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Although I had always thought
about a job in medical science, the idea of marketing
only came after a holiday job with a roofing contractor!
I was instantly attracted by the challenge of
selling. Looking around, I saw the pharmaceutical
sales industry as the ideal arena in which to
combine my two interests of medicine and marketing.
 I
joined a large international company with a breadth
of opportunityand a commitment to high quality
training. It was also a company that appeared
to have a very human face, where people were important.
The 'people' aspect of the company was never more
evident than in my first few months. Like all
new graduates who enter the industry I began with
intensive product training before going out on
the road...working on my own initiative, but very
much part of a team.
On many early sales visits I was accompanied by
either my regional sales manager or a field trainer.
They provided valuable and practical advice, not
least about how to deal with the frustrations
as well as the success. Much of my time was spent
visiting GP's. Sometimes a difficult task but
one that taught me so much about both the tactics
of selling and the needs of the medical profession.
I had originally set out with the aim to progress
quickly from representative to an office based
marketing post. My ideas changed, however, as
I became more involved in the process of selling.
I was working with a great team and excellent
products - I won the Top Rep award for 1992 and
a promotion too. So I stayed a little longer,
preparing myself for a future role with a marketing
evening class and other training courses, all
fully supported by my company.
Benefits and Incentives
Although a clear career path exists in selling
- with marvellous benefits and incentives - I
eventually made the move to Head Office with a
post as product manager. This involved overseeing
the marketing of particular products, with a real
breadth of skills required. I needed to supplement
my knowledge of selling tactics with a broader
strategic view of marketing. I was involved extensively
in campaign planning and training. And I needed
to understand the complete market range, encompassing
both ethical (prescription) and consumer demands.
When I first became product manager I was supported
by a mentor, a more senior colleague who was there
to help when needed. My company recognise that
learning never stops. What the company does is
make the process easy, by both formal and informal
routes. My mentor was a great help to me, as were
the numerous courses I attended. In my role as
product manager I had to take a longer term view
of what amounted to success. It' s only now, some
six months after having left the job, that the
fruits of my efforts are showing with a 250% increase
in sales of a previously slow selling product.
 Extensive
multi-tasking
My new post is in product training. This wasn't
something that I had originally planned for, but
opportunities frequently appear at very short
notice. I had previously talked to senior managers
concerned with graduate development about-my future
aims. It was recognised that this move would increase
my skill set. Whereas in marketing, the focus
is often very tight, my current job demands extensive
multitasking. Organising intensive training for
new employees and new products is very demanding.
Importantly for me it has broadened my experience
and is bringing me face-to-face with new problems...and
their solutions!
Support and Reward
The pharmaceutical industry today is truly global;
it never stands still, and is also constantly
developing within my company' s three divisions
there is a wealth of opportunity and within the
marketing function one is always at the sharp
end. The time I have spent could not have been
more exciting, nor more rewarding. Extensive travel,
real responsibility and a culture in which you
know you will be both supported in, and rewarded
for, your ambitions and achievements.
Author:
Royce Plc, Knutsford, Kingston, Edinburgh
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