How to Get a Job as a Pharmceutical Representative
by Mike Keeney (First of a series, February 2005)

More likely than not, the reason you’re visiting this website is to find information on how to get a position as a Pharmaceutical Representative. If this assumption is correct, then in fact, “you may be at the right place!” I honestly can’t guarantee it, but what I can tell you is that for the next few months, I plan on sharing some of the insights and tips that I gained when I made my transition from a “wannabe” to the coveted, real and paying position of a Pharmaceutical Representative, or as we are more affectionately known, a “Drug Rep.” Before I continue I should tell you that my experiences may not reflect those of most parolees, I mean jobseekers. I hope to combine some helpful ideas, thought provoking self-assessment, a little humor and some practical advice on how you may make your transition into our industry. Your mission, should you choose to accept it, is to read it, think about it and then decide if it fits your personality and style. Use what works and no harm in tossing out the rest. Our primary objective is to help you all make a successful transition. I think that should about cover the disclaimers and keep the Legal Department off my back. Oh, I didn’t know we didn’t have a Legal Department. I thought everybody did…

I think one of the first, and most important things a Pharmaceutical Rep Job Seeker (PRJS) should do (besides becoming familiar with all the acronyms in this new industry) is to think about what is it that attracts you the job? What qualities and traits that you possess or are learning that you believe makes you a good fit as a Pharmaceutical Rep? Why do you want to become a Pharmaceutical Rep? What is it that you’ve heard that makes you believe that this is the job for you? Who have you talked to that are in the industry? Is that number of contacts more than just a few? Is it more than 8 or 10? I’d say if it is the latter, then you’re in good shape. If however you’ve only spoken with a couple people, and perhaps they aren’t currently in the industry, you may want to spend some more time learning about the Pharmaceutical Industry. I advise this not to turn you away, but only to let you know that (from what I’ve heard) (and seen), the industry has changed a lot in the past five years. If the reasons that you are attracted to the industry are leadership, initiative, an interest in new technologies that help people and their health, you enjoy a certain amount of autonomy and creativity and have an entrepreneurial spirit; this could be a great place for you!

I think this self-analysis is a critical first step in the process. Did I have all the information I needed when I began my job search in this industry? No, frankly I did not.
But you don’t care about me; the real question is “How will you get there?” Talk to Reps at our monthly MSS meetings. Ask about their perspectives on their job. What do they like about it? (And why?) What don’t they like? Is it what they expected? What qualities have they found that have helped them the most? Which did they think were going to be very helpful and turn out to be non-factors? If you know any Doctors, ask them what qualities they think makes a good Rep? What sets some Reps apart from the rest of the crowd? Eventually every Doctor’s office tires of even the best caterers! Seriously, soliciting their opinions (as our customers) is something we do in the field (or should do) to ensure we’re meeting their needs…customer satisfaction. One tip here, please don’t take just one Doctor’s input as the only view for all physicians. Each is different and values different qualities. But hearing from the customer, if you can, will better prepare you to sell yourself as be able to sell to Doctors. After you’ve talked to at least six, and better eight or ten people in the industry, you should have a pretty solid idea of what a Rep does on a daily basis, what most Reps like about their job, what they don’t like and what they believe has made them (and hopefully will make you!) a successful Pharmaceutical Rep. Before you get too far along as a PRJS and your hunt, I encourage you to make sure being a Rep is what you think. Bottom-line: make sure you have broad based, current and accurate about the job. With this, you are ready to begin!

In my next column (provided I still have this job) I will talk about what I call the
“3 Ps: Planning, Passion and Persistence.” I think all three are important to you as a PRJS…
Until next month,
Mike

Article Written by Michael Keeney, MSS Board Member