tical firms looking for in sales jobs? For starters, the gender split among reps is just about even. While some employ- ers look at a fairly narrow range of ap- plicants, others are open to many types of candidates. Take Pfizer, for example, which states on its sales careers page that the company seeks “college grad- uates, experienced salespeople, junior military officers and anyone else with the intellect, experience and stamina to take on the challenges of a fast-track career.” The company further seeks those with “the technical knowledge and business competencies we’re look- ing for,” as well as those who are cre- ative self-starters with an interest in medicine or science, and strong inter- personal skills. While some pharmaceutical firms
will hire inexperienced college students (Riley notes that only larger firms such as Pfizer and Merck hire new grads), it’s rare to find a job in pharmaceuti- cal sales if you have no college degree. Those hoping to break into the field without a degree will almost certainly need to have successful sales records to be considered. Pharmaceutical employers frequent-
ly seek those with at least two years of sales experience, preferably business- to-business sales. Previous jobs that offered strong sales-training programs also are viewed favorably. A record of promotions can be a big plus. Of those with no sales experience, candidates with a healthcare or clini- cal background may have an edge. A strong record of accomplishments is also important. Other traits mentioned by experts
as helpful in landing a job in this field are being organized, goal-driven, cre- ative, polished, persuasive, motivated, energetic, trustworthy, willing to learn, aggressive, smart, ethical, confident, ambitious, positive, self-starting, pa- tient, persistent, a problem-solver, a team player who also performs well independently, a good time-manager and prioritizer, and a personable great communicator. Additional desirable traits include good listening skills, in-
www.hnmagazine.com
tegrity, negotiation skills, and presen- tation skills. It’s generally OK to be money-motivated. You should have good physical stamina for the long hours and all the driving you will like- ly do, as well as carrying hefty sample cases. You may be required to travel and relocate. Enthusiasm for science is important.
“If you don’t have an aptitude for sci- ence, or don’t like science, this job will not be fun,” writes 18-year pharmaceu- tical-sales vet Corey Nahman of Corey-
Nahman.com. A press release on MedZilla quotes
Roz Usheroff, a coach and commu- nications specialist who works with pharmaceutical sales reps. Usheroff has a pharmaceutical firm client that uses an acronym, “PRSAMGH,” to de- scribe key characteristics it looks for in an interview. The acronym, Usheroff says, stands for “proactivity, receptiv- ity, stability, ability, motivation, goal orientation, and honesty.” Riley adds that pharmaceutical firms hire the “best and the brightest” because they “invest more in research and devel-
Celebrating 18 Years of Diversity
opment than any other industry” and “spend millions of dollars to develop and market new products.” You’ll likely need a clean driving re-
cord, a good credit report, and the abil- ity to pass a background check and a drug screening. For college students -- and others
looking to break in -- getting an intern- ship with a pharmaceutical firm can provide a boost. Sometimes it helps to already be living in the sales territory you would represent. Foreign-language skills may be a
plus as firms vie to break into emerg- ing markets. The best way to really get a feel
for what the pharmaceutical firms are looking for is to study lots of job post- ings and ads placed by these employ- ers and observe what qualifications they list.
Your Resume It’s not unusual for a drug company
to get hundreds of resumes for every opening, so yours needs to stand out
HISPANIC NETWORK MAGAZINE 87
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