Pharmaceutical/Medical Sales Representative: Career, Training, & Certification

Pharmaceutical/Medical Sales Representative

Employed by pharmaceutical companies, medical sales representatives live somewhat of a door to door sales existence, but with great profits if they are good at what they do. This job involves constantly researching and staying up to date with the latest trends and research in the pharmaceutical world, then selling this information to doctors, nurses, or medical technicians. The goal is to persuade the medical professionals to prescribe more of the drugs that they are selling. Because physicians have such busy schedules, a pharmaceutical sales representative has to have their pitch down to only a few minutes. They have to be knowledgeable about diseases, the human body, and the older competitors that are currently being prescribed. Communication skills are essential to success in this position.
 
Salary Outlook
 
This field is highly based on commission, so those who are good at the job and have experience will make more than others.

Average Annual Salary
$60,000
 
Salary Range
 $25,000-$95,000

Work Environment
 
During the training process, a pharmaceutical sales representative will work out of the offices of a pharmaceutical company. Later on, they may not have a home base, once they are out on their own feet. This job requires a great deal of legwork, setting appointments with physicians and getting out there both to meet with hot or cold contacts. Since about 40% of medical professionals will not meet with sales people, there is a high level of competition and also a high rejection rate. A thick skin is essential to succeed, as well as a willingness to be persistent.

Requirements
 
A Bachelor’s degree with a focus in science is generally required by most pharmaceutical companies. Some sales or marketing coursework is also quite helpful. Many companies will make their hiring decisions based on a candidate’s verbal or social skills, since so much of this job relies on selling the product in a short period of time. There is usually an intensive training program that is part of the company initiation process, followed by work in the field with a mentor, before representatives can start selling on their own. They are required to keep in touch with the latest trends in science and research studies to maintain their edge. The Certified Medical Representatives Institute offers a number of continuing education courses and certification.

Career Outlook

Job prospects for pharmaceutical representatives are good, according to the U.S. Bureau of Labor Statistics, and look primed to continue expanding through at least 2014. With pharmaceutical companies constantly expanding and finding new innovations in drugs, there is a constant need for fresh faces to help sell the product.
 
Professional Organizations
 
National Association of Pharmaceutical Representatives
2020 Pennsylvania Avenue NW
Suite 5050
Washington, DC 20006-1811
Phone: (800) 913-0701
www.napsronline.com
 
American Association of Pharmaceutical Sales Professionals
2541 IH 35 #176
Round Rock, TX 78664
www.pharmaceuticalsales.org