Pharmaceutical Sales RepresentativeJob Description, Salary, Career Path, and Trends
Pharmaceutical sales representatives meet with health care providers such as doctors, clinics, and hospitals, and persuade them to order and prescribe drugs manufactured by the companies they represent. Unlike other sales positions, many pharmaceutical sales representatives are not responsible for direct sales. Instead, their goals are to assess the needs of a health care provider’s patients and make the health care provider aware of products that can meet their patients’ needs.
Pharmaceutical sales representatives must possess presentation skills in addition to being adept at relationship-building, influencing, and communication. They tend to visit the same health care providers multiple times to make sure they know the latest pharmaceuticals for sale. Also, pharmaceutical sales representatives attend conferences and industry events to network with pharmacists and other health care providers.
Sample job description #1
Responsible for achieving sales objectives by effectively implementing marketing strategies and sales plans in assigned territory/territories.
Duties and responsibilities
Meet all quarterly sales objectives for products within designated territory
Implement marketing and sales strategies as directed by Supernus leadership
Participate in off-site sales meetings and training programs as required
Demonstrate mastery of all selling skills as outlined in the initial training program and subsequent Plan of Action (P.O.A.) meetings
Demonstrate advanced product knowledge of competitive products
Maintain up-to-date call records for physicians and other key customers
Follow policies for distribution of marketing material and samples
Develop and maintain a physician universe and territory management plan designed for efficient coverage/call frequency on high volume physicians and other key customers
Assist with special projects as assigned by management (e.g. managed care pull-through programs, pre-launch initiatives, customer support outside of designated territory/territories, etc.)
Develop and maintain a positive business climate
Submit reports and paperwork accurately and on time
Maintain a professional, business-like appearance at all times
Education, experience, and other requirements
Minimum of a bachelor’s degree (B. A. or B.S.) from a four-year accredited college or university
Minimum 2+ years business to business sales experience preferred
Documented sales results and examples of awards/achievements (top 25%) is required
Working experience during college highly preferred
Travel within territory, and to/from meetings/trainings, required
Must live near the center of territory or be willing to relocate to it
Must hold a valid driver’s license
Must produce documented sales results and examples of awards/achievements
Working experience during college preferred
May need to work evenings and weekends as needed (conferences, programs, etc.)
Knowledge, skills, and core competencies
Excellent organization, interpersonal, and communication skills
Sound judgment and decision-making ability
Proficient with Excel, Word, PowerPoint (Microsoft office)
Must exercise logic and common sense when confronted by varying circumstances or conditions not covered by established practices or procedures
Drive to consistently go above and beyond
Teamwork & collaboration
Sample job description #2
Essential job functions
Manage territory, making a daily plan of sales calls using analytical skills and judgment, pulling customers and targets from digital data
Independently drive a company vehicle daily in a safe manner in accordance with company policy
Make multiple stops during established work day to communicate with physicians and pharmacists
Operate a digital tablet or other device to appropriately demonstrate marketing and sales tools to contribute to the sales process
Complete monthly product sample and marketing material inventory; may involve activity during all weather conditions
Provide current and comprehensive clinical knowledge of products and effectively communicate the clinical and economic benefits of the products to medical professionals in a verbal manner
Schedule and participate in informational lunches and dinner programs including speaker engagement to provide clinical knowledge of disease state and treatments to physicians and other medical professionals
Record all visits made to physicians and pharmacists on a daily basis using digital device or appropriate paper form when device is unavailable
Meet established program sales goals and market share targets within territory by utilizing effective sales techniques in order to influence targeted physicians, hospitals and pharmacies
Submit all business expenses in a timely manner according to policy
Travel independently to training and meetings; this may involve air travel and overnight stay depending upon location.
Comply with all FDA, AMA, PhRMA, HIPAA, and Safety guidelines
Comply with all company policies
Maintain a regular work schedule
Dress appropriately for professional position
Possess knowledge of medical, healthcare, or pharmaceutical industry
Learn and understand regulations related to healthcare industry
Learn and disseminate complex clinical and biological information
Display strong independent work ethic, self-motivating
Use time efficiently; set goals and objectives
Uphold organizational values
Sample job description #3
Develop deep professional/industry knowledge in multiple disease states
Identify and develop business relationships with key customers, state, and local advocacy groups, teaching institutions, key influencers/prescribers, and managed care organizations and establish oneself as a true diabetes/endocrine expert and resource
Drive sales growth of the product portfolio
Build outstanding customer experiences by engaging in active dialogue to understand the customer’s needs and delivering appropriate resources and relevant information to influence appropriate use of product portfolio
Effective selling of multiple products on a single call
Effective account management skills to develop an account/MD target list, evaluate, and set an appropriate territory workload, and achieve key efficiency parameters
Sell in a changing health care environment, utilizing critical thinking and strategic mindset to understand the environment (payer, health systems, business) and gain access to the customers to make an impact on patients’ lives
Operate with high integrity and comply with policies and procedures
Bachelor’s degree as well as professional certification or license required to perform this position (if required by a specific state)
Valid driver’s license and acceptable driving record
Qualified candidates must be legally authorized to be employed in the United States
Additional skills and preferences
Bilingual skills as aligned with territory and customer needs
Live within the territory or within 30 miles of territory boundaries
Excellent interpersonal skills with ability to coordinate with partners
Excellent communication and organizational skills
Ability to collaborate in a team environment
Ability to build and maintain lasting relationships with key accounts and caregivers
Demonstrated ability to learn, apply, and communicate technical/scientific knowledge
Average salary and compensation
The average salary for a pharmaceutical sales representative is $89,400 in the United States. Position salary will vary based on experience, education, company size, industry, and market.
Los Angeles, California
Minneapolis-St. Paul, Minnesota
New York City, New York
Sample interview questions
What education and training do you have that prepares you for a position as a pharmaceutical sales rep?
What methods do you use to ensure you meet your sales goals?
What sales accomplishment are you the most proud of?
What methods do you use to identify new prospects?
How do you assess the needs of a potential client?
How do you prepare a sales pitch for different audiences?
How do you build a rapport with potential clients?
What do you do about a firm “no” answer from a prospect?
Tell me about a time when you closed a difficult sale? How did you overcome the challenges?
What would you do if you saw a doctor or colleague doing something unethical?
What is the best sales advice you’ve ever received?
What motivates you the most in this job?
Try to convince me to prescribe this drug to my patients as if I am a doctor.
Pharmaceutical Sales Representative Jobs in Ashburn
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