| Author |
Message |
    
Sus (Susannah)
| | Posted on Friday, January 03, 2003 - 08:51 am: | 
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Just wondering if anyone on here is a Pharmaceutical Sales Representative? I'm looking at breaking into the field, but would love some analytical and also subjective advice.
Thanks! |
Carter Simcoe (Carter)
| | Posted on Friday, January 03, 2003 - 09:37 am: |
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My cousin is also looking at getting into it, sounds like a fun time if you ask me. |
John Cinquegrana (Johnc)
| | Posted on Friday, January 03, 2003 - 09:45 am: |
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I think Garret used to sell drugs in NYC, Newark and PA... don't know if he can help you.  |
Sus (Susannah)
| | Posted on Friday, January 03, 2003 - 09:52 am: |
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I should have known I would get into the "DRUG DEALER" stuff....
Well, the thing is....my father's a physician so I've had some experience with them on a personal level; I was a bio/econ major for undergrad and I'm interested in doing something more challenging (and for more money) than my current position! I've actually got a first interview today!
So, it would be great if anyone has any suggestions! |
Mike Rupp (Mike_Rupp)
| | Posted on Friday, January 03, 2003 - 10:06 am: |
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I heard that recently the drug companies agreed to limit entertaining of doctors to "lower" drug costs. Definitely look into this, as it changes the selling style of the reps. Now, a very strong selling style is needed as doctors are going to give little time to a rep unless they're being entertained. |
ema
| | Posted on Friday, January 03, 2003 - 10:26 am: |
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Merck has a training facility for their pharmaceutical reps in the building I work in. I believe every rep is required to complete an 8-week course which I hear is fairly intense. They have weekly exams, etc.
As for limiting the entertainment of doctors to "lower" drug costs... My girlfriend said that pharm reps don't really bring in freebies on premises now, but they are allowed to organize golf outings for doctors.
Good luck with your interview, Susannah!
-ema |
Brian Friend (Brianfriend)
| | Posted on Friday, January 03, 2003 - 10:51 am: |
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Just don't use up your free samples all at once. |
Rupert J (Tehamarx)
| | Posted on Friday, January 03, 2003 - 11:19 am: |
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A subjective viewpoint:
Mfgrs are looking for females,(brings sex appeal) to MDs, tuff to get pass the ladies at the front desk tho.But opposite may be true if female MD.
Mfgrs want college grads, use to be BS., now taking BA. degrees.(they figured lower costs & more rounded individuals).
Mfgrs want great memorization skills to sell their products.(emphasize benefits of drug, de-emphasize adverse reactions).
Base salary applies, & you make your money based on sales in your territory.(which means any where from the size of lower Manhattan to the state of Montana).
Mfgrs are now joint product selling, in otherwords, 2 mfgrs are selling their various products thru 1 sales rep. you're also not selling all their products, just a few of each.
(maybe 1-2 hot sellers the rest dogs).
Hospital or HMO sales may be better than office or retail sales,less travel?,captive audience?,expensive injectables?,formulary only?.
You'll know a lot more than some family practice MDs or some RPhs. on certain disease states for hypothetical patients, but you won't know much about multiple real-life disease patients.
Consider yourself an educator & a sales rep 2nd.
you'll get more respect from your target audience.
Good Luck. |
Mike Carino (Mikec)
| | Posted on Friday, January 03, 2003 - 12:06 pm: |
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Hey Sus, good luck with the interview. What companies are you looking at? My brother-in-law currently works for Eli Lilly in their corporate HQ, but is going back out into the field as a DSM for the Richmond and western territories of VA. So I'm looking into the field as well.
Mike |
Glenn Guinto (Glenn)
| | Posted on Friday, January 03, 2003 - 12:24 pm: |
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John C is a street pharmacist in the suburbs of upstate NY...
-glenn |
gp (Garrett)
| | Posted on Friday, January 03, 2003 - 12:53 pm: |
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never in Newark. that area is pretty tied up with the locals. i will sell anything man.
hey john how is that penile implant working out? beats using the tounge depressor and duct tape eh.
"then i got high....then i got high.....then i got highhhh!" |
Sus (Susannah)
| | Posted on Friday, January 03, 2003 - 02:05 pm: |
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Ema,
Thanks for your insight...I'll be looking forward to some intense training if I get the position!
Rupert,
Great advice. Having worked in a physicians office, I have seen some of the behind-the-scenes aspect of it (I KNOW that attitude, attractiveness and dress matter), but there is so much more of which I'm unaware. What did you mean by "formulary only" in relation to Hospital or HMO sales?
Thanks to everyone...keep it coming! |
GregH
| | Posted on Friday, January 03, 2003 - 04:16 pm: |
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Medicaid (depending on state) and HMO's developed "formularies" which means included under contract and "non-formulary" meaning not included (generally read expensive new meds, i.e. some 3rd gen antibiotics and newer). This also applies to DME's and therapy services as well.
Thus, as a DSM it pays to know what contracts your prospective customer is bound to thus what is paid for by the payor and what is going to come out of their pocket (if capitated or per diem) or the patient's pocket.
GregH |
ema
| | Posted on Friday, January 03, 2003 - 05:17 pm: |
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Susannah,
A "formulary" is a listing of drugs that are included under coverage by insurance companies. Typically certain drugs (newer medicines) are tiered such that a higher co-pay is necessary, while generics are covered more.
I did some quick research on Merck's website. It looks like their sales representatives are organized by speciality (cardiovascular, analgesic/anti-inflammatory, etc.) Sales reps are hired by region (usually grouped by a large city). Based on my conversations with some of the students in my building, you are then assigned a territory. If you are lucky, you may get a territory with a large number of elderly patients covered by Medicaid or supplementary insurance.
In terms of travel, that is somewhat dependent on your location. I've heard travel numbers ranging from 0-50%. Your mileage may vary.
The last comment is that the industry does seem to be very competitive and cutthroat.
-ema |
Kim S (Roverine)
| | Posted on Friday, January 03, 2003 - 05:55 pm: |
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Sus,
Rupert and Greg H have brought up some important issues. FWIW, a long time ago, I decided to look into pharmaceutical sales while making a career change. What helped me tremendously in my research was just good old 'cold calling' (per se) on a handful of reps in my area; I called up a few doctor & nurse friends who gave me contacts/referrals for some of their favorite pharmaceutical reps. From that point, I just made several calls with questions. I took a couple of the reps out to lunch, and a couple of others were just kind enough (through referrals) to give me a little of their time over the phone. It gave me a very good idea and feel for the market conditions and competetive issues, not to mention a good feel for how various companies were positioned and faring in the industry. I guess in other words, just talking to as many reps as I could in a given amount of time really helped. So, you're on the right path as far as reaching out and asking around!
As it turned out, I turned down an offer at the last minute, and went into manufacturer sales in a different area, so I can't help you with anything current or first-hand. (You'll like the company car - less wear and tear on your Disco! ) Best wishes to you,
Kim |
Sus (Susannah)
| | Posted on Friday, January 03, 2003 - 06:39 pm: |
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Thank-yous to all who responded! DiscoWeb is such a wonderful place!!!!!
My interview went pretty well....as far as I could tell from the recruiter's tone and comments (phone interviews are a bit strange). I'll be sitting, waiting and researching for the next four weeks until I hear something. Atleast now I have the experience to expect something similar if I look at another company. They did seem impressed at the level of preparation I expressed through internet research, asking around, etc!
I'll let you all know how things work out!
-Sus (on an adrenaline high and going to run with the dog!!) |
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