Field Sales in Pharmaceutical Sales
A position in field sales is the entry-level job in the sales function. The main purpose of the field sales force is to promote the company's products to customers - typically solo or small-practice groups of physicians - within an assigned geographic territory. Reps are carefully selected, trained rigorously, and equipped with detailed product information. They should know their products inside out and work hard to understand the medical science on which those products are based. Within field sales are two areas, territory sales and specialty sales.
The entry-level field sales positions are pharmaceutical sales representative and territory sales representative. The next rung is medical specialist or hospital specialist. Specialty sales representatives are the most experienced, often with several years of direct sales under their belt. This job exists in both Big Biotech and Big Pharma companies.
The responsibilities of a pharmaceutical sales rep are well-defined across the industry and fall into three distinct areas of activity. Selling is the main responsibility, and requires reps to sell the company's products within the assigned territory, make product presentations, arrange educational meetings for physicians, and co-promote products (when the company has made co-marketing deals with another company).
Administrative responsibilities require reps to manage the selling process (i.e., prioritize their physician and pharmacy customer lists, take notes on call outcomes, prepare reports to district manager), attend company meetings, manage time effectively by working out optimal sales call schedules, work out territory logistics with team members, maintain expense logs, arrange for catering for lunchtime seminars with medical specialists, organize promotional materials and drug samples, and maintain the company car.
Professional development responsibilities require reps to learn features, benefits, and basic medical science of assigned products; learn about competing products and their advantages/disadvantages relative to own product; attend professional development training sessions; complete required online training programs; and master selling process and continually refine selling skills.
Generally speaking, cash compensation comprises salary plus bonuses. Base salaries range from $45,000 to $65,000 and bonuses range from 2-16%, based on both individual and team performance. So cash compensation for entry-level sales reps ranges from $42K to $79K.
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