What does a Pharmaceutical Sales Representative do?

A Pharmaceutical Sales Representative ensures that healthcare providers know about the latest treatment options for illnesses and medical conditions. By gaining an understanding of providers’ needs, they help hospitals, clinics and private practices deliver quality patient care. Through recommending and selling oral, topical, injectable, intravenous and other medications, they drive sales for pharmaceutical companies, contributing to the financial success of their employers.

As they build relationships with healthcare professionals, reps foster customer trust and loyalty. When they successfully carry out the reporting and compliance duties outlined in a pharmaceutical sales job description, they enable their employers to meet their regulatory responsibilities.

Pharmaceutical Sales Representative skills and qualifications

Some qualifications you may wish to list in your pharmaceutical sales job description include:

• Basic knowledge of anatomy, medical science and medical terminology

• Strong communication and interpersonal skills to build relationships and interact with medical professionals effectively

• Interview skills to ask detailed questions and uncover providers’ needs

• Selling and marketing skills to build buying desire and manage objections

• Time management and organizational skills to conduct multiple site visits each day

• Analytical and reading comprehension skills to understand and explain scientific studies, graphs, charts and other marketing materials

• Attentiveness to detail and written communication skills to compile call reports

• Computer skills to use email, presentation, word processing, spreadsheet and customer relationship management (CRM) and other software programs

Pharmaceutical Sales Representative experience requirements

Although Pharmaceutical Sales Representatives must learn about the specific products they’ll be selling on the job, the sales process for selling pharmaceuticals is similar to the best practices for other products. As a result, reps often benefit from having previous sales experience in any industry.

If you need your new hire to begin working independently immediately or assist with training other new team members, you may wish to specify that a few years of work history in pharmaceutical sales is required in your Pharmaceutical Sales Representative job description.

Pharmaceutical Sales Representative education and training requirements

Some employers may require a bachelor’s degree in a related field, such as biology or chemistry. However, individuals with previous work experience or skills in healthcare or medical equipment sales may be able to succeed in your open position without a formal degree. Candidates with previous sales skills in another industry could also have the skills needed to perform well in the role.

In your Pharmaceutical Sales Rep job description, you may wish to specify that a relevant voluntary certification is a required or preferred qualification. One common certification for Pharmaceutical Representatives is the Certified National Pharmaceutical Representative (CNPR) credential awarded by the National Association of Pharmaceutical Sales Representatives (NAPSRx). To gain this credential, Pharmaceutical Reps must complete a NAPSRx training program and pass an examination.

Job description samples for similar positions

If this Pharmaceutical Sales Representative job description isn’t exactly what you’re looking for, the descriptions for one of these related job titles may be a better option:

• Outside Sales Representative

• Pharmacy Technician

• Sales Consultant

• Sales Engineer

Pharmaceutical Sales Representative job description

How do I draw attention to my pharmaceutical sales job description?

To help your Pharmaceutical Sales Rep job description stand out, mention any potential for quarterly or monthly bonuses, sign-on bonuses or commissions in the salary section. Consider adding a bulleted summary of the key benefits of working for your organization at the top of your job posting. You can mention flexible working hours, hybrid or work-from-home scheduling, the opportunity to use a company vehicle, transportation and entertainment allowances and other benefits and perks.

Who does a Pharmaceutical Sales Representative report to?

At large organizations, a Sales Manager may supervise a team of Pharmaceutical Sales Representatives and report to a District Sales Manager or Regional Sales Manager. At smaller companies, a District Sales Manager, Regional Sales Manager or Sales Director may serve as the direct supervisor for Pharmaceutical Reps.

What’s the difference between a Pharmaceutical Sales Rep and a Biomedical Equipment Sales Rep?

Both Pharmaceutical Sales Reps and Biomedical Equipment Sales Reps call on medical professionals, but they sell different things. Pharmaceutical Sales Representatives introduce healthcare professionals to new medications, while Biomedical Equipment Sales Representatives sell medical equipment, such as ventilators, x-ray machines and surgical robotics.