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THE PHARMACEUTICAL INDUSTRY. Sales and Medical Affairs. Jo Drummond PhD GlaxoSmithKline. SUMMARY OF MY CAREER: ACADEMIC RESEARCH. B.Sc. Melbourne University Honours Zoology PhD Zoology (Neurobiology) Postdoctoral research 1 yr Melbourne University 2 yrs Georgia State University, USA

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the pharmaceutical industry

THE PHARMACEUTICAL INDUSTRY

Sales and Medical Affairs

Jo Drummond PhD

GlaxoSmithKline

summary of my career academic research
SUMMARY OF MY CAREER:ACADEMIC RESEARCH
  • B.Sc. Melbourne University
  • Honours Zoology
  • PhD Zoology (Neurobiology)
  • Postdoctoral research
    • 1 yr Melbourne University
    • 2 yrs Georgia State University, USA
    • 6 months Melbourne University
summary of my career pharmaceutical industry
SUMMARY OF MY CAREER:PHARMACEUTICAL INDUSTRY
  • GP Medical Representative
    • AstraZeneca 8mths
    • Cardiovascular
    • Respiratory
  • Hospital Representative
    • AstraZeneca 4.5yrs
    • Anti-infectives
  • Medical Affairs Associate
    • GlaxoSmithKline 6mths
    • Vaccines
    • Current position
medical sales representatives
MEDICAL SALES REPRESENTATIVES
  • Employed by pharmaceutical company to maximise prescribing of products in specific geographic area
  • ‘Indirect’ selling to healthcare professionals
  • Paperwork
    • Personal budget for expenditure
    • Sales data
    • Recording information from all calls made with customers
    • Business operational plans and SWOT analyses
  • Significant travel requirement
    • Country trips (eg. 5 days every 6 weeks)
    • National conferences (Australia and overseas)
training
TRAINING
  • Therapeutic area
    • Basic anatomy and physiology
  • Product
    • How your particular drug works
  • Sales
    • How to become an effective sales person
  • Medical representatives receive one of the best training programs found in any industry
    • Well sought after by most large companies
    • Future directions not limited to pharmaceutical industry
gp medical representatives

Main customers: 500-1000 per territory

    • GPs, practice nurses, community pharmacists
  • Critical customers are high prescribers & key opinion leaders who influence others
  • Appointments
    • Aim for 3-4 a year per customer
    • Some customers allow only 1 appointment / yr
  • Highly competitive between companies so expectation is to stand out at all costs
  • Companies require certain # of calls / day
  • High level of sales skills imperative
GP MEDICAL REPRESENTATIVES
gp representative typical day
GP REPRESENTATIVE: TYPICAL DAY
  • 9am: appointment at medical clinic with GP
  • 9:30am: drop in to 2 pharmacies in local area
  • 11am: appointment with GP
  • 12:30pm: lunch at clinic (2-5 doctors, 1 nurse)
  • 2-5pm: in the same area
    • Drop off literature and check sample cupboards
    • Drop in to see doctors or catch them at the counter
    • Paper work (fill in details of all calls)
    • Team meetings with members on the same territory
hospital medical representatives
HOSPITALMEDICAL REPRESENTATIVES
  • Main focus is education and customer service
  • Appointments easier to obtain
  • Lots of emphasis on clinical papers
  • Work very closely with specialists in your area
    • YOU are the product expert
  • Travelling (conferences & 6/yr country trips)
  • Contract negotiations for formulary listings
  • Involved in development of clinical trials
  • Paper work
hospital representative typical day
HOSPITAL REPRESENTATIVE: TYPICAL DAY
  • 8-10am Breakfast meeting at St Vincent’s ICU
  • 10am Appointment with Director of Microbiology
  • 11am Appointment with Austin Health Director of ID
  • 12-2pm Lunch inservice with ID/Micro journal club
  • 2.30pm Page Austin Health ICU registrars
  • 3pm Drop in to see ID physicians at Dorevitch
  • 3:30pm Appointment with Austin haematologist
  • 4pm Drop off literature for intensivists
  • 4.15-5pm Enter calls and other paperwork
medical representative positives
MEDICAL REPRESENTATIVE: POSITIVES
  • Excellent pay and promotional opportunities
  • Flexibility and versatility
  • Job security
  • Independent working environment
  • Excellent training for opportunities in other areas
    • Sales in other areas, clinical research, management
  • Involved in an industry that creates new medicines to help improve people’s lives
  • Challenging (?)
medical representative negatives
MEDICAL REPRESENTATIVE: NEGATIVES
  • The business world is very different to science!
  • Big Brother!
    • Every month, full day must be spent with field manager to assesses your abilities in all calls
  • Lots of out-of-hours work
  • Often not family orientated
    • Excellent for single people!
  • Many doctors have condescending attitudes & lack of respect for representatives
medical affairs associate
MEDICAL AFFAIRS ASSOCIATE
  • Part of the Medical Directorate
  • Medical knowledge for products within company
    • Work with Marketing to develop brand strategies and produce promotional material
    • Work with Training to provide Therapeutic area and Product knowledge to representatives
    • Work with Sales (especially Specialist Representatives) to handle customer enquiries
    • Work with Medical Information and Pharmacovigilance to handle difficult customer enquiries
medical affairs typical day
MEDICAL AFFAIRS: TYPICAL DAY
  • Scan Alerts from medical journals and OVID
  • Work in Progress meeting with Marketing and external advertising and public relations agencies
  • Review two promotional pieces currently under approval process
  • Today’s presentation!
  • Meeting with Manager to discuss Personal Development Plan & discuss promotional pieces
  • Read clinical papers for meeting on Friday re. new brand strategy for 2006
medical affairs positives
MEDICAL AFFAIRS:POSITIVES
  • Extremely rewarding and enjoyable
  • Strong use of science background
  • Encourages proactive research of disease, products and clinical papers
  • Involvement in brand strategy and development of promotional material
  • Strong teaching component
  • Product expert
medical affairs negatives
MEDICAL AFFAIRS:NEGATIVES
  • None!
  • Act as Police for the company, approving promotional material based on internal guidelines and Code of Conduct
financial considerations
FINANCIAL CONSIDERATIONS
  • Science/Research
    • Honours (nil)
    • PhD ($15-20K tax free)
    • Research Assistant ($44K - NHMRC scale)
    • Postdoctoral Fellow / Research Officer ($50K – NHMRC)
    • Research Fellow ($63K plus)
  • Pharmaceutical industry
    • GP representative ($42-48K, car, phone, computer, bonus payments $5-20K)
    • Hospital representative ($50-70K, car, phone, computer, bonus payments $5-20K)
    • Management ($80K plus)
where can you go
WHERE CAN YOU GO?
  • Management
    • Field manager
    • State/National sales manager
    • Sales director
  • Marketing including business development
    • Associate product manager
    • Product manager
  • Regulatory affairs
  • Clinical research associate
  • Training
how to get a job in the industry
HOW TO GET A JOB IN THE INDUSTRY
  • Research the companies and products
    • Pharmaceutical (indirect sales) vs devices (direct sales)
    • Company philosophies
    • Different ways of working: regimented versus relaxed
    • Incentive schemes
    • Promotion opportunities
    • Marketing and medical information support
  • Talk to people in the industry
    • Go out on the road for a day?
    • Difficult to organise, but extremely worthwhile
how to get a job in the industry19
HOW TO GET A JOB IN THE INDUSTRY
  • Learn to sell yourself
    • Turn all negatives into positives
  • Introduce yourself to companies & recruiting agencies
  • Learn how to handle interview style common to the industry
    • ‘Situation’ or ‘behavioural’ questions
  • Industry courses ($200-400)
    • Tanner Menzies, Darryl Alexander, Innovex
  • seek.com, monster.com, The Age etc
will this job suit you
WILL THIS JOB SUIT YOU?
  • Must have passion, drive and enthusiasm
  • Outgoing personality is vital for Sales
  • Adaptability, resilience, persistence, creativity
  • Strong communication skills
  • Excellent organisation skills
  • Team player – yet able to work autonomously
  • Strong knowledge of the industry and customers