How to Be Pharmaceutical Sales Representative - Job Description, Skills, and Interview Questions

Oct 22, 2023 / 5 Minutes Read / By Albert

How to Become

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FAQ

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The Pharmaceutical Sales Representative plays a key role in the success of pharmaceutical companies, as they are responsible for the promotion and sales of prescription medications. They work to develop relationships with physicians, pharmacists and other healthcare professionals in order to increase awareness of the drug and its benefits. This in turn allows for increased product sales, furthering the success of the pharmaceutical company.

An effective Pharmaceutical Sales Representative must possess knowledge in the field, excellent communication and interpersonal skills, and a knack for building relationships. With these qualities, they are able to gain the trust of healthcare professionals and ultimately lead to higher levels of success for the company.

Steps How to Become

Obtain a Bachelor's Degree. Most employers prefer to hire pharmaceutical sales representatives with at least a bachelor's degree, preferably in a life sciences field such as biology, chemistry, or pharmacology.
Gain Experience. Pharmaceutical sales representatives who have experience in the pharmaceutical industry, such as in a laboratory or research setting, have an advantage when it comes to landing a job.
Get Certified. Some employers may prefer to hire pharmaceutical sales representatives who have obtained professional certification, such as certified pharmaceutical sales representative (CPSR) certification offered through the National Association of Pharmaceutical Sales Representatives (NAPSR).
Apply for Jobs. Once you have the necessary qualifications, you can start applying for pharmaceutical sales representative jobs. Many pharmaceutical companies advertise vacancies on their websites and through job portals such as Indeed and LinkedIn.
Complete Training. Most pharmaceutical companies offer extensive training programs to new sales representatives. This may include product knowledge, sales techniques, and customer service skills.
Build Relationships. Pharmaceutical sales representatives must build relationships with healthcare professionals in order to be successful. This involves attending conferences and seminars, networking with doctors and other healthcare professionals, and staying up-to-date on industry trends.

Pharmaceutical sales representatives must possess reliable and capable skills to be successful in their profession. These skills include knowledge of the pharmaceutical industry, understanding of medical terminology, the ability to establish relationships and build rapport with healthcare professionals, and excellent communication and presentation skills. Being reliable and capable also requires a strong work ethic, an ability to think strategically, and an understanding of the regulatory requirements of the industry.

These qualities are essential in helping a pharmaceutical sales representative build credibility and trust with healthcare professionals and make successful sales. Having reliable and capable skills will enable a pharmaceutical sales representative to have a successful career.

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Job Description

Develop and maintain an in-depth understanding of assigned product portfolio, and competitor products
Utilize available resources to ensure successful implementation and promotion of products
Establish relationships with and provide product information to key healthcare professionals
Develop, implement and monitor sales strategies to maximize sales growth
Develop and maintain contacts with key decision makers and influencers
Monitor and analyze sales data to identify trends and opportunities
Participate in promotional activities, including trade shows, conventions, and conferences
Coordinate and attend sales meetings, trainings, and seminars
Ensure compliance with corporate, legal, and regulatory requirements
Maintain thorough knowledge of product pricing, reimbursement policies, and regulations

Skills and Competencies to Have

Knowledge of pharmaceutical products and drug therapy
Strong communication and interpersonal skills
Ability to build relationships with customers
Ability to work independently while meeting objectives
Ability to handle difficult customers
Excellent organizational and time management skills
Ability to analyze data and identify trends
Proficiency in using computer software such as Microsoft Office
Strong problem solving skills
Knowledge of medical terminology
Understanding of the healthcare industry and regulatory environment
Ability to travel extensively

The most important skill to have for a successful career as a Pharmaceutical Sales Representative is strong communication and interpersonal skills. Having the ability to effectively communicate with customers and healthcare professionals is essential, as it allows them to explain the benefits of products and services in a confident and persuasive manner. strong interpersonal skills are important in order to build relationships with customers and medical professionals and create opportunities for sales and collaboration.

Negotiation and problem solving skills are also critical for successful sales representatives, as they need to be able to advocate for their products while also understanding customer needs and responding to them appropriately. Furthermore, having knowledge of the industry and of the products being sold is essential to be successful in this field. In short, strong communication, interpersonal, negotiation, problem solving, and industry knowledge are all essential skills that any successful Pharmaceutical Sales Representative must possess.

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Frequent Interview Questions

What experience do you have in pharmaceutical sales?
What do you know about the pharmaceutical industry?
How do you handle rejection when trying to make a sale?
What strategies do you use to capture and retain customer interest?
How do you stay up-to-date with industry news and developments?
What sets you apart from other pharmaceutical sales representatives?
How do you build rapport with customers?
How have you successfully managed difficult customer interactions?
What techniques do you use to find new leads and close deals?
How do you ensure that all customer data is kept confidential?

Common Tools in Industry

Social Media Platforms. Platforms such as LinkedIn, Twitter, and Facebook used to build relationships with industry professionals and engage potential customers. (e. g. LinkedIn)
CRM Software. Software used to manage customer-facing processes, such as sales and marketing, to streamline customer interactions. (e. g. Salesforce)
Presentation Tools. Software used to create visual presentations, such as slideshows, to help explain and promote products. (e. g. PowerPoint)
Analytics Software. Software used to measure customer engagement and track key metrics, such as sales and website visits. (e. g. Google Analytics)
Email Marketing Tools. Software used to automate email campaigns and personalize messages to potential customers. (e. g. MailChimp)

Professional Organizations to Know

Pharmaceutical Research and Manufacturers of America (PhRMA)
National Association of Pharmaceutical Representatives (NAPR)
American Association of Pharmaceutical Scientists (AAPS)
American Medical Association (AMA)
Biotechnology Innovation Organization (BIO)
American Society of Health-System Pharmacists (ASHP)
International Society for Pharmaceutical Engineering (ISPE)
International Society of Pharmaceutical Marketing (ISPM)
Healthcare Distribution Management Association (HDMA)
National Pharmaceutical Associations (NPA)

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Common Important Terms

Pharmaceutical Sales. The process of marketing and selling pharmaceutical products to healthcare professionals, including physicians, pharmacists, and hospitals.
Medical Sales Representative. A sales representative who specializes in selling medical products to healthcare professionals.
Pharmaceutical Marketing. The process of promoting pharmaceutical products to healthcare providers and potential customers.
Clinical Sales. The process of selling pharmaceuticals, medical devices, and other related products to healthcare providers.
Promotion. The process of advertising and marketing pharmaceuticals, medical devices, and other related products to healthcare providers and potential customers.
Pharmaceutical Regulations. The laws, regulations, and guidelines governing the sale and distribution of pharmaceutical products.
Pharmaceutical Industry. The industry that produces, distributes, and markets pharmaceutical products.
Drug Development. The process of developing new drugs to treat diseases and medical conditions.
Drug Delivery Systems. Technologies used to deliver drugs to the body in an efficient manner.

Frequently Asked Questions

What is the primary role of a Pharmaceutical Sales Representative?

The primary role of a Pharmaceutical Sales Representative is to promote and sell pharmaceutical products to healthcare professionals.

How many hours per week do Pharmaceutical Sales Representatives typically work?

Pharmaceutical Sales Representatives typically work an average of 40-50 hours per week.

What type of qualifications are needed to become a Pharmaceutical Sales Representative?

To become a Pharmaceutical Sales Representative, candidates typically need a bachelor's degree in a science-related field, such as chemistry or biology, or a related degree such as business or marketing.

What type of skills are required to be successful in the role?

To be successful in the role of Pharmaceutical Sales Representative, skills such as customer service, communication, presentation, and negotiation are essential.