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Careers in Pharmaceutical Sales

Careers in Pharmaceutical Sales. Jim O’Bryan Great Lakes Regional Recruiter Field Sales Division. My Background. Why I chose Pfizer My Career Path What I am Responsible For Why Pharmaceutical Sales is Different From Other Sales Positions. Integrity. Community. Innovation.

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Careers in Pharmaceutical Sales

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  1. Careers in Pharmaceutical Sales Jim O’Bryan Great Lakes Regional Recruiter Field Sales Division

  2. My Background... • Why I chose Pfizer • My Career Path • What I am Responsible For • Why Pharmaceutical Sales is Different From Other Sales Positions

  3. Integrity Community Innovation Respectfor People Performance CustomerFocus Leadership Teamwork Always Look at Values First

  4. People — Who We’re Looking For Motivated individuals who desire: • Challenging and innovative work • Opportunities fueled by company growth • Team atmosphere • Variety of work • Creative risk-taking andproblem solving • Continuous learning anddevelopment

  5. Sales 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

  6. Sales Representative Capabilities Strategic Capabilities: • Territory Optimization • Customer Focus • Team Contribution

  7. A Look at Our Culture • Open, supportive environment • Innovation • Work/life balance • Respect for people • Intense but relaxed atmosphere • Teamwork • Mentoring • Responsibility

  8. 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

  9. Daily 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.

  10. Sales 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

  11. Healthcare Representative Enter at: Promotion Options: Specialty Representative Institutional Representative Training Assistant to Regional Manager Headquarter Position (e.g. Marketing) Promotion Options: Sales Operations District Manager District Manager Regional Manager Vice President National Healthcare Operations Promotion Options: Promotion Options: Potential Sales Career Paths *CEO Bill Steere started his career 40 years ago as a Sales Rep.

  12. What Pharmaceutical Sales Can Offer to You • 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

  13. 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

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