A Pharmaceutical Representative

Mr. Aaron Smarr
TAP Pharmaceuticals
Parkersburg, W.V.

What made you decide to pursue a career in pharmaceutical sales?

I have always been interested in perscription drugs, pharmacy, and the appeal of a career in pharmaceutical sales. Right now the industry is a popular one, with the hours, benefits, salary, and glamour. I wanted the sophication of the title and perks of the job, but I didn't want to go to school for six to eight years to become a pharmacist and this just seemed like the better alternative for me. Being a sales representative can be challenging as well as exciting. There are so many benefits such as traveling, the use of a company car, and having the option to receive bonuses and commission in the process of selling. Pharmaceutical sales seemed like such an attractive career and most likely the best choice for me, personally.

How does the idea of having time for a family factor in your decision to make this your career?

This career allows me to create enough time for my family, and not just to be an absent figure known as a husband and father but to be active and present in the life of my family. The fact that I started this career as a young man right out of college was to my advantage since I was available to work at any time and travel around the selling area as needed. As I grow individually and as an employee with this company, I will be able to regulate my hours, for the most part. With this flexibility, I would have enough time to be a husband and father while fulfilling my sales expectations and maintaining my position within the company.

What is the single best and worst feature of this job?

My personal favorite aspect is what we call the "perks". I love the fact that I can drive a nice vehicle as a company car with all the gas, insurance and maintenance on the vehicle paid for by the company. Along the same lines is the fact that we have "business expenses" which can include lunches, dinners, or just any "treats" we might want to take to a doctor's offices, pharmacies, hospitals etc. to entics the buyers to further consider our product. These kinds of things make me popular and all the employees at these places look forward to my visits. As for the single worst feature, I don't know. I wouldn't call the competitiveness of the job the worst part but it is definitely something that complicates things and forces you to be on your toes. In other words, you must know the facts about your product as well as your competitors. This can be stressful at times but it can also be fun, too.

How has this career enabled you to maintain personal and occupational growth?

That is a really good question, and really hard, too! This type of career has given me the lifestyle I have wanted. The starting salaries for these jobs is outstanding. Once you are experienced and integrated within the company, your salary only continues to rise and your commission can skyrocket once you are proficient at the task of selling your product. This job has made me financially comfortable and has enabled me to seriously prepare for the steps of marriage and starting a family. I feel much more competent and capable now than I did when I first started so hypothetically, if I wanted to move up to a regional sales manager or something else I could.

What do you think are the three most important qualities a person should have in this field?

A college education is a huge advantage. There are older people who want a career in this industry that have been sales people their whole lives, and they get turned down because they don't have the bachelor's degree. Secondly, interviewing skills are a major plus. Much of the decision in hiring a sales person is based on the interview. Believe it or not, there are ways to make the process of the interview a honed skill. Practice is the best way to prepare for interview situations. Finally it is all about personality; pharmaceutical companies want outgoing, interactive, persuasive, dynamic people to sell their products. They want a person who can capture people's attention and develop a business relationship with complete strangers. They want people who are not intimidated easily, who are charming and interesting, and who love to sell.

How do you and your employers determine and evaluate success?

Success is determined by how much you sell and if you meet company goals and even exceed company expectations. However, the amount of commission you earn determines how well you are doing with selling your product. The company wants you to do well and make them money, and you have a reason to do well because you benefit directly through benefits and commission. Your employer will be to gauge your success by your reputation within the business community and by your sales figures.

What are your two biggest strengths and weaknesses in this career field?

One of my biggest weaknesses is selling our products to prominent individuals, who are knowledgeable about our products and the competitors drugs. The second weakness is recalling the exact facts about our products and other products when feeling under pressure. The amount of information that we are required to know at the top of our head is quite lengthy, so this can be a challenge sometimes. My strength is my outgoing personality; I enjoy developing business relationships. My second strength would probably be my competative nature. I have a kind of drive that makes me want to be the best at what I do and make a lot of money in the process. I have this goal to be the best sales rep in my district.

How does this career align with your own personal interests and hobbies?

As a young person, I've always wanted to travel, see other places, eat the best food, etc. With this job, I'm able to do all those things at the expense of the company. Of course, I'm working while I'm on these trips, but it doesn't even seem like work for all the free time we have. Also, I love to meet new people and make friends and this job allows me to do that. People and travelling are two of my passions in life and this job allows for both.

What advice would you give to college students who really desire a career in pharmaceutical sales?

Get involved in sales as early as possible and the experience will help you hone your sales skills. Start networking and developing relationships in the sales occupation so that you know people who can help you get your foot in the door. They can also serve as a reference on your behalf. Companies look specifically for college graduates who have been working in sales and have developed specific sales skills. They are impressed when a college graduate has already been in the business.

Where do you see yourself in five or ten years from now?

I see myself even more financially secure, with a wife and possibly one or two. I see success in my career, possibly a move to a bigger company or a move up the ladder to a director of sales or district manager position. I will have even more experience with a wider range of business relationships. I hope to remain in this field but perhaps not with the same company. I love to learn about new drugs on the market, to familiarize myself with various drug interactions, and to build a favorable reputation in the sales world.

Interviewed by Emily Taylor Duncan for a College 101 assignment on 12/04.