How to Get Into Pharmaceutical Sales

Written by: Wilson College • Aug 22, 2024

A Pharmaceutical Sales Rep Holding a Box of Samples Talks With a Physician in a Hospital Hallway.

Pharmaceutical sales is a lucrative, nonclinical healthcare career that offers excellent opportunities for growth and the potential for a high salary. Sales representatives promote their employers’ products to doctors; medical directors; surgeons; chemists; and large facilities, such as hospitals or pharmacies.

Understanding how to get into pharmaceutical sales can help aspiring professionals determine whether this career path fits with their goals. A healthcare and medical humanities degree prepares graduates for a wide range of healthcare-related careers, including pharmaceutical sales.

What Do Pharmaceutical Sales Professionals Do?

Pharmaceutical sales professionals sell a brand’s pharmaceutical products, including medications, surgical devices, and medical equipment. Most of these skilled professionals work from home offices but spend a significant amount of time traveling in their regions or districts, visiting hospitals, clinics, and healthcare providers.

Although their exact duties vary based on their regions, areas of specialization, and company policies, most pharmaceutical sales professionals perform some or all of the following tasks:

Generating new sales leads
Following up on existing sales leads
Developing and conducting research to understand consumer demand
Training sales representatives and/or medical providers on the use of products, medications, or equipment
Educating sales representatives and/or medical providers about the potential benefits and side effects associated with a drug or device
Building relationships with healthcare professionals in their areas
Meeting with scientists and other specialists to learn about highly specific products
Attending workshops and conferences to network with other representatives and providers
Informing potential buyers about their companies’ products

4 Steps to Work in Pharmaceutical Sales

Breaking into pharmaceutical sales involves four steps: earning a degree, developing key skills, gaining hands-on training and experience, and earning one or more certifications.

Step 1: Earn a Degree

Most pharmaceutical sales professionals have at least a bachelor’s degree in a field such as biology, statistics, or healthcare and medical humanities , but life sciences or business degrees can also offer useful knowledge. These programs should include courses that cover communication, science, and business essentials, which are important to a pharmaceutical professional’s career.

Step 2: Develop Key Skills

Successful pharmaceutical sales professionals possess a specific set of skills, allowing them to use their extensive knowledge to influence purchasing decisions. The most important skills include the following:

Scientific Knowledge: Pharmaceutical sales professionals are always learning more about the science behind the products they sell. This allows them to present the benefits and risks in a transparent but positive light.
Communication: Communication is essential for building long-term relationships with healthcare facilities and providers. Good oral and written communication skills can help aspiring professionals appear friendly, authoritative, and trustworthy.
Persistence and Determination: Pharmaceutical sales representatives are a constant presence in most healthcare facilities and offices, so persistence and determination are important to be noticed and heard.
Public Speaking: Developing and giving effective presentations about a product or piece of equipment requires good public speaking and presentation skills. These presentations must be engaging and informative to hold the audience’s attention.
Adaptability: Working with healthcare providers’ schedules can be tricky, but professionals who have the ability to creatively adapt are often more successful.
Compassion and Empathy: Professionals who see things from other perspectives come across as more compassionate. Healthcare providers are more likely to purchase from someone who genuinely cares about their patients’ outcomes.

Step 3: Pursue Hands-On Training to Gain Experience

Entry-level pharmaceutical sales jobs often provide in-house orientation and training. Most new professionals shadow a successful sales representative or someone in an administrative position until they’ve learned enough to work alone. Participating in an internship or apprenticeship is another excellent way to gain experience.

Step 4: Earn One or More Certifications

Certifications are optional for pharmaceutical sales professionals, although some prestigious brands may require their employees to pursue a specific credential. The most popular is the Certified National Pharmaceutical Representative (CNPR) credential offered by the National Association of Pharmaceutical Sales Representatives (NAPSR). It requires completion of a comprehensive training program and the associated knowledge exam. Other credentials include the following:

Certified Medical Device Sales Representative: The CMDSR credential offered by the Medical Device Manufacturers Association (MDMA) demonstrates excellence in the medical device sales industry.
Certified Professional Sales Person: The CPSP credential offered by the National Association of Sales Professionals (NASP) is an excellent option for everyone working in sales—not just those in pharmaceuticals. The CPSP credential is very popular among sales managers and executives, as well.

Careers in Pharmaceutical Sales

After learning how to get into pharmaceutical sales, many professionals are interested in advancing their careers. Some eventually choose to move into leadership positions, such as sales or marketing manager. These positions generally require a few years of experience and, in some cases, additional education.

Pharmaceutical Sales Representative

Pharmaceutical sales representatives sell drugs, equipment, and other medical products directly to the facilities, doctors, surgeons, and others who’ll use them. According to the U.S. Bureau of Labor Statistics, (BLS) positions for wholesale and manufacturing sales representatives in technical and scientific products is projected to grow by 4% between 2022 and 2032.

The median annual salary for pharmaceutical sales representatives was about $95,200 as of June 2024, according to data published by Payscale. This salary comprises a base salary, plus bonuses and commissions, which are common among sales positions. The BLS reports that the median annual salary for sales representatives in the technical and scientific field was $99,710 as of May 2023.

Pharmaceutical Sales Manager

Pharmaceutical sales managers manage teams of sales representatives. They develop and implement sales plans, encourage their teams to meet or exceed their targets, and help their teams stay up to date with the latest research in the industry. According to the BLS, positions for sales managers, including those working in pharmaceuticals, are projected to grow by 4% between 2022 and 2032, highlighting the importance of effective sales teams.

The BLS reports that the median annual wage for sales managers in professional, scientific, and technical services, including pharmaceuticals, was $165,050 in 2023.

Pharmaceutical Marketing Manager

Pharmaceutical marketing managers oversee teams of marketing specialists who generate interest in their companies’ products. They design traditional and digital marketing campaigns, working closely with sales managers and representatives to facilitate their success. The BLS projects that positions for marketing managers, including those who work with pharmaceuticals, will increase by about 6% between 2022 and 2032 as increasing competition drives the need for creative and memorable marketing strategies.

The median annual salary for advertising, promotions, and marketing managers in professional, scientific, and technical services, including pharmaceutical marketing managers, was $164,000 as of May 2023.

Take the First Step Toward an Exciting Career in Pharmaceutical Sales

For individuals with a strong interest in pharmacology, plenty of tenacity, and a desire to succeed, the field of pharmaceutical sales can be quite lucrative and offers plenty of growth potential.

Wilson College Online’s Bachelor of Arts in Healthcare and Medical Humanities program prepares graduates for lifelong careers in pharmaceutical sales. Learn more about how our interdisciplinary program can strengthen your communication skills, teach you to build strong relationships, and help you develop excellent conflict resolution skills while you prepare for your career.

Recommended Readings

Management vs. Leadership: Similarities and Differences

Why Emotional Intelligence Is Important in the Workplace

How to Become a Brand Ambassador

Sources:

Glassdoor, What Does a Pharmaceutical Sales Rep Do?

Indeed, Pharmaceutical Sales Certifications: What You Need to Know

Indeed, “Pharmaceutical Sales Rep: What They Do and How to Become One”

International Society for Pharmaceutical Engineering, Certified Pharmaceutical Industry Professional

National Association of Sales Professionals, Online Sales Training Program & Certification - CPSP

Payscale, Average Sales Representative, Pharmaceuticals Salary

Teal, How to Become a Pharmaceutical Rep