Healthcare Articles

Guidelines for Becoming a Pharmaceutical Sales Representative

You may be considering a new career as a pharmaceutical sales representative. The key areas that we will be considering when reviewing your initial application include:

• Technical expertise - degree qualified in science, health sciences.
• Ability to comprehend and discuss clinical data.
• Ability to develop professional relationships with healthcare professionals.
• Previous selling experience.
• A good working knowledge of business.
• Excellent time management skills.

A typical job description includes the following points. During the interview process you will be asked to provide examples of achievements in similar areas:

As a representative you will undertake the following:

1. Responsibility for developing the maximum profitable sales of the company’s products in the assigned territory through full coverage of all contacts and by becoming a value-added partner to the health care professionals. These will include pharmacies, wholesalers, hospitals, specialists and General Practitioners

2. Deliver superior sales presentations to customers by fully planning each call with specific objectives; maintaining the customer’s interest; overcoming objections positively; reframing product features into customer benefits and the competent use of relevant literature.

3. Maintain full and accurate records of all customers including specialties, products used, objections raised, response to previous presentations, best time to see, specific requirements etc.

4. Maintain and enhance knowledge of products, company developments, customers, and competitors. This will also include a full and complete knowledge of the Product Information and relevant clinical papers, and clinical developments within the therapeutic area.

5. Ensure the accurate and timely completion of all weekly reports, maintenance of territory call records, handling of enquiries and complaints quickly and professionally and in accordance with company procedures.

6. Contribute positively to the Sales and Marketing team through cooperative relationships and collaborative efforts to achieve team goals. This will include input into budget planning, sales target forecasting and marketing procedures as required

7. Ensure the prompt transmission of relevant information from the healthcare professionals back to either the Marketing or Clinical Research departments.

8. Ensure the prompt reporting of adverse events to the Regulatory department in accordance with company procedures.

9.Be aware of the content and the application of the APMA’s Code of Conduct regarding representative activity.

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By Dr Glenn Carter, Managing Director of Pharmaceutical Professionals, a Sydney professional services company.

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