Ever wonder why Medical Device Companies don't take Pharmaceutical Reps Seriously?
As a pharmaceutical rep myself there was a career aspiration at some point move in to biotech or medical device. I have learned over the past few years that medical device companies don't take us pharma reps seriously. They would even write in their ad "pharmaceutical sales reps need not apply." In other words don't bother! Initially I took offense to that and tried to figure out why. After several years of owning my own businesses and doing medical device now I realized that we really don't close in the formal sense (a TANGIBLE close). Now before I get a bunch of nasty comments... think about it. In Pharmaceutical sales, if you don't "close" you still get paid a NICE salary, right? That's why the base salary is higher in pharmaceutical sales than in medical device. In medical device sales, if you don't close, you DON'T EAT! So if you're trying to make the transition from BIG pharma to Medical Device now you know why you're having a tough time. So if you're trying to transition, make sure you CLOSE and ask for the Job because the "close" is them hiring you!
We are seeking top level entrepreneurial pharmaceutical and medical reps and physicians to work with who have strong relationships in internal medicine, family practice, ob/gyn, preventive medicine, integrative medicine, podiatry, optometry, ophthalmology, and dermatology.
Our top medical representatives averaged between $350,000-$650,000 in commissions last year and we are launching a new one-of-a-kind skin care device in January.
Let me know if you’d like to learn more by scheduling an appointment or call me directly. You can see my real-time availability and schedule time with me at https://calendly.com/paigemjack
Director of Sales Training at Ironwood Pharmaceuticals
8 年Love the comments mentioned here on the importance of closing.
Adjunct Professor Of pharmaceutical sales at Louisiana State University-Alexandria
8 年Paige Jack I enjoyed your article and yes your spot on. when i was a trainer and recruiter ; if the applicant for the Pharma rep was more interested in the salary vs the bonus, an automatic red flag popped up. A solid Pharma rep, with a constant history of awards and success , is already an effective closer in their own right. Though in medical device selling, the close has to be pro active and aggressive, the pharma rep over time learns key components for a future article. My style has always been a conversational, que driven, Needs fulfillment, and concluding always with some form of call to action. There are a variety of closes (subtle, specific, blanket, etc..) and there is a time and place when to close. My training takes me back to my days with Marion Labs , still the most innovative, time proven, sales call module in which the machinations never really change over time.
Experience Sales Professional in multiple disciplines
8 年I have always asserted that Pharma sales is not sales. The "sales" team is paid by marketing. They are truly a marketing tool. The POD concept, share-of-voice, reach-and-frequency, call plans and many others are reasons that Pharma reps, in general, cannot describe the elements of the sales process. I learned the most about sales during my time with Nalco. We went through two Wilson Learning courses, the Counselor Sales Person and the Versatile Sales Person. Those two courses are an outstanding foundation for a career in sales.
Senior Manager, Hospitals and Business Development at AMOENA USA
8 年Agree!
Regional Sales Management, Education, Health/Medical Device & Capital Sales. Seasoned Professional with a consistent record of top performance in sales, marketing, training, manufacturing and management.
8 年I applied for pharmaceutical jobs after 13 years in med device, asc, etc and never received response.