What does a pharmaceutical sales representative do?

1 Duties and responsibilities

A pharmaceutical sales representative is responsible for building and maintaining relationships with doctors, pharmacists, nurses, and other health care providers in their assigned territory. They visit them regularly to present and demonstrate the features and benefits of their products, answer their questions, and provide them with samples and educational materials. They also monitor the market trends, competitors' activities, and customer feedback, and report them to their managers and marketing teams. They have to meet or exceed their sales targets and follow the ethical and legal standards of the industry.

2 Skills and qualifications

To become a pharmaceutical sales representative, you need to have a bachelor's degree in a relevant field, such as biology, chemistry, pharmacy, or business. Some employers may prefer candidates with a master's degree or a professional certification. You also need to have excellent communication, negotiation, and presentation skills, as well as a strong scientific and medical knowledge. You should be able to work independently and as part of a team, and be willing to travel frequently and adapt to different schedules and environments. You should also be familiar with the sales software and tools, such as CRM systems, databases, and spreadsheets.

3 Benefits and challenges

Working as a pharmaceutical sales representative can offer you many benefits, such as a competitive salary, commissions, bonuses, and incentives. You can also enjoy the flexibility and autonomy of managing your own territory and schedule, and the opportunity to learn from the experts and leaders in the field. You can also make a positive impact on the health and well-being of your customers and their patients. However, you also have to face some challenges, such as the high pressure and expectations, the constant changes and regulations in the industry, and the competition and rejection from some customers. You have to be resilient, motivated, and persistent to succeed in this role.

4 Career path and outlook

A pharmaceutical sales representative can advance their career by taking on more responsibilities, such as managing larger or more complex territories, training or mentoring new hires, or leading or coordinating sales teams. They can also move into other roles, such as sales manager, marketing manager, product manager, or medical liaison. According to the U.S. Bureau of Labor Statistics, the employment of sales representatives of technical and scientific products, which includes pharmaceutical sales representatives, is projected to grow 4% from 2019 to 2029, which is about as fast as the average for all occupations.

5 Tips and advice

If you want to become a successful pharmaceutical sales representative, here are some tips and advice that can help you. It's important to do your research before applying for a job or visiting a customer. This research should include the company, the product, the market, and the customer. Establishing a trustful and respectful relationship with your customers is essential for achieving sales and loyalty. Listen to their needs, concerns, and feedback, and offer them solutions, support, and education. Be proactive in seeking new prospects, referrals, and leads, and follow up with them promptly. Identify and overcome objections and challenges to close deals effectively. Keep track of your performance and goals, and seek feedback for improvement.

6 Resources and tools

If you want to learn more about the pharmaceutical sales industry, there are some resources and tools that can assist you. The Pharmaceutical Sales Training Manual by NAPSRx is a comprehensive guide that covers everything from the basics of the industry to preparing for the CNPR certification exam. Tom Ruff’s book, How to Get Into Pharmaceutical Sales, provides tips and advice on how to land a job in pharmaceutical sales, such as writing a resume and cover letter, networking, interviewing, and negotiating an offer. PharmaForce by RepVue is a sales intelligence platform that helps you compare and analyze the compensation, performance, and culture of different pharmaceutical companies.