Progress into Management

You are likely to be a successful sales representative in the pharmaceutical industry with a few years under your belt and are thinking of taking over from your first line manager and doing the job for yourself; well, what can you do to help yourself secure that next big step?

The jump from representative to pharmaceutical sales manager is probably the biggest leap you can take in your sales career, so it is important that you prepare for this promotion as fully as possible.

Is this really what you want?

This may seem fundamental, however, it is important to find out as much about the role in order to be clear that it is right for you, some representatives feel that it is ‘expected’ for them to move into management, when they are in fact much more suited and happy with being a very successful sales representative. Moving into management will change how you work and take away some of the freedom which you may enjoy from working your own sales territory.

It may be useful to ‘shadow’ your manager for a day, finding out what tasks, such as routine administration or paperwork and analysis is required in the position.

Polish up your skills

If spending a day with your manager still hasn’t put you off, then it is time to smooth out those edges and improve on those specific skills, which you will need to demonstrate in order to secure that manager vacancy. It is time to be honest with yourself and if necessary work with others, to identify which areas you may either lack experience or skills required of a first-line manager in the pharmaceutical industry.

It is not enough simply to be a very good representative, there are specific behaviours and skills which you may need to develop in order to be a good manager. For example, it will be necessary to demonstrate potential for good leadership, depth of strategic thinking and ability to make decisions.

There maybe relevant courses available within the company for you to develop these skills or it may be possible to work with your manager in order to gain the opportunity to practice them i.e. taking greater responsibility in team meetings or special projects. Consider any secondments in other departments such as marketing, which may add to your CV. In each case it is up to you to take the lead and be proactive in preparing yourself.

Look like a Manager

This doesn’t mean you have to dress like your boss, simply that if you want to be seen as a potential manager, then, it is best to start acting like one.

Take every opportunity for extra responsibility and to demonstrate the ability to get the job done. Recognise that you are accountable for your actions and be confident enough to suggest ideas for the team as well as your own territory. Be enthusiastic and demonstrate your motivation, perhaps by helping other members of your team.

Network within your company. This will have the effect of letting others in the company know that you are serious in your ambitions and also allow you to gain extra breadth and depth of knowledge about how a pharmaceutical company works.

The Next Step

Well that is of course is to actually apply for a suitable vacancy. This may be in your current company or with another Pharmaceutical company. In either case find out as much as you can about the specific role and candidate they are looking for. Ask about any particular issues or challenges in that area.

Prepare for the actual interview by practising any particular management selection techniques to be used, for example, psychometric tests (examples can be found on the internet), practice role-playing one to one sessions and polish up presentation technique.

In all regards be proactive, enthusiastic and use all the resources and people at your disposal, and good luck!