|
Working as a Hospital Sales Representative
So tell me more about Innovex Sales Solutions
So why don't pharmaceutical companies recruit, train and manage their own sales teams?
And what do our pharma customers want from an Innovex secondary care sales team?
So what's it like being a Hospital Sales Representative at Innovex?
What kind of people become Innovex Hospital Sales Representatives?
Tell me more about Training at Innovex
The Training Resource Centre (TRC)
Hospital Sales Representative Standards Programme
Working as a Hospital Sales Representative
Innovex has continued to build on its core competencies - resourcing, training and development, performance and project management - and to invest in information to support the core services provided to our customers. This investment allows us to deploy resources in a more intelligent, targeted, cost effective way that provides the ROI required by our customers. For example our fully flexible web-enabled CRM system drives the collection of data on a daily basis whilst the Innovex NHS Network, which consists of some 2000 active prescribers across 750 sites, means we can get rapid feedback for customers on programmes and further develop our people by using them for representative assessment.
We have evolved our business model from being exclusively people based to people plus information - the smarter solution - in answer to both market and environmental needs.
So tell me more about Innovex Sales Solutions
Innovex is a £100m turnover business and one of the world's leading contract pharmaceutical organisations working in the area of product commercialisation.
'One of the clearest descriptions of what Innovex Sales Solutions does is that we recruit, train and manage sales teams on behalf of our pharmaceutical customers'
‘What does that mean exactly?' In broad terms, there are times when pharmaceutical companies seek to add weight to their sales effort - in particular this can be to:
- Launch a new product
- Increase sales of an existing drug
- Provide either a tactical or strategic competitive manoeuvre to gain market advantage.
At these times, customers will approach Innovex since we have extensive experience and expertise in recruiting, training and managing teams of Hospital Sales Representatives who will work on behalf of pharmaceutical organisations.
The provision of Hospital and Specialty projects is an increasing side of the Innovex business.
There are many levels of influence for a pharmaceutical company which are driving the need for a focus of effort into secondary care these are:
The Strategic Health Authority Level or its equivalent (Health Boards and Regional Offices)
-
Therapeutic Area Consultants Specialist Registrars SHOs +
-
Principal Pharmacist Therapeutic Area Pharmacists, Medical Information Pharmacists
-
Drug & Therapeutics Committee, Pharmaceutical Advisors, PCT Linking
-
Patient Advocacy, Patient Support Groups, Specialist Nurses
Back to top
So why don't pharmaceutical companies recruit, train and manage their own sales teams?
A lot of the time they do. However, increasingly companies embrace the concept of outsourcing in order to supplement certain elements of their company's business.
Outsourcing is where a company has decided, usually for a number of reasons, to buy-in services which they would previously have undertaken themselves. By doing this companies are able to benefit from the expertise and knowledge of the outsource supplier allowing them to concentrate on their core activity.
From the perspective of the pharmaceutical company, they will use the Innovex sales team in order to:
- Supplement their own sales team
- Provide added sales effort at key times e.g. seasonal activity
- Work alongside the Innovex team before taking the decision to recruit it onto their headcount.
Back to top
And what do our pharma customers want from an Innovex secondary care sales team?
- A well-trained team with knowledge of Drs and other healthcare professionals within Hospitals
- A fast and efficient force which can be deployed at short notice
- A team with a flexible and receptive approach to learning about new drugs and therapy areas.
'20 years ago a drug would have enjoyed exclusivity in its therapeutic class for 10 years, now it's usually between 2 and 6 months before a competing drug emerges into the market'
In summary
Innovex has built over 20 secondary care projects for customers such as GlaxoSmithKline, Pfizer, Novartis, and Merck Sharpe and Dohme. With the growth in the launch of secondary care and specialty products we see that we willing be providing more projects to our customers over the next few years which opens up opportunities to move into Hospital Sales roles.
Back to top
So what's it like being a Hospital Sales Representative at Innovex?
Well, above all else, it's a sales role - you are there to increase the profitable sales of the drugs of the company that you represent. You will target key centres, calling on Key Opinion Leaders and other key influencers as well as other healthcare professionals.
- As with any other field sales career:
- You are consistently measured against personal and team targets
- You work on your own for much of the time
- Not everyone wants to see you - it's up to you to persuade them.
But, the upsides are many and include:
- You will be working in a challenging environment and selling to professionals
- You'll receive training in sales and pharmaceutical products
- The benefits package includes car, bonus, pension and private health insurance.
Back to top
What kind of people become Innovex Hospital Sales Representatives?
Well, to be quite honest, there are no hard and fast rules. All kinds of people choice to join Innovex as Hospital representatives – from GP/Hospital Reps looking to make the first move into secondary care to experienced Hospital Reps looking to broaden their experience in the diverse Therapy areas we can offer through the variety of customers we work with. We have projects covering all the major Therapy areas such as Cardiovascular, Oncology and CNS as well as some niche areas such as Sleep Disturbance.
Back to top
Tell me more about Training at Innovex
Innovex training programmes are designed to work in partnership with each representative. We are able to identify individual training needs, areas of interest or growth and address these with made to measure courses, online training and continual support through mentoring and coaching.
The tailored approach is driven by our exclusive industry-leading field-coaching system, Innovex InnSight. Supported by sophisticated technology this provides more than just support for coaching practices, it also offers the ability to measure progress and promote comprehensive follow-up.
In parallel, a global online portal - Learning Curve - gives all our employees access to over 4000 online training courses and modules.
Back to top
The Training Resource Centre (TRC)
You are allocated three days training per year and this can be taken as either formal classroom training or distance learning through the TRC. The TRC offers various learning formats including workbooks, CDs, videos, tapes and workshops - we appreciate that different individuals have different 'best ways' of learning new material.
Back to top
Hospital Sales Representative Standards Programme
This is a set of standards (designed by Innovex) and takes a new Hospital Representative through the first 24 months of working with us - it focuses on skills, techniques and competencies and, as you progress, you will achieve Bronze, Silver or Gold awards in key areas. After the two years, it integrates with a Vocational Standards Programme which will take you into either Senior Hospital Representative level or training for management.
Back to top
If you'd like to find out more information?
Contact our Response Centre on 01344 601 550
Innovex is a service group of Quintiles Transnational Corp.
To search our current salesvacanciesplease click here.
|
