So you are still at it, wondering what “will it take to break
in to the Pharmaceutical Industry and land a job as a sales
representative?” I’ve come up with what I call the “Three
Ps”—Planning, Passion and Persistence. You
will definitely need all three as you continue your search.
First, planning really requires you to come
up with a “game plan.” How will you search, which company/companies
will you target, and what will be your daily routine to get
you there? I can’t overemphasize the importance of having
a “game plan.” By this I mean understanding what it
is you bring to the table, what set of skills, be they sales,
people, leadership, scientific training, knowledge of the
local customers, managed care, etc., knowing how you will
leverage these traits to land a position in the industry,
and finally where will you apply your efforts? Which
company’s values and vision most closely fit yours and where
you want to be in five years?
I strongly recommend you have a plan for each day,
week and month with specific goals you hope to achieve during
each period. It might look something like this:
Monday: call 3 contacts and set up 2 follow-up meetings.
Have at least one face-to-face meeting/informational interview.
Research three new products from XYZ company (one of your
top target companies). You don’t need to be a product
expert by any means; knowing the disease state, who the competition
is, and perhaps some new developments with the med such as
a new indication, new formulation, recent clinical study,
etc.
Tuesday: Meet Rep at Mercy Hospital. Phone calls,
meeting as listed for Monday.
You get the picture. My point is that if you just
wait for things to happen, you’ll probably be waiting for
a long time. If you have a plan, get out there and are
aggressively looking, meeting and learning about the industry
a few good things will happen. First, you’ll learn more about
the industry and what the job really involves. Second,
the people you meet will remember the one who is out there
hustling, making things happen. Face it, one of these people
will probably be a teammate of yours, and I’m sure they, like
I, will want someone who is going to work hard to help the
team. Most companies work in a team fashion, meaning
multiple Reps sell the same product in a given territory.
You need your teammates to help you and them be successful.
Third, being out there regularly should translate into greater
confidence and performance when you do interview for a position.
“How and where do you get out there” though is what
you may be wondering—I know I was unsure of this part.
As I mentioned before, networking is essential. Meeting
people in the industry through what ever means you can: attending
the monthly San Diego Medical Services Society meetings, talking
to friends who may be Reps, and other friend or family who
may know someone (or know someone who knows someone) in the
industry. I suggest starting with your own Doctor. Ask
him or her for the names of any good Pharmaceutical Reps he
or she knows. (You may also want to ask “why” he or
she considers this Rep a good one.) They also probably
have a Rolodex file of cards for all the Reps who call on
that office. When you contact these Reps make sure you
let them know that you realize they are very busy and you’d
like just 10-15 minutes of their time to help you learn more
about the industry, and that you’re not asking them for a
job. Most of us remember what it was like (OK, for some
of us (Board members?) it may be a bit more difficult to recall
that long off time…) and are happy to help. You may
also want to go to a large Medical Building or Hospital and
meet Reps there. Again, it is important to respect their time—ask
when you might be able to call them if they are unable to
spend much time while there. The important thing is that you
“get out there” and meet people and build your network!
Doing this every day requires planning—it also
requires passion. Passion, in my
opinion, is a requisite trait of highly successful pharmaceutical
Reps. It won’t be easy getting out there every day and being
passionate about your pursuit. Your passion
will translate into belief in your product (yourself right
now!) and is an important quality. I believe that just as
your sales achievement after you are hired, your passion
will determine how successful you are in your job search now.
Finally, persistence is what will also help
you get through it. Don’t give up. Don’t take the rejections
personally—unless you get some specific feedback on how to
improve yourself. Most often, there a more positions
advertised than filled—at least that is how it seemed to me.
Many companies like to have a “pool” of candidates ready to
move forward (into the process, not necessarily hire) to help
speed the hiring process. Realize that if you want a
position in San Diego you are competing against many people—those
in the industry already and those like you who are trying
to get into it. To find a spot here in San Diego persistence
is crucial. If you are mobile and can relocate, getting into
the industry is generally easier. But who really wants
to leave San Diego?!?
It most likely will take some time, maybe a long time—hang
in there! Remember, have a plan, be passionate
about it and selling yourself, and finally be persistent—don’t
give up until you’ve got the position you want!
Until next time,
Mike
Article Written by Michael
Keeney, MSS Board Member
