Careers in Pharmaceutical SalesCareers in Pharmaceutical Sales

Jim O’Bryan

Great Lakes Regional Recruiter

Field Sales Division

Jim O’Bryan

Great Lakes Regional Recruiter

Field Sales Division

My Background...My Background...

• Why I chose Pfizer

• My Career Path

• What I am Responsible For

• Why Pharmaceutical Sales is Different From Other Sales Positions

• Why I chose Pfizer

• My Career Path

• What I am Responsible For

• Why Pharmaceutical Sales is Different From Other Sales Positions

Always Look at Values FirstAlways Look at Values First

CustomerFocus

Respectfor People

Integrity

Innovation

Teamwork

Leadership

Performance

Community

People — Who We’re Looking ForPeople — Who We’re Looking For

• Challenging and innovative work

• Opportunities fueled by company growth

• Team atmosphere

• Variety of work

• Creative risk-taking andproblem solving

• Continuous learning anddevelopment

• Challenging and innovative work

• Opportunities fueled by company growth

• Team atmosphere

• Variety of work

• Creative risk-taking andproblem solving

• Continuous learning anddevelopment

Motivated individuals who desire:Motivated individuals who desire:

Sales Representative CapabilitiesSales Representative Capabilities

Core Behaviors for Hiring and Performance Evaluations:

Perseverance

Work Ethic and Initiative

Problem Analysis

Decision Making

Impact

Communication and Persuasive Ability

Technical Knowledge

Relationship Orientation

Service Orientation

Market Knowledge

Teamwork

Planning and Organizing

Core Behaviors for Hiring and Performance Evaluations:

Perseverance

Work Ethic and Initiative

Problem Analysis

Decision Making

Impact

Communication and Persuasive Ability

Technical Knowledge

Relationship Orientation

Service Orientation

Market Knowledge

Teamwork

Planning and Organizing

Sales Representative CapabilitiesSales Representative Capabilities

Strategic Capabilities:

• Territory Optimization

• Customer Focus

• Team Contribution

Strategic Capabilities:

• Territory Optimization

• Customer Focus

• Team Contribution

A Look at Our CultureA Look at Our Culture

• Open, supportive environment

• Innovation

• Work/life balance

• Respect for people

• Intense but relaxed atmosphere

• Teamwork

• Mentoring

• Responsibility

• Open, supportive environment

• Innovation

• Work/life balance

• Respect for people

• Intense but relaxed atmosphere

• Teamwork

• Mentoring

• Responsibility

Other Opportunities in Sales Related Companies

Other Opportunities in Sales Related Companies

Marketing

Finance

Market Analytics

Business Technology (IT)

Human Resources

Other Divisions (Consumer Products, Animal Health)

Research

Distribution and Logistics

Marketing

Finance

Market Analytics

Business Technology (IT)

Human Resources

Other Divisions (Consumer Products, Animal Health)

Research

Distribution and Logistics

Daily ResponsibilitiesDaily Responsibilities

• Start days in the hospital, see doctors and residents

• 10-12 Doctors office visits throughout the day

Lunches for doctors and staff

Evening programs, varies from 1-4 per month

• Responsible for

250 - 300 physicians

30 - 40 other accounts (e.g., retail drug outlets, hospitals, nursing homes)

“Detailing” products - talking about specific benefits of Pfizer products in relation to our competition

Growing market share and dollar volume.

• Start days in the hospital, see doctors and residents

• 10-12 Doctors office visits throughout the day

Lunches for doctors and staff

Evening programs, varies from 1-4 per month

• Responsible for

250 - 300 physicians

30 - 40 other accounts (e.g., retail drug outlets, hospitals, nursing homes)

“Detailing” products - talking about specific benefits of Pfizer products in relation to our competition

Growing market share and dollar volume.

Sales Force TrainingSales Force Training

Initial Training

Four phases during first six months

• First 3 months spent between the regional office, Rye, New York training center and in the territory

• Learn clinical applications for product lines

• Practice selling and marketing techniques

Continuous Training at All Levels

• Product knowledge

• Selling techniques

• Educating the medical community

• University of Pfizer resource

Initial Training

Four phases during first six months

• First 3 months spent between the regional office, Rye, New York training center and in the territory

• Learn clinical applications for product lines

• Practice selling and marketing techniques

Continuous Training at All Levels

• Product knowledge

• Selling techniques

• Educating the medical community

• University of Pfizer resource

Potential Sales Career PathsPotential Sales Career Paths

*CEO Bill Steere started his career 40 years ago as a Sales Rep.*CEO Bill Steere started his career 40 years ago as a Sales Rep.

Enter at:Enter at: Healthcare RepresentativeHealthcare Representative

Promotion Options:Promotion Options:

Promotion Options:Promotion Options:

TrainingTraining Headquarter Position (e.g. Marketing)Headquarter Position (e.g. Marketing)

Assistant to Regional ManagerAssistant to Regional Manager

District ManagerDistrict Manager

District ManagerDistrict Manager

Promotion Options:Promotion Options: Regional ManagerRegional Manager

Promotion Options:Promotion Options: Institutional RepresentativeInstitutional Representative

Specialty RepresentativeSpecialty Representative

National Healthcare OperationsNational Healthcare Operations

Sales OperationsSales Operations

Vice PresidentVice President

• Working in an exciting, high growth industry

• Producing products that help people live better lives

• A flexible career path

• A commitment to continuous learning and development

• Competitive compensation and long-term incentives

• A generous customizable benefits program

• Diverse locations across the country

• A flexible and family-friendly working environment

• Working in an exciting, high growth industry

• Producing products that help people live better lives

• A flexible career path

• A commitment to continuous learning and development

• Competitive compensation and long-term incentives

• A generous customizable benefits program

• Diverse locations across the country

• A flexible and family-friendly working environment

What Pharmaceutical Sales Can Offer to YouWhat Pharmaceutical Sales Can Offer to You

To Learn More To Learn More

• See us on the web at www.pfizer.com

Learn more about a day in the life of a sales rep

More details on the training sales reps go through

Much much more!

• THANK YOU FOR YOUR TIME TODAY

• See us on the web at www.pfizer.com

Learn more about a day in the life of a sales rep

More details on the training sales reps go through

Much much more!

• THANK YOU FOR YOUR TIME TODAY