Like all products, pharmaceutical products must be marketed to those who will sell them: the physicians. Overseeing teams of sales representatives are pharmaceutical sales managers, who are responsible for the overall success of the marketing of a particular pharmaceutical product. These managers are often veteran sales representatives with vast knowledge of the medicines manufactured by their companies and the diseases that these medicines treat and cure.
Pharmaceutical sales managers are responsible for overseeing teams of sales representatives. These managers are responsible for hiring, training and evaluating sales representatives. Representatives must be fully informed about the uses of pharmaceutical products and who these products should be marketed towards. This is done by performing effective market research which includes gathering data on the prevalence of diseases and communicating frequently with healthcare professionals. They also must train sales representatives on traditional sales techniques and accompany new representatives on sales calls in order to mentor them, according to Pharmaceutical Products. These managers consult with their representatives to give them a sense of which hospitals and physicians these representatives will be the most successful marketing products to. These managers must hold regional meetings in which they articulate the regional plan of action regarding sales. These managers are also responsible for overseeing the company budget that was put aside for marketing campaigns and employee commissions.
A great deal of travel is expected of pharmaceutical sales managers as they go to visit different sales teams and since they also must sometimes travel to meet with clients. These managers are placed under a great deal of stress since their financial success depends on their abilities to sell products through their sales teams, according to the Bureau of Labor Statistics.
The pharmaceutical sales manager must keep up-to-date on the latest pharmaceutical products in order to have a sense of where these products should be marketed and in order to also effectively train representatives on how to promote products. These managers usually need previous experience in the medical field and are also expected to be previous sales representatives, according to Pharmaceutical Products. They need very good communication skills in order to effectively explain pharmaceutical products to sales representatives. Organizational skills are needed in order to ensure that sales calls and sales representative training runs as smoothly as possible.
Between 2008 and 2018, the need for sales managers such as pharmaceutical sales managers is expected to grow by 13 percent, according to the Bureau of Labor Statistics. However, the need for pharmaceutical sales managers might be somewhat higher due to an aging baby boomer population.
The median annual earnings for sales managers in 2009 were $96,790. The highest 25 percent earned more than $141,430, while the lowest 25 percent earned less than $65,210.
- Photo Credit Stock pictures of drugs and pharmaceutical image by Albert Lozano from Fotolia.com
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