Overview Of Pharmaceutical Sales Jobs
rescription Drugs pharmaceutical rep might be
promoting an average of three
Pharmaceutical sales jobs different main drugs with a few
can be divided into a few secondary products as well.
different sectors. The most
important sector will be New drugs usually only have a
prescription drugs where most of certain number of years before
the action will be. This is by their patents run out. Drugs that
far where the majority of have been successful in the
pharmaceutical sales reps work in market will likely attract
with the main target customer generic competitors in time.
base being physicians. Depending Therefore, sales forces will
on the type of drugs promoted, usually spend most of their
sales forces target family efforts on newer drugs hoping to
physicians and/or specialist generate as much sales as
doctors as their main customers. possible before patent
protections run out. Once cheaper
Some giant pharmaceutical generic versions show up in the
companies like Glaxo and Merck market, sales forces usually
have large numbers of promoted switch their focuses to other
products requiring several sales newer drugs that still have
force divisions within each firm. patent protection. It is usually
There can be separate divisions too difficult to compete against
promoting completely different low cost generic products so
products to the same or different brand name companies tend to
customer groups. Sometimes promote only those products that
different divisions can have the have no generic competition.
same products but they have
different groups of target There are also smaller companies
customers to focus on. Each that focus on niche specialty
drugs. The sales forces for these to those who have been in the
companies will probably focus industry for awhile. However,
more on specific medical there have been exceptions,
specialties as target customers especially with dermatology
rather than on general practice companies promoting skin
doctors. Remember that the number products.
of family physicians outnumber
any single medical specialty Over-the-Counter Products
group by far so large companies
which promote to general practice Many companies have
doctors will require large sales over-the-counter (OTC) products
forces. In contrast, companies such as cough and cold
that promote only to specific medications which are
medical niches can get away with non-prescription drugs which
much smaller sales forces due to represent another main sector.
the smaller number of target Larger companies who have both
customers. An example would be a prescription and OTC products may
cancer or oncology drug which have separate sales forces for
will usually never be prescribed each sector. Some companies may
by a family physician anyway. be strictly OTC focused. In
Sales positions in these general, sales positions for OTC
specialty companies tend to be a lines may be a bit easier to get
bit more difficult to get for compared to prescription sales
candidates who are new to the for new candidates. This is
industry as experienced because in most cases, OTC
pharmaceutical representatives products are less technical than
are usually preferred. Selling to prescription drugs and are
specialists is often regarded as considered to be a lower level of
an advanced level of pharmaceutical selling.
pharmaceutical sales more suited
Sales forces selling just OTC
products will likely be calling The generic drug companies
on only family physicians rather represent another kettle of fish
than specialists as target altogether. Since they usually
customers. There may be more market product equivalents to
calls to retail pharmacists too brand name drugs that are already
since these health professionals successful and well known, sales
are often consulted by patients forces with generic companies
in regards to product selections generally do not call on
(for example, customers asking a physicians at all. Instead, they
pharmacist to recommend a brand would concentrate on pharmacies,
of cough syrup). both retail and hospital based.
Pricing alone is usually the main
In all likelihood, the salaries selling factor. This sector is
for OTC sales reps will be lower therefore a very different type
than for their prescription drug of pharmaceutical sales job and
rep counterparts since in general is actually quite unrelated in
OTC products cost less than regards to the type of work that
prescription drugs. There have pharmaceutical sales reps from
been cases where new brand name companies do.
pharmaceutical representatives
got their start in OTC sales and In fact, some brand name or
then moved on to prescription ethical companies as they are
sales after a few years of sometimes referred to, feel so
experience in the industry. So much animosity towards generics
OTC sales would be an option for that work experience with generic
new candidates as a possible firms may actually end up being a
industry entry point. negative point in a candidate’s
resume. So if your goal is still
Generic Drug Products in the direction of the brand
name pharmaceutical companies generic companies unless you are
where physicians are the main willing to spend your entire
target customers, you would be pharmaceutical sales career in
well advised to stay clear of the generics.
About the Author:
Clint Cora is the author of the book "How To Get A Dream Job In Pharmaceutical Sales - Direct Inside Advice and Guidance from a Sales Manager". He had a very successful fourteen year career as a pharmaceutical sales representative, sales trainer, product marketing manager and a national sales manager. More information about pharmaceutical sales careers can be found at http://www.GetPharmaceuticalSalesJob.com
Read more articles by: Clint Cora
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