales representatives directly out of college. The pharmaceutical interview process is probably the biggest series of exams you will take so don't just "wing it" and hope that your winning smile will land you the job.

As a recent college graduate, you have several advantages in breaking into pharmaceutical sales. Here are just a few:

• Interview schedule - Some major pharmaceutical companies recruit directly from college campuses! Do what it takes to secure an interview and adequately prepare for the interview. Many times, the rosters fill up very quickly and only 10 to 15 people will get an interview out of a campus of 15,000 students. So, what do you do?

  IDEA: This is an idea of how to get an interview when the schedule is full. This technique landed a friend of mine with a job at Xerox. Determine when the last interview is completed. Arrive 30 minutes before this interview has concluded. Be dressed and mentally prepared for an interview. When the last candidate has left the interviewing room, knock on the door of the room (the pharmaceutical manager will be doing paperwork) and introduce yourself.

  Sample Script - "Hi, I'm (your name). I really want a career with your company, but because of the sign-up process I could not get on the interview schedule. I feel that my strengths would allow me to outperform the other people interviewed and feel it would be worth your time to interview me. Do you have a few minutes to talk with me?"

• Career Center Resource Center - Another valuable resource is the extensive amount of information at most career centers. Take the time to get to know your career counselor and ask them for assistance.
  
• Resume preparation - On your resume, be sure to indicate your specific desire to break into pharmaceutical sales as your objective. Limit your resume to one page. Illustrate your accomplishments with each of your summer jobs. Remember, you are going against other college graduates who have similar work experience. It is also helpful to illustrate any life science course that you have taken.

Q: Do I need a degree to become a pharmaceutical sales representative?

Yes, A four-year degree from an accredited university or college is required to become a pharmaceutical sales representative. Pharmaceutical companies prefer candidates with degrees in life science (such as biology) but, generally speaking, all four-year degrees are considered. Your receipt of a four-year degree represents your ability to learn and master new information and shows that you have the discipline to complete a goal.

Q: Do I need a specific type of resume to interview for a pharmaceutical sales position?

Yes, you need a GREAT-looking resume to break into pharmaceutical sales! The resume is probably one of the most important components of your pharmaceutical sales job hunt. You've heard that a picture is worth a thousand words, but a good resume can be worth thousands of dollars. Therefore, the resume must accurately and concisely articulate who you are, what you have accomplished and what your desired position is. The resume should be clear, concise, factual and truthful.

There are dozens of great resume guides and books on the market. However, the resumes that catch my attention (as a seasoned pharmaceutical recruiter) are the resumes in a chronological order format loaded with accomplishments listed under each job. Let me give you a HUGE tip ¾ Accomplishments, Accomplishments, Accomplishments give your resume a competitive advantage! I discuss why accomplishments are important in my book Secrets of Breaking Into Pharmaceutical Sales (Sorry for the plug, but it is the truth!).

Q: What is a typical day like for pharmaceutical sales representative?

Like most sales positions, the "typical" day for a pharmaceutical sales representative does not exist. Due to the nature of their clients (physicians with medical emergencies), a pharmaceutical sales representative must be flexible, resilient and capable of changing their schedule.

That being said, the sales representative must have a daily, weekly and monthly schedule of doctors to call on. Most pharmaceutical companies expect their sales representatives to make 8 to 10 sales calls per day, depending on doctor density and territory size (doctor density is the number of doctors in a given territory. Doctor density will be greater in a metro area with a large medical center than in a rural area.)

A day can start as early as 7:45 AM with a breakfast meeting at a physician's office and end at 10:00 PM with a dinner at a nice restaurant with a physician or two. Daily sales calls are made in the morning and late afternoon.

Q: I've heard that the interview process takes forever. Is this true?

In some cases the interview process can take several weeks, but at other times the process can take less than two weeks. It all depends on how the interview processes are set up within each pharmaceutical company. Typically, the larger companies require more steps in the interview process (more managers to interview the candidate) which results in a several week interview process. Also, the length of the interview process can be determined by the urgency and the number of sales representatives that need to be hired. Based on my recent experience, I know that some of the larger companies are expanding their national sales force and have dramatically shortened the interview process. I wish I could give you a short answer, but each company is different.

For your information, here is the basic interview process:

• Initial phone screen - The phone screen is typically a short, 20-to-30 minute phone call with either a recruiter or human resources individual.
• First interview - The first interview is usually with the hiring manager or the district manager (your future boss) and lasts 60 minutes.
• Second interview - The second interview will be with the hiring manager, and possibly an immediate peer and will typically last between 60 and 90 minutes.
• Final interview - The final interview will be with the hiring manager's immediate boss and other senior managers. In some instances, you will travel to the corporate headquarters to meet with several senior-level managers.
• Offer stage - The offer should be in writing and should indicate your base salary, vacation, and commission plan.

Q: What do pharmaceutical companies look for in the ideal candidate?

What does the ideal pharmaceutical sales candidate look like? This is a good question. Pharmaceutical companies look at a multitude of qualities and traits in the ideal candidate, but I can honestly say there is not one specific trait that you must have in order to become a pharmaceutical sales representative. Yes, some companies emphasize one quality more than the other but, generally speaking, all companies look for the same traits in an individual.

From my perspective, the ideal candidate's important traits fall into two categories: the basic, quantifiable traits and the subjective, more-difficult-to-measure traits.

Basic Quantifiable Traits:
These are the qualities that can be documented and verified.

• Four-year degree :: A four-year degree from an accredited university or college is required to become a pharmaceutical sales representative. Pharmaceutical companies prefer candidates with degrees in life science (such as biology) but, generally speaking, all four-year degrees are considered. Your receipt of a four-year degree represents your ability to learn and master new information and shows that you have the discipline to complete a goal.
• Clean driving record :: You must have a clean driving record to drive a company car for a pharmaceutical company. If you have trouble getting driving insurance or are considered a high-risk driver by your current insurance company, working for a pharmaceutical company might be difficult. A clean driving record is important because pharmaceutical companies lease company cars from a third party. In most cases the leasing company has the liability for the car; therefore, they want safe drivers.
• Excellent track record of success :: An excellent track record of success in your professional career shown through accomplishments is an extremely important quality that hiring managers look for in you and your resume. Your success (accomplishments) must be documentable and articulated on your resume. Your accomplishments should clearly illustrate initiative, creativity, and drive to get the job done. You must show that you have achieved or surpassed your objectives, goals, and quotas.

Subjective traits that are equally important:

• Professional image :: Professional image is important for a pharmaceutical sales representative because you are representing a respected multi-million dollar company. Expectations have been set over the years that pharmaceutical sales representatives have a professional image, so you must meet or exceed existing expectations.
• Men :: I suggest the "IBM look". The IBM look is conservative and traditional in a dark blue, black, or charcoal single-breasted traditional suit; white button-down shirt with a button-down or straight collar; and a silk tie. Regarding grooming, it is highly suggested that men are clean-shaven (no facial hair) and have a short, fashionable hairstyle.
• Women :: I also strongly suggest a traditional and conservative look for women, such as a dark blue or black skirt suit, white blouse, hose, and closed-toe shoes. Hair should be groomed professionally. Make-up should accent the face and not overpower it. A pharmaceutical sales person's image should be classic and fashionable, but not too trendy. Jewelry should be kept at a minimum
• Men and Women :: Absolutely no cologne, perfume or scented hand lotions should be worn during the interview. Remember, you are interviewing for a job in corporate America, not a date!
• Desire :: How badly do you want to get into pharmaceutical sales? Your desire can be demonstrated in the mastery of the following areas: company research, attention to your professional image, resume knowledge, interviewing skills, positive attitude and follow-through.
• Personality match with your manager :: This is a difficult aspect to determine. You must feel comfortable enough with your boss to trust your career to them, and you must be able to work for and with the hiring manager. Your personalities must "click" with each other.
• Personality traits :: The ideal pharmaceutical sales representative will be: self-motivated, goal-oriented, knowledgeable, personable, professional, positive, accountable, teachable, persistent, ethical, a team player and trustworthy. When interviewing, you must exude these traits (this will happen if you have adequately prepared for the interview).

Q: What is the one most important piece of advice you can give someone who wants to be a pharmaceutical sales representative?

Deciding and committing to finding a pharmaceutical sales position is a career choice. The question to ask yourself is, "How important is my career?" If you are serious about becoming a pharmaceutical sales representative, it is time you learn the rules of how to find and interview for a pharmaceutical sales position. The days of "winging it" are over, because the competition for a pharmaceutical sales position has never been greater. Become a student of searching for your career. Above all else, remain positive and persistent throughout the entire process.

About the Interviewee
Pat Riley is the president of 10 Abbott Street L.L.C., an executive search firm specializing in pharmaceutical and medical sales and the author of "Secrets of Breaking Into Pharmaceutical Sales", and "57 Most Frequently Asked Pharmaceutical Sales Interview Questions ...and Answers that Win the Job".

Both E-Books are available at by Clicking Here