Get Off the Pharm: Career Advice From a Former Pharma Rep Turned Recruiter

The Resume IS Dead!

2015-02-03T10:30:00.000-05:00

Now that I have your attention…CALM DOWN…and hear me out.

There is so much talent available in the marketplace and it has become abundantly clear that people need to find a way to differentiate themselves. With Facebook, LinkedIn, Twitter, Instagram, Pinterest, and other such outlets dominating the Social Media space, how does one stand out anymore? Everyone is selling something. The marketplace is crowded and is becoming diluted. The same thing happens when you apply for a job opening and submit your resume along with hundreds of others to be considered for one position. What will make your resume stand out? It has already been determined that recruiters spend approximately 6 seconds reviewing a resume. What can a recruiter see in 6 seconds? If you do not possess the specific experience or qualifications that the position requires, it is highly unlikely that you will receive a call or response. Until now…

If you follow the advice given by David Meerman Scott in his YouTube video entitled Inbound Job Search you just might have a chance. In his presentation he gives an example of what successful implementation of the inbound job search process looks like. His example recounts the story of Lindsey Kirchoff, who started following Meerman Scott as a college student after reading his book, “New Rules of Marketing & PR”, where he recommends that every job hunter should have a blog (see Scott’s blog here). The bottom line is this – when you share relevant and valuable information people take notice. Whether that is via a blog, LinkedIn, Twitter or another popular social media outlet is up to you.

So, of course the resume is NOT dead. But, one must ask him/herself, “How relevant is it in this age of social media, inbound marketing, etc.?”

Happy (inbound) job hunting!

NEVER GIVE UP!

2015-01-18T19:38:00.000-05:00

I am not a football fan. If I watch a football game on tv, it is by default, not by design. You see, we have ONE television in our home and when sports is on I am often overruled. So, to keep the peace, I join in. However, this afternoon, as I watched the Seattle Seahawks play the Green Bay Packers in the NFC Championship game I became a fan. Not so much of football, but of the underdog. The score was 16-0 at the half (Green Bay). In the 4th quarter, the score was 19-14 (Green Bay) with only a little over 2 minutes left in the game. Then the unthinkable happened...Seattle scored a TOUCHDOWN! Now, the score is 19-20 (Seattle Seahawks) with 1 minute & 25 seconds left in the game. Then the unbelievable happened...the Seattle Seahawks scored a 2-point conversion to give them a 3 point lead. NEVER GIVE UP! The announcers said the Seattle Seahawks scored 15 points in 44 seconds. The Green Bay Packers were not ready to concede, though. They answered with a field goal from 48 yards with 14 seconds to play. NEVER GIVE UP! Finally, the improbable happened when Russell Wilson hit Jermaine Kearse for a 35-yard touchdown 3 minutes and 19 seconds into overtime to win the game for the Seahawks. The Seattle Seahawks beat the Green Bay Bay Packers in the NFC Championship. NEVER GIVE UP! I'll never forget one of my district managers' favorite inspirational words, "It's not how you start, but how you finish." Those powerful words never rang more true than on today as I watched the Seattle Seahawks pull out an astonishing win against the Green Bay Packers to earn a coveted spot in Superbowl XLIX.

As you look to transition from pharmaceutical sales to another career or a more fulfilling job NEVER GIVE UP! You won't always find the right job opportunity. NEVER GIVE UP! You won't always get a call when you submit your resume. NEVER GIVE UP! You won't always get a call back after the phone interview. NEVER GIVE UP! You won't always get an offer after the face-to-face interview. NEVER GIVE UP! Keep searching, keep applying, and keep interviewing. You have to stay in the game in order to win!

Until next time-

Off the Pharm

New Year, Same Mission!

2015-01-03T12:57:00.000-05:00

Happy New Year!

I am looking forward to some exciting changes to come with Get Off the Pharm. As each new year comes to an end and we look forward to new beginnings, we tend to evaluate our successes and failures and make plans to improve ourselves or circumstances for the coming year. During my time of reflection and planning, I realized that I had slightly gotten away from the mission of Get Off the Pharm - "to encourage, engage, equip and empower pharmaceutical sales professionals who have been displaced and/or are searching for career alternatives." Unfortunately, I got sidetracked by my desire to make money instead of remaining true to my original desire to help others by sharing my story and the stories of others who had successfully made it off the pharm, as well as offering advice on how to successfully transition out of pharmaceutical sales into a new career or business.

So, in case you haven't already noticed, I have removed the Events page of the blog that was designed to advertise fee-based webinars and the Services page where I offered one-on-one consulting services. I am making the transition to a new blog format that will offer completely free advice, information and resources AND I am excited to introduce it to you in due time. In the meantime, I am looking for former pharmaceutical sales reps who have successfully transitioned into a new career or started a new business. Please email your "success story" to GetOffthePharm@gmail.com and I will respond with next steps. Finally, please comment below with the type of content and specific topics you would like to see addressed on this blog. This blog was originally designed to be a community and a community we will be.

Until then,

Get Off the Pharm

com·mu·ni·ty

kəˈmyo͞onədē/

noun

1.
a group of people living in the same place or having a particular characteristic in common.
2.

a feeling of fellowship with others, as a result of sharing common attitudes, interests, and goals.

Each One, Reach One!

2014-12-06T22:09:00.001-05:00

I must admit that I was a little disappointed that I hadn't received any comments/feedback in response to my most recent blog post, "What's It Worth?"

The word "discouraged" would accurately describe my state of mind...until I answered my phone early one weekday morning. I received a phone call from a friend/former colleague offering accolades for a well-written blog and appreciation for the content shared. When my friend said that she enjoyed reading my blog, even though she "hates" to read, and that whatever I do I need to keep writing, I was overwhelmed with gratitude and humility. I decided at that moment, if my experience, advice and thoughts could reach just one, it is all worth it.

So, to my "buddy" who made that fateful call - THANK YOU! For your encouragement, for your unwavering support and for your business (she is my first official client),

I am forever grateful.

Muah!

What's It Worth?

2014-11-18T08:25:00.002-05:00

"How To Get Off the Pharm (in 90 Days or Less)" -
a webinar presentation.

For an investment of only $49 (includes a complimentary Resume Review - a value of $62.50) you will:

meet the blogger/career consultant behind "Get Off the Pharm"
hear my story of how I got Off the Pharm in 30 days - YES, it's true!
get advice on how to figure out your next career move
learn how to appropriately use Social Media in your job search
learn how to craft a cover letter and/or resume that will get results
learn how to stand out in a crowded job market
receive practical interview advice
gain confidence in negotiating the compensation you deserve
have an opportunity to take advantage of my consulting services at a discounted rate

* If you have not already done so, subscribe to "Get Off the Pharm" by Sunday, November 30th for a chance to win free admission to "How To Get Off the Pharm (in 90 Days or Less)".

* Refer a friend to receive 50% OFF!

-------------------------------------------------------------------------------------------------------------

Wasn't that a great advertisement? I think so. However, as I have been excitedly preparing this wonderful webinar presentation and going back and forth about what to charge, I have come to the conclusion that I can't determine its worth as the producer of the product.

While producers of products and services attempt to set the value of products and services everyday by offering them for a certain price, only the consumer can determine their worth by buying or not buying. Everybody is selling something, whether themselves (becoming a brand is the new buzz), a service or a product. Honestly, the constant advertisements have become overwhelming, especially via Social Media. I am not on Facebook, but as an avid user of LinkedIn I am bombarded daily with professionals promoting themselves and often, their products or services. So, lately I have struggled with whether I should even continue with this blog and even offer the webinar because (1) there are already so many blogs (I follow a lot of them) and (2) there are so many career blogs. That's why I haven't posted anything in a while. I wondered, "Is it worth it?" "Is anyone getting any value from my thoughts and experiences?" Well, here is your chance to let me know and your answers/comments will give me insight into whether I should continue with this endeavor. As I simplify my life I have realized that there is no point in continuing in efforts that are not fruitful. So, honesty is critical here. I am a big "girl" (now you know - my anonymity is fading) and my feelings will not be hurt.

Therefore, only those who need (or don't need) this webinar can determine its worth. And that's YOU. So, I have decided to allow my blog audience, followers and readers to determine how much it is worth to receive practical advice on "How To Get Off the Pharm (in 90 Days or Less)".

Please comment below on (1) whether this blog is helping/has helped you in any way and (2) how much you would be willing to invest in the webinar presentation. Your feedback is greatly appreciated!

Until next time (maybe)-

Off the Pharm

Make the Call

2014-10-06T07:41:00.000-04:00

Referees have a tough job. They have to make difficult, and sometimes controversial, calls in front of thousands and, often, hundreds of thousands of people. And those decisions effect hundreds of people (the players, coaches, etc.). And, here we are agonizing over a decision of whether to go or stay in a job/career that is sucking the life out of us each and every day. A decision that affects the most important people - us and, often, our families. At some point, we have to "make the call".

Here are 6 ways to know if it is time for you to "make the call" and Get Off the Pharm. If you are:

1. Displaced. Well, you are off the hook. The often dreaded decision to leave pharma has been made for you. Do you know how many times I secretly hoped and prayed that I would be displaced from my pharmaceutical sales job, so I wouldn't have to make the decision (and follow through) to leave? I'll never forget December 2007, the first round of layoffs with my final pharmaceutical company. The sales team was invited to the conference call that announced the upcoming "realignment". - I love how they try to make you feel like your job is safe and they are doing what's best for the company and its customers. - It went a little something like this, "Blah, blah, blah, blah, blah. All reps are asked to stay home on [pick a date] and wait to receive a call about your new assignment." "Here we go.", I thought. In the back (really, the front) of my mind I was secretly hoping and praying that I would be "displaced", laid off, "realigned" right out of a job, so I wouldn't have to make the decision (and follow through) to resign and find another job/career. Please be advised, sometimes a layoff is the best thing that can happen to you. It is often the catalyst that prompts us to make a badly needed change.

2. Discouraged. Do you feel like you will never reach the pinnacle of success in your pharmaceutical sales role? What's it gonna take to actually make President's Circle? Why is it so hard to get promoted to Executive Sales Rep? When are they going to realize that I am District Manager material? Is it really possible to get out of the bottom third? Been there, done that and I have 3 t-shirts! There is nothing worse than feeling like you have reached the peak of your success and wondering what is left. You start to doubt yourself and your abilities. Am I really cut out for this? Did I make the right decision pursuing this coveted position? All the pep talks in the world won't help you now.

3. Dissatisfied. I got into pharmaceutical sales to educate physicians and help patients. I got to the point where I was constantly questioning whether I was making a difference anymore. I couldn't "get no satisfaction". I started to wonder, "Why am I here (in this doctor's office, that is)?" "According to the current edition of The Conference Board Job Satisfaction survey, and for the eighth straight year, less than half of US workers are satisfied with their jobs." I have read that job satisfaction is more important than salary for more than half of workers.

4. Disengaged. "Huh, doctor? What did you say? I was thinking about how I would prefer to be lying on the beach right now. As a matter of fact, I would prefer to be anywhere, but here." Ever had that kind of thought cross your mind? I could be in the middle of detailing a doctor and in another place all at the same time. It was bad, people!

5. Demotivated. When you are no longer moved by the district/regional and national sales meeting cheerleading sessions, it may be time to "make the call". I simply got tired of all the clapping and yelling. The patient success stories no longer moved me. The marketing presentations were a bore. No, I am not going to give you a standing ovation for doing your job. I just didn't feel it anymore.

6. Depressed. This was the straw that broke the camel's back for me. When I no longer wanted to get out of bed in the morning to go to work I knew it was time to "make the call" and make a change. When my spouse came to me and told me to "get a new job because when you are miserable we (our family) are miserable" I had all the confirmation and motivation I needed to "Get Off the Pharm". While I was not officially diagnosed and do not make light of this disease, I knew the signs. I sold Prozac in my inaugural position as a pharmaceutical sales rep, so I knew what I was facing. I was snapping at everyone in my family and feeling miserable was the norm.

I am NOT, I repeat, not, advocating that you leave your pharmaceutical sales position if you are only occasionally experiencing 1 or 2 of the aforementioned emotions. However, I had gotten to the point where I was experiencing all of them on a regular basis, so I knew I needed to "make the call" and move on. As always, I am here to help you sort through your emotions and experience in pharma to determine whether it is time for you to "make the call" and make a move.

Best-

Off the Pharm

Career Spotlight: Healthcare Recruiter

2014-09-27T10:41:00.000-04:00

I am a firm believer in not reinventing the wheel. To that end, I have found a very comprehensive description of the Healthcare Recruiter role that I would like to share for this month's Career Spotlight. It can be found here.

In addition, since this is a role that I coveted and pursued for approximately 10 years and finally, currently find myself in, I would like to add my two cents. As a Physician Recruiter, I have come to realize a few things:

1. Recruiting is SALES. Okay, I already knew this. This was the angle I always took as I tried to convince other recruiters and hiring managers that I would be a great fit for recruiting. Not only are you selling the candidate on the opportunity, but you are selling the hiring manager on the candidate. As a (former) pharmaceutical sales rep you are uniquely qualified for this role. Rejection, as a by-product of sales, is also prevalent in recruiting. Where someone else may cringe at the thought of rejection, you are well-equipped to handle it with ease and grace. As with pharmaceutical sales, you will find that your performance is measured by various metrics, but the nice thing is many of them will be within your control. But, cheer up...there are no district manager ride-a-longs! ;-)

2. Recruiting is a learned skill. There are many recruiters/hiring managers out there that would have you to believe that recruiting requires an extensive amount of experience to be successful. As a (former) pharmaceutical sales rep you have already demonstrated your ability to learn new information and adapt to challenging situations quickly. There is an extensive online offering of articles, blogs, certifications, experts, training, webinars and websites that can help you prepare for and excel in your new role. As with any new skill, practice makes perfect. In addition to sales, recruiting involves sourcing (finding candidates), interviewing, and negotiating, among other skills. These, too, can be learned and perfected over time. I am still learning and have been for the past 10 years, since I first became interested in recruiting.

Sidebar: My interest in recruiting came about after I realized how much I enjoyed helping others find careers they enjoyed. As a miserable pharmaceutical sales rep I was constantly in the job market. I learned through experience how to (1) find jobs at lightening speed, (2) create a resume tailored to that specific job , (3) draft a "creative cover letter" that engages the decision maker, (4) bypass recruiters (I know what you're thinking) and connect with hiring managers, and (5) sell myself in an interview when pursuing a position that I lacked specific experience in. This experience helped me to help others in my same situation. I started to explore how I could combine my newfound passion of providing career advice/services with my pharmaceutical sales experience. Recruiting was the result.

Sales + Career services = Recruiting.

3. Industry experience is key. The most successful recruiters have specific work experience in the industry for which they recruit. Having worked with physicians for all of my professional career has made me uniquely qualified to recruit physicians. In addition, I recruit psychiatrists, on whom I called for the vast majority of my pharmaceutical sales career. As a (former) pharmaceutical sales rep your options are almost limitless in the field of healthcare recruiting. You have worked and developed relationships with various members of the healthcare industry from nurses (including nurse practitioners) to physicians to pharmacists to medical practice managers, and the list continues. Any of these professions are within your scope to recruit. Heck, you could even recruit pharmaceutical sales reps if you so desire. If recruiting is the career you choose to pursue, you are definitely a perfect candidate to recruit others like yourself.

4. Recruiting is a great entrepreneurial venture. Recruiting, as a small business, has very few barriers to entry. Literally, all you need is a computer and a phone. With all of your pharmaceutical career contacts, finding clients and candidates should be a "breeze". Well, almost. I don't mean to suggest that starting a business is as easy as pie and a mindless task, but you are one step ahead of the game with all of your industry and professional connections. It can be as easy as choosing a niche (which is suggested in the world of recruiting) and reaching out to clients and candidates. Did I mention that independent recruiters command an average of 20%-25% of the candidate's first year salary? So, imagine recruiting a physician with a $200k annual salary for a 20% fee. You just made $40k. Now, keep in mind that the average recruiting cycle for a physician is 6-9 months, but $40k for half a year's work is a pretty good living, if you ask me. And very close to, if not more than, what you are/were probably making as a pharmaceutical sales rep. Becoming an independent healthcare recruiter is definitely worth exploring.

Even if entrepreneurship is not in your immediate future, a significant number of healthcare recruiting opportunities exist within the marketplace. You even have the flexibility to choose from a host of settings, including, but not limited to, corporate, agency, staffing, etc. Working from home, as I do, is also an option. You can earn a salary plus bonus or work on commission. The choice is yours.

As always, I am here to assist in your transition. You know where to find me, if you need me.

Best-

Off the Pharm

P.S. I have an exciting announcement coming soon about my upcoming webinar. Stay tuned...

Coast to Coast

2014-09-22T11:00:00.000-04:00

When I would feel discouraged during my days as a pharmaceutical sales rep or struggled to put on my "game face" as I entered doctors' offices, nothing would brighten my day like a quick Charles Charles video. I thought I would share one of my favorites with you. Hopefully, it will bring a smile to your face and help you make it through your day.

Enjoy-

Off the Pharm

How To Move Past the Fear of Leaving

2014-09-15T20:45:00.001-04:00

As I sit here on an airplane waiting to take off to head back home from a business trip, I am faced with a slight fear of flying. I have flown so many times in my life I have lost count. I have never had a problem with or fear of flying...until recently. As I contemplate this new feeling I am not sure if "fear" is really the right word. Maybe it's more of an anxiety. Either way, I am ready for this flight to be over and to be safe and sound on the ground at my final destination. My seat belt is securely fastened, I have prayed for a safe flight and am prepared for any turbulence we may experience along the way. In other words, I have done everything within MY control to ensure a safe flight. The rest is up to the pilots, flight attendants and God.

As you prepare yourself to "Get Off the Pharm", you may be experiencing some of the same fear or anxiety that I am feeling now as this huge hunk of metal on wheels proceeds down the runway preparing for takeoff. But, regardless of how I feel right now, this plane is moving forward. Well, regardless of how you feel right now, if you want a change you are going to have to move forward.

Here are three tips to help you move past the fear of leaving your comfortable, yet dissatisfying position in pharma:

1. Fasten your seat belt. I don't know about you, but I always feel more secure when I fasten my seat belt before takeoff. Fastening our seat belts has become a universal sign of getting prepared to travel. A plane won't take off until all seat belts are fastened. Seat belts help ensure our safety in the event of turbulence or a shaky landing. While it has been proven that seat belts save lives there are still many who prefer to travel without using them. In the same token, while it has been proven that preparation helps lead to success, many embark on new journeys each day and fail to prepare. We have all heard the saying, "If you fail to plan, plan to fail". As you embark on this new journey of searching for a new career, it is important to prepare yourself for the journey. Preparation for a new career journey includes assessing your gifts/talents/passions and researching career options, dusting off that resume and making some updates/revisions, actually searching for jobs/careers that match your gifts/talents/passions, and reaching out to your network to let them know you are indeed looking for a new career. Preparation is key if you want move past the fear of leaving pharma. The more prepared you are the more comfortable you will feel as you make your transition.

2. Pray for safe travel. I always pray before I travel because I realize there are things outside of my control...airplane flight being one. My faith instructs its believers to "pray without ceasing". Why? Because there will always be circumstances in life outside of our control. My father always says, "If you are going to worry, then don't pray. But, if you are going to pray, then don't worry. Fear often causes worry. So, I choose to pray instead of worrying. On the other hand, my mother always says, "Control what you can control and pray (in other words, don't worry) about the rest. There will be many things out of your control during this new phase of your career journey, including a recruiter's response (or lack thereof) to your resume, the hiring manager's response to your interview, etc. You will be busy enough maintaining status quo in your current job while trying to transition into your new career. No need to add worrying to the list.

3. Prepare for turbulence. I have not had too many flights where I have not experienced turbulence. The worst turbulence I ever experienced was flying into Boston for my initial training with my second and last pharmaceutical company. It was the type of turbulence that made me swear I would never fly again. Well, we know that was a lie. Nonetheless, it was bad, to say the least. I should have expected it. Turbulence is always a possibility when you fly. Why would I think this flight would be any different? To that end, unpredictable circumstances are always possible during any journey. But, one thing we can control is how prepared we are in the event of "turbulence". What kinds of turbulence can one expect in his/her journey to a new career. Let's see, there's applying for that coveted job and getting no response, getting the phone screen and being told your resume will be passed on to the hiring manager and never hearing back, interviewing for a job you really want only to be told that another candidate was chosen over you...shall I continue? While things will not always go our way, we can be prepared if we do face a setback. How? For starters, don't put all your eggs in one basket. Apply and network for every opportunity that you feel may be a great fit. Don't just single out that ONE job that you are certain you will get. Bad things do happen to good people and you are no exception to that rule. Second, don't take things personally if opportunities don't work out. It's not always about you. Maybe the other candidate was just more qualified or simply a better fit. Sometimes it is a blessing in disguise when we are not chosen for positions. Finally, know that there are more career opportunities where that one came from. Have you ever been to Indeed? Type in any job title or career and there are typically hundreds to thousands of related opportunities. Be confident that if the opportunity is meant for you AND you are prepared for it, you will get it.

Until then, be strong-

Off the Pharm

Paralyzed by Pharma?

2014-09-01T08:09:00.001-04:00

What better day than Labor Day to examine your current career/job status?

I will be the first to acknowledge how difficult it is to leave a comfortable situation, regardless of how dysfunctional it may be. People face this dilemma in family relationships, romantic relationships, friendships and professional relationships. As a part of the human condition, we always prefer comfort over discomfort. Leaving a familiar environment often produces discomfort and we would prefer to avoid discomfort rather than leave dysfunction.

Let me be the first to say that the pharmaceutical industry is not all bad. While it has changed significantly over the past 15-20 years there are still some elements of the industry that appeal to many.

1. Prestige. I believe the most appealing element is the prestige that belonging to the pharma industry provides. The pharmaceutical sales rep position has been a long sought after position for many, many years. Being able to work with members of one of the most respected professions in our country (physicians) on a daily basis carries a lot of weight. For some, it's the next best thing to becoming a doctor. Pharma sales reps receive some of the best medical and sales training there is to offer and don't have hundreds of thousands of dollars worth of student loans to pay back upon completion. Let's face it, whenever we become a part of something that many others want to belong to we feel a significant amount of pride in knowing we accomplished something so many others have not. And that brings a certain level of prestige.

2. Pay. Who are we kidding? The pay is awesome! Can you imagine graduating from college and landing a $50k/year job at the age of 22? Well, that was my experience. And my salary just kept increasing over the 13 years I was a part of the industry. I was with just two companies over my pharma sales career and when I left my salary was almost $90k/year. That doesn't even include my bonus. Who in their right mind leaves that kind of money on the table? I did! I made a decision to choose my sanity over my salary.

3. Perks. OMG-osh! Don't even get me started. A company car, a home office, unlimited flexibility, an expense account, a laptop computer, all-expense paid travel (national/district sales meetings), free meals in 5-star restaurants and broadway plays (in the good ole days)...need I go on? And, you're getting a significant salary on top of that? Experiencing this, and getting paid to do it, is awesome at any age.

So, I totally understand why pharma reps put up with constant sales scrutiny and bogus rankings, the never-ending success stories, fake enthusiasm at national/district sales meetings, and the dreaded manager ride-along, among other things. Living with dysfunction is so much easier than making a change.

In my next post I will examine "How to Move Past the Fear of Leaving". Stay tuned…

Remember, you have options-

Off the Pharm

If Two's Company & Three's A Crowd, What the Heck is 40,000?

2014-08-22T15:42:00.003-04:00

…the number of pharmaceutical sales reps laid off between 2006 and early 2013, according to ZS Associates, a sales consultant to drug makers. WOW!

Since it has been over a year since I last blogged, with the exception of my M.I.A. apology post a couple of weeks ago, I thought it would be a good idea to discuss the "state of the [pharmaceutical] union". The aforementioned statistics suggest that over 40,000 pharma sales reps have been showed the proverbial door since 2006…just in time for the 2009 recession. 40,000 is a HUGE number and I tend to wonder where all of those reps went. Well, let's see…to another pharma sales job, back to school, to a different type of healthcare sales job (ie. medical device sales or Physician Liaison), to a sales job in another sector (e.g. real estate sales), to a clinical healthcare job (e.g. Physician Assistant, Nurse Practitioner, Nurse, etc.), home to take care of children full time, and the list goes on and on. The point I am making is they all had options. The question is whether or not they made the best of the options available to them. Unfortunately, many are most likely unemployed or underemployed. I am sure you can even find many of them complaining on the beloved Cafepharma. Nonetheless, there is still a reason for displaced and/or disengaged pharma reps to be encouraged. There IS life after pharma and you can Get Off the Pharm.

I have been able to successfully Get Off the Pharm…twice. In other words, I have had two different careers/jobs since I voluntarily left pharmaceutical sales in 2011, that I have thoroughly enjoyed…including my current role as a physician recruiter. Unfortunately, there are many former (& current) pharma reps out there who think they will never find a career/job as lucrative, fulfilling, exciting, seemingly secure, sought after, (and whatever else you thought about your pharma job) as pharmaceutical sales. Relax, relate and release! There are actually careers out there that are just as good as, if not better than, pharmaceutical sales.

While the overall unemployment rate hit an all time high in 2009, the unemployment rate has been declining since 2011 and is at its lowest since 2008. What does that tell us? There are job opportunities available. However, it will take some creativity, ingenuity, persistence, consistency and stamina to land your next gig. If you don't know where to begin or need some help along the way do not hesitate to reach out. Remember, I have been there, done that and thinking about creating a t-shirt. :-)

Best-

Off the Pharm

Ooops…I Did It Again!

2014-08-07T08:51:00.001-04:00

I know, I know…I did it again. I had every intention of not letting this happen again. I realize the point of blogging is to communicate with your followers on some sort of regular basis. But, what can I say? Life happens. However, I am back for now with a plan for consistent communication. It's so funny how this all happened. I was talking with an old friend, a former pharma rep, who shared how she had been thinking lately about starting a blog. My mind quickly came back to the blog I started here almost 4 years ago. WOW! Time really flies when you're having…kids. LOL! Nonetheless, I decided to revisit my ole' blog to see what I had left behind. I was pleased to return to multiple page views and new subscriptions. What did I learn? That there are actually people out there who are interested in the advice I can share. So, the last thing I want to do is disappoint.

Since I last posted content I have gotten a new job…truly my dream job. I am a physician recruiter, working from home. I am living proof that you can "get off the pharm" and that there is life after pharma. You just have to "plan your work and work your plan". I am here to help you do just that. I am working on an e-book about how to land your dream job in 30 days and I am very excited about it. And how can I be so confident about that topic? Because I did it…twice! Stay tuned for more updates. In the meantime, stay close for tidbits.

Thank you for being patient with me as I work out this blogging thing. I think I almost have it down.

Wishing you all the best-

Finally Off the Pharm

Mission Accomplished: I Made It Off the Pharm!!!

2013-07-13T08:49:00.000-04:00

Wow! What a journey. First, please accept my apologies for being gone so long. I finally took my own advice and got off the pharm. I pursued a role as a Physician Liaison and started my new job in July of 2011. So, here I am over 18 months later and I am still enjoying my "new" job. As you can imagine, making the transition required me to take a hiatus (although longer than expected) from writing this blog. But, rest assured, I am back...hopefully to stay.

I would like to share my experience and the specific steps I took to get off the pharm to hopefully encourage someone who is still trying to do the same.

Step 1: I made a decision about the type of job I wanted. I decided to search for Physician Liaison jobs.

Step 2: After finding the job I wanted, instead of applying online like all the other 200+ candidates probably did, I Googled the company to find out where it was located in my city, as well to find out more about its leadership. While searching on the company website I came across the profiles of 2 people who I thought might be instrumental in my pursuit of this opportunity...the Director of Human Resources and the Director of Marketing (whom I figured must be the hiring manager for the job since it was considered a marketing position).

Step 3: I went "old school" and took a hard copy of my resume and cover letter to the company headquarters, one set addressed to the Director of HR and one set addressed to the Director of Marketing.

Step 4: I waited...but not for long. I got a phone call from the Director of Marketing the next day. WOW!!!

Steps 5-10: I was off to the races. I had a phone screen, a face-to-face with the Dir. of Marketing, a face-to-face with Executive Leadership and an offer within one month. And get this...I never even applied for the job. I didn't fill out an application until I already had the offer.

Moral of the story: In order to land a new opportunity in this job market, you have to go about your job search in a different way. You can't do what all other applicants are doing (ie. applying for jobs online). You have to "think outside the box" and do what you have been trained so well to do: SELL!!!

If you would like to know more about my experience or would like me to help you do what I did, please reach out to me at: getoffthepharm@gmail.com.

Happy Thanksgiving!

2010-11-24T20:27:00.002-05:00

Despite our circumstances we still have much to be thankful for during this holiday season. Some of you may find yourselves displaced from your pharmaceutical sales job, while others may find yourselves trying to figure out your career purpose or passion because you definitely know that pharmaceutical sales is not it. Nonetheless, let's take a moment to reflect on what's really important in life during this Thanksgiving season. Family, health and peace of mind are just a few things that I am grateful for. Please take this time to enjoy all that's well with your life. Monday will be here soon enough. Have a happy & safe Thanksgiving!

Pharmaceutical Sales: Golden Ticket or Golden Handcuffs?

2010-11-22T07:33:00.003-05:00

For as many pharmaceutical sales reps who say they love being in pharmaceutical sales, you will find just that many who don't. In a thorough search of the internet and various forums you will find those who will do anything to break into the industry. Prospective pharmaceutical sales reps join various groups on LinkedIn trying to find others who can give them insight into the industry, ask questions on CafePharma forums to get specifics about various pharma sales openings, salaries, etc. and ask for advice on Yahoo Answers about how to "break" into the industry. Students, recent graduates, professionals and the like are all looking for the best way to start a lucrative career in pharmaceutical sales. Just like I did, when I first researched this most coveted position during my senior year of college, many potential candidates only see the above average starting salary, great benefits, company car, laptop computer, cell phone, expense account and flexibility that pharmaceutical sales careers offer. I wonder if anyone has researched or been made aware of the actual responsibilities of the job or the major challenges that currently exist in the pharmaceutical industry. I must admit the industry was at its peak when I joined Big Pharma over 10 years ago, but has been going down hill at a rapid pace ever since. I can only imagine how great a pharmaceutical sales position was 20-30 years ago.

However, the current pharmaceutical sales environment leaves much to be desired. Don't get me wrong; anyone who has a job at all in this environment should count him/herself among the fortunate ones, nonetheless, this industry has become a disappointment to many. Anyone who performs his/her due diligence will find that starting salaries have been cut nearly in half, benefits do not benefit one nearly as much, the company car has been reduced to a car allowance (or even less, mileage reimbursement), the corporate credit card has been switched to expense reimbursement and flexibility has been replaced with computer signature tracking. Now, many will still argue that pharmaceutical sales is the Bentley of all jobs, but it all depends on what one values most in his/her career. In addition to all the changes in compensation and perks, there have been monumental changes in pharmaceutical marketing guidelines, managed care reimbursement and medical practice access; all of which have limited the role and value of the pharmaceutical sales rep.

The bottom line is this: pharmaceutical sales can be a GREAT job...for the RIGHT person. Whether it is a golden ticket or golden handcuffs is for you to decide. Let us know how we can help!

{Hint: This is the time for you to vent. Remember to keep it "above the line".}

Career Spotlight: Physician Liaison - Capitalize on Your Current Relationships

2010-11-19T09:51:00.001-05:00

The Physician Liaison position is one that I have seen a lot recently as hospitals and healthcare systems buy out private medical practices and seek to increase patient loads. The Physician Liaison is essentially an account manager who develops and strengthens relationships with physicians within a particular healthcare or hospital system, as well as solicits referrals from medical professionals outside of their particular network. This is a great position to transition to because in many instances you will have the opportunity to work with physicians you are currently calling on. Here is the job description for an actual Physician Liaison position:

Description

This position is responsible for strategically planning and implementing visits to physicians, physician office staffs and other potential referral sources throughout the primary and secondary markets.

Reports on the activity level and outcomes of activities on a regular basis, focusing on increases in volumes and/or addressing issues.

Responsible for assisting in the development of the annual hospital business plan and development and implementation of the hospital marketing plan for all service lines.

Performs other duties as required.

These positions are easy to find. Just search for the job title in your city or surrounding areas at Indeed.com or SimplyHired.com. These online job boards pull job postings from all the major (and some minor) online job boards.

Know Thyself: Identifying Your Strengths & Finding Your Passion(s)

2010-11-17T09:25:00.000-05:00

You have been a pharmaceutical sales rep for a while. It has become your life; it is all you know. You feel like you have lost yourself in your work and are not quite sure what else you can do. Maybe you know exactly what you want to do next and can't wait to get started. Then this post is not for you. This post is for the pharmaceutical sales rep (current or displaced) who is struggling to find Plan B. I mentioned in previous posts that there are numerous career assessments available online; many of them are free. If you become a Professional or Executive member of Get Off the Pharm, we will send you a copy of Strengthsfinder 2.0. It is important to get started right away identifying your gifts, skills, talents and passions. Can you recall what you enjoyed as a young child, student or adult? What do you enjoy doing now? What are your hobbies? What do you gain pleasure from doing? What would you do for free? These are indicators of your passions. What do people (family, friends, colleagues, managers) often tell you that you do well? What are you able to do with little effort or thought? These are most likely your gifts or talents. What has your manager consistently listed as your strengths on your performance review? What have your colleagues complimented you about? These are probably your skills. Our goal is identify what you do well and what you enjoy doing. There is no need to highlight your weaknesses, so don't go there. Once we identify your strengths and find your passion(s) we can move forward in the goal setting process to help you determine your most productive next steps. Remember, we are more than happy to assist you in any way we can.

Step 4: Work Your Plan

2010-11-15T08:22:00.000-05:00

As Nike has so eloquently stated for years, now it is time to "Just Do It". Stop complaining about your job, stop talking about your manager and co-workers, stop wasting time worrying about your numbers, and start working the plan your created to get off the pharm. Think of it as your new hobby, a new part-time gig, if you will. When you are not working (or spending time with your family) you need to be working your plan (i.e. implementing your exit strategy). And, by all means, please be careful and discrete. Do not neglect your current job responsibilities. The last thing you need is a RED flag that brings attention to the fact that you are planning your exit. For example, if you have decided to start your own company it might not be the best idea to add it your LinkedIn profile just yet. Or if you are looking for another job, please be careful who you ask to be a reference for you. As you work your plan you may have to utilize many resources: the internet, resume writers, career counselors, headhunters/recruiters, mentors, etc. Please know that the team at Get Off the Pharm is here to help in any way that we can. It is our goal to see you get off the pharm as quickly and safely as you can. Please let us know how we can help.

Step 3: Develop a Plan to Get Off the Pharm

2010-11-01T23:05:00.001-04:00

According to our inaugural post there are 4 steps to "Get Off the Pharm". First, you need to know why you want to get out of pharmaceutical sales. Second, you need to assess what else you want to do (i.e. change careers, become an entrepreneur, become a stay-at-home parent, etc.). Third, you need to develop a plan to achieve your goals. Finally, you need to work your plan. We have discussed Steps 1 & 2. In this post, I would like to discuss Step 3. In order to reach goals in life it is important to develop a plan. As pharmaceutical sales reps we typically develop business plans on a quarterly basis, as our goals tend to change from quarter to quarter. If your goal is to "Get Off the Pharm" this situation is no different; you must develop a plan. Now, if you have completed Step 2 you have already set a goal by deciding what you want to do after pharma. Your plan will most likely include steps such as, revising your resume, sending out resumes and applying for jobs online, networking, saving money, etc. A timeline must also be part of your plan. You must decide when you would like to have this transition completed and what steps need to be completed by what dates in order to meet your final deadline. For example: If you are looking for another job/career and you know you have a certain amount in savings that will last a certain amount of time your timeline may look something like this. Month 1: Revise resume. Months 2-9: Apply for jobs, interview, network. Months 10-12: Review job offers, submit letter of resignation, transition. Now, of course that is a very aggressive timeline for this current job market and not very specific, but it will suffice to serve as an example. Your plan could also include working with recruiters/headhunters (but, remember that they work for the company, not YOU), career/life coaches, resume writers, and mentors. You may also want to shadow someone in the field in which you would like to transition. Get Off the Pharm is dedicated to helping you through this process in any way we can. Please subscribe to our monthly newsletter for more resources, tips and tools to help you "Get Off the Pharm".

Career Spotlight: Physician Assistant - The Clinical Side

2010-10-29T17:34:00.000-04:00

If you have ever thought about making a transition over to the clinical side of healthcare to capitalize on your relationships and healthcare experience, then maybe becoming a Physician Assistant is an option for you. Due to the current shortage of healthcare providers in Family Practice, Physician Assistants are in more demand then ever. The good news is if you have a bachelors degree in a science related discipline you may not have to take many, if any, prerequisites. The training to become a Physician Assistant is approximately 2 years and the average salary, according to Payscale.com, can range from $69,890 to $87, 926. Of course, you can make more or less depending on experience and specialty.

According to the American Academy of Physician Assistants (www.aapa.org):

Physician assistants (PAs) are health professionals licensed to practice medicine with physician supervision. PAs perform a comprehensive range of medical duties, from basic primary care to high-technology specialty procedures. PAs often act as first or second assistants in major surgery and provide pre- and postoperative care.

In some rural areas where physicians are in short supply, PAs serve as the primary providers of health care, conferring with their supervising physicians and other medical professionals as needed and as required by law. PAs can be found in virtually every medical and surgical specialty.

The PA’s responsibilities depend on the type of practice, his or her experience, the working relationship with physicians and other health care providers, and state laws.
There are approximately 68,100 practicing PAs in the United States as of January 2009.

The average PA program takes 26.5 months to complete. The first year generally is composed of classroom studies — the essential medical sciences such as microbiology, anatomy, and physiology — followed by a year of clinical rotations in private practice and institutional settings.

1st Year of Study
Classroom Studies
Anatomy
Physiology
Pharmacology
Microbiology
Biochemistry
Pathology
Clinical Lab
Health Promotion
Clinical Medicine
Medical Ethics

2nd Year of Study
Clinical Rotations
Family Medicine
Internal Medicine
Emergency Medicine
Pediatrics
Geriatric Medicine
Obstetrics/gynecology
Surgery
Orthopedics
Psychiatry
Radiology

Let us know how we can help you "Get Off the Pharm" by emailing us at getoffthepharm@gmail.com or entering your email address above to join
our mailing list.

Your New Found Motivation has paralyzed your desire to work your territory

2010-10-28T10:01:00.004-04:00

How exciting is it to know that you are well on your way to laying the ground work for getting out of Pharmaceuticals? Now you are on such a high that the thought of getting out of the bed to work your territory sounds depressing. You have role played in your head what you would like to tell your manager once you officially submit your resignation. The good news is that once you began a search for alternative careers you started the process of freeing yourself from all of the pharmaceutical sales pressure to be 100% of plan, sleepless nights before manager ride-alongs and hours of time spent complaining and stressing. WOW! Who knew the "Golden Handcuffs" could tarnish so fast? The operative word here is TARNISH. If something is real gold it can not tarnish, but if it is gold plated it can. That's Pharma! We are lured in by the salaries, benefits, car, bonus potential and promise for upward mobility. When in reality our salary only grows if we are our manager's favorite. The drug you were promised to launch never came to market and you can't get a promotion to save your life because this god forsaken territory is filled with physicians that barely make it to a lunch. So guess what, if you don't wise up and look after yourself you are going to be part of the next layoff with no options and a severance package to match those 24-karat gold plated handcuffs. Beat them at their own game. Here are a few tips on how to fly under the radar without really working any harder. Stop trying to prove something to your manager on ride days and just tell him/her what he wants to hear. Prior to your ride day send him a short list of the physicians you are targeting (they love this stuff). Increase your call activity by 1 additional doctor per day. Take the time to enter your calls in the field after each one is finished. Sync your computer every evening. Everything I just listed will keep your manager off your trail because it demonstrates behavior that is proactive and consistent. The beauty of this plan is that you did all this on Pharma's clock, and now you have more time to focus on your new career path without unecessary pressures at work. Be passionate about getting out of Pharmaceutical sales and stop trying to force yourself to be passionate about a job that is full of empty promises.

Please,
Get off the Pharm

Step 2: What Do You Want To Do Instead of Pharmaceutical Sales?

2010-10-25T15:53:00.000-04:00

If you have decided that you are ready to "get off the pharm" and transition out of pharmaceutical sales, OR it has already been decided for you because you have been displaced, then it is time to explore your options and decide what else you may want to do. I hope you noticed our Career Spotlight posted this past Friday, which will be used to highlight various career options, including entrepreneurial opportunities, every Friday.
It is important to know what your gifts/strengths are as you consider your next career move. There are several ways to determine this information. You can ask those closest to you, think back to what you enjoyed in your childhood/youth, look back at old performance reviews at your manager's comments or take an online assessment. The good news is there are tons of FREE career assessment and aptitude tests on the World Wide Web. If you decide to become a member of Get Off the Pharm we will provide you with a copy of the #1 Wall Street Journal and #1 BusinessWeek bestseller, StrengthsFinder 2.0. All of these methods can give you some great insight into your strengths and gifts. When people operate within their gifts and strengths they tend to be more successful, and as a result, happier and more fulfilled.
The main purpose of this blog is to provide solutions (not just information) for those who want to get out of pharmaceutical sales. Once you decide what you want to do next, or let us help you figure it out, we can work with you to develop a plan of transition, as well as help you take the steps to make that transition a reality. Please let us know how we can help.

Career Spotlight: Medical Device Sales - The Good, the Bad, the Ugly

2010-10-22T15:47:00.000-04:00

Welcome to our Career Spotlight. Each Friday you can look forward to us highlighting an alternative career option for you to explore further. We would like to start with medical device sales since it seems to be the most feasible next career step for pharmaceutical sales reps…or so many think. Here is a thorough comparison between pharmaceutical and medical device sales from pharmrepclinic.com:

Guest Column: Pharma Sales v. Device Sales

Pharm Rep Clinic’s guest columnist Vincent Ma is the author of Non Sterile (www.nonsterile.com), a blog focused on medical device sales. Non Sterile is packed full of tips for device reps. In this article, Vincent describes similarities and differences between pharma sales and device sales, including questions you should ask yourself if you want to make a transition from pharmaceutical sales to medical device sales.

Pharma Sales v. Device Sales

The Similarities

There are several similarities between pharmaceutical sales and medical device sales. In both professions, we are trying to educate doctors and other medical staff that the features and benefits of the products that we represent are better than that of our competitors. Both types of sales representatives provide lunches, samples, marketing tchotchkes and other forms of entertainment.

Medical devices span several different categories. There are disposables, capital equipment, surgical, non-invasive and diagnostic to name a few. Disposables medical sales are similar to pharmaceutical sales in that there is a high likelihood of repeat business. For instance, if you represent a manufacturer of medical latex gloves and the purchasing manager is convinced that you have the best product (whether it is based on product feature or price), then they will most likely re-order from you again. Similarly, a physician will continue to write your drug if he or she believes it has the fewest side effects in the class.

Just as in pharmaceuticals, where you are concerned with formulary issues, many hospitals participate in buying groups. You need to check with the purchasing department to see if the hospital has pre-negotiated prices with a buying group such as Novation or Premier. In addition, MDR does an annual survey of medical device manufactures. Only hospitals that have purchased equipment are asked to participate in the survey. The survey covers equipment price, quality of the equipment, and the level of service and support. Many hospitals have access to this information and if you are involved in a competitive bid situation, the MDR rating will be used in the purchasing decision. Government agencies have their own contract and pricing.

If you are not part of a purchasing group, you are locked-out of those accounts. Just like when a physician goes off formulary and needs to document a prior authorization, a department director will have to do the same if they decide to purchase equipment that is not part of the buying group. Such justification can reach over 300 pages, and many directors believe it is not worth the fight. As a medical device representative, it is your job to differentiate your product enough with the decision makers so they will want to write the justification.

These are where similarities between pharma sales and device sales end.

The Differences

The goal in pharmaceutical sales is to increase the number of prescriptions (“scripts”) written by physicians in your assigned geographical area. In medical devices sales, the goal is get the purchase order. In pharmaceutical sales, the results of your efforts are rarely instantaneous; weeks may pass before you know if the lunch you provided increased the writing habits for your drug at that particular office. With medical devices sales, you know at the end of the day if you did a good job, because you either got the purchase order or you didn't. You don’t have to wait a month to see if your numbers go up.

Traditional salespeople that work in different industries will have more in common with medical device representatives than their pharmaceutical counterparts. A software sales person will have similar skills that a medical device representative will need. These selling skills include, but are not limited to prospecting, forecasting, negotiation and servicing.

Whereas pharmaceutical companies may provide their representatives with a targeted list of physicians, medical device representatives will spend much of their time prospecting for new hospitals, medical offices and clinics within their territory. With prospecting, there is a lot of cold calling. It is critical to network and ask for referrals in medical devices sales. The sales cycle is usually longer, and device representatives have to work harder to maintain relationships. Once a purchase is completed, a hospital may go five or ten years before they need to replace the equipment. This is especially true of capital equipment purchases. In pharmaceutical sales you follow a routing schedule and see many of the same physicians again and again. In device sales, you will usually cover a larger territory, but the bigger the territory, the greater the opportunity.

Forecasting is much more relevant in device sales and you have more power to influence your forecast. One of my best quarters when I was in pharmaceuticals sales was when I went away on vacation. It turned out that I was giving away too many samples, and when I was no longer there to provide free samples, physicians had to write my product and my numbers reflected this. As a medical device representative, your numbers will suffer unless you actively go out and close deals.

When the medical device that your represent is involved in a competitive bid situation, the department manager is not only looking at the features and benefits, but the price of each machine. If your equipment is not the least expensive, you will need to negotiate different areas of the contract to win the bid. One way to accomplish this is to monetize the value of the follow-up service and training. Back when I was carrying the bag in pharma sales, I was able to treat a physician to a round of golf or a nice dinner, but no more. With medical equipment, there seems to be fewer restrictions, though this is certain to change in the near future. You can’t offer a perk for every script that a physician writes; however, as a medical device representative, you are usually able to offer certain incentives to help close a deal. These incentives might include better payment terms, special financing, extra training or a bundled discount.

As a pharmaceutical sales representative the only follow-up that is absolutely required is to report any adverse events. As a device sales representative, your level of follow-up will depend on how good your company's technical support team is. Fortunately, I did not a good technical support team – I say “fortunately” because I became the front-line support for hospitals in my territory. This allowed me to develop a closer bond with the hospital staff and it helped me learn my product inside and out.

Should you switch?

Both positions will have their pros and cons. Pharmaceutical sales is more stable and routine. Device sales have longer selling cycles and less stability; I find this exciting and challenging.

Before considering a switch to medical devices sales, ask yourself a few simple questions:

Do you like cold calling?
Do you enjoy traveling a large territory?
Do you work well with long selling cycles?
Do you enjoy negotiating and closing deals?
Do you want to be in direct control of your success of failure?

If you answered “yes” to all of the above questions, then think about working with a recruiter to enter the device sales arena. There are some entry level device sales positions available, but they will require some work to find. Find time to practice your selling skills. Try getting a part-time job working at Nordstrom or other retail store. This will allow you to become more comfortable cold-calling and closing sales.

Check out the following website to learn about a great training option to prepare for a career in medical device sales: aimedsales.com.

Step 1: Why Do You Really Want to Get Out of Pharmaceutical Sales?

2010-10-20T17:34:00.000-04:00

As mentioned in the inaugural posting of this blog, it is important to know why you really want to get out of pharmaceutical sales. The last thing you want to do is leave pharmaceutical sales and get into another position that has the same challenges and issues as your current position in pharmaceutical sales. For instance, if you want to get out of pharmaceutical sales because you are tired of calling on doctors/other prescribers and "wooing" their staff, then it doesn't make sense to get into biotech, medical device, or assisted living/hospice sales because you will be doing the same thing.

On the other hand, if you want to get out of pharmaceutical sales because you aren't challenged in your current role or feel that you are not truly having an impact with patients, then maybe you SHOULD consider biotech, medical device or assisted living/hospice sales. This post is designed to get you thinking about WHY you really want to "get off the pharm" and to assess your true motives behind making a change. Once you are clear on why you really want to make a change you will be in a better position to move to Step 2: Assess What Else You Might Want to Do.

So, You Wanna Get Off the Pharm...

2010-10-18T22:06:00.000-04:00

Are you crazy?!? You want to get out of pharmaceutical sales…the best job on earth. Are you actually willing to leave behind a six-figure income, company car, awesome health benefits, laptop, cell phone, flexibility and autonomy…and the list goes on? It is often referred to as the "golden handcuffs". What about all the preparation and hard work required to break into the industry? Think about your family (if you have one). Will you ever be able to replace your income? Think about all the people waiting in line to take your job if you leave it. Or maybe the decision has already been made for you through a company-wie layoff or "restructuring". Regardless of your circumstance, if you want to get out of pharmaceutical sales there are many things to consider. First, you need to know why you want to get out of pharmaceutical sales. Second, you need to assess what else you want to do (i.e. change careers, become an entrepreneur, become a stay-at-home parent, etc.). Third, you need to develop a plan to achieve your goals. Finally, you need to work your plan. No matter where you are in the process of 'getting off the pharm' we are here to help.