A DAY IN THE LIFE OF A PHARMACEUTICAL REP

MARKETING PRODUCTS TO PHYSICIANS

Pharmaceutical representatives meet with physicians through arranged appointments or through “stop by’s” (no set appointment). In these meetings, the representative will present information on their medical products while following the instructions set forth and established by their pharmaceutical company. Most days a typical pharmaceutical representative will present their product to 8-12 clinics, offices or hospitals. The representative may also visit some pharmacies to discuss products with pharmacists. The goal is to manage your visits and to make the most of the time you do have with the physician or pharmacist.

As a pharmaceutical representative you will be responsible for understanding and staying current on your company’s products as well as your competitor’s. You will be selling to highly trained and technically oriented professionals. You must know your customers’ business, your products, your competitors’ products, and the diseases and health symptoms for which your products are prescribed. The education will come through literature, internet postings, meetings, educational classes, emails, voice mails and networking. This is all about educating yourself to keep your product information and competitive knowledge current.

The goal of a pharmaceutical rep is the same as any sales professional—sales of a product, service or concept. The key for success is through preparation, making excellent sales presentations, and follow up with clients. In pharmaceutical sales success is determined by a strong work ethic, diligence, persistence, persuasiveness, and flexibility. Successful reps have come from various backgrounds, educational levels and experiences.

Pharmaceutical representatives work from their homes, which creates a lot of autonomy for you. In many cases, your boss is hundreds of miles away so there is no one to look over your shoulder. You must be self-motivated to produce results. Pharmaceutical companies always look for a competitive person who needs little supervision.

A typical day consists of presenting your products to physicians, clinics, hospitals, and pharmacists. In most instances, your sales manager will determine the specific number of calls to make. A “go see” list is produced to track your client visits. You should always prepare the “go see” list in advance for efficient time management. Always keep your sales support materials, product samples, and literature organized so that your visits are beneficial and effective.

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