Part-time in Innovex - what's the background?
Innovex spearheaded the move towards part-time working within the world of pharmaceutical sales. The first team of 70 part-timers took to the road in 1993 for SmithKline Beecham and, currently, we have around 400 part-time sales representatives promoting a variety of products across the UK. Innovex acknowledges the different needs and commitments of individuals at different times of their career and home life - the reduced hours opportunity enables individuals to balance a professional career with other commitments. Our customers have been delighted with the results owing to the teams consistently delivering well above expectations.
So what kind of people become part-time sales representatives?
Over 70% are Returners after a break to have a family. Other people attracted to part-time include serious sportspeople, people studying for further education or those who have made a lifestyle decision to work shorter hours.
So, what's the essence of being a part-time sales representative? Essentially, it's a field sales career, different from a part-time job in an office or in retail.
Like any other field sales career:
you are consistently measured against personal targets
you work on your own for much of the time
not everyone wants to see you - its up to you to persuade them!
But :
you'll be working in a challenging environment and selling to professionals
you'll manage your own time and be part of a regional team with a dedicated Regional Business Manager (RBM)
you'll receive training in sales and pharmaceutical products - and the benefits package includes car, pension, health insurance, bonus and generous holiday allowance
What hours will I be working?
The normal working hours are 8am until 2pm. However, it is field sales and, in reality, this often means more hours than are actually in your contract - particularly while you are learning the job (typically, the first 3 months). It's like any other professional job - there is a lot of learning in the first 3 months, including territory (location of GP's), products, IT/communication systems and, of course, how to be a really successful salesperson.
Even after your first three months the job demands significant flexibility - your first call at 8am may be 3 miles from where you live - or it may be 40. Likewise your last call of the day might mean a half hour journey to drive home - or may be just around the corner.
Will I have to work late?
From time to time, like any professional job the answer is 'Yes', especially in the first few
months. Your RBM knows your commitment is part-time and, therefore, will try to keep afternoon meetings to an absolute minimum. However, customer requirements can mean that they will happen, especially if you are partnering with full-time colleagues. As much notice as possible will be given.
You also have data to input into your PC and this is done by most experienced representatives in the car during the day. Obviously, as you become used to the job, this can be done between calls but, initially, you will find that you are doing it in the afternoon or early evening until you get to grips with the role.
Basically, you are a sales professional - left to manage your time and your calls. As you become more experienced you are more able to 'juggle' your time and manage your priorities. As long as the job is done and your business objectives achieved there is huge flexibility as to how you deliver your results.
What is the 'overnights away' commitment?
If you become part of a brand new team, then you will start with a 10-day residential training programme, which prepares you fully for the road and covers both product and sales training.
You could easily have 20 days away in your first year (there can be a block of 10 days) and, although this varies widely from team to team, you need to be able to be away from home for up to 20 nights in a year. This is usually for sales or product training or conferences. Obviously, this may also happen in subsequent years as customers change or launch new products.
Perhaps the most important part of this element is that notification of the 'away days' (and nights) can be at short notice (possibly two or three days). Although this tends not to happen frequently, it is important that you are aware of this as it can clearly impact on family, sport and study commitments.
Because you are working closely with the pharmaceutical industry, it is important to know about conferences. These are sales meetings and often, as a means of reward for your hard work and achievements, these are held in (frequently exotic!) overseas locations. They are hard work, tremendous fun and are, quite simply, part of the culture of the industry.You always receive lots of planning time to arrange for conference commitments and they are usually 3-4 days away - it is expected that you attend.
Key issues for commitment to first 3 months
In terms of child-care, consider the first 3-6 months of the job as almost full-time. You'll have residential training and then spend time understanding your territory, your products and your customers - it takes hard work and time. The first 3-6 months are hugely demanding - the rewards are tremendous!
What is the commitment to study for the ABPI?
The ABPI is an examination which you have to pass within two years of becoming a medical representative - it's like passing your driving test - you can't continue after two years unless you have passed.
The level of the syllabus is between A level and degree standard. Remember you will have been amassing quite a lot of information on the therapy areas you have been working on so you're not starting to study something you have no knowledge about.
You need to find time to study for this at home. Therefore, you need quiet space and the backing of your family or partner in order to be successful. Innovex provides assistance through the mentoring system and correspondence course - Innovex also pays for all examination fees.
Do I need a 'home office'?
Basically, your office is your car! However, especially in the first 3 months when you are learning the job, you will spend a lot more time doing your planning and, therefore, it is good to have a quiet space, where you can concentrate. Also, it's good to be able to update with your Regional Business Manager on the phone without the distractions of the television or the dog barking!
You will also need to prepare an area for storage of promotional items which, as you can imagine, are very necessary to your success. obviously, you will have items in your car boot but having storage space for additional boxes is helpful.
Can I become an RBM on a part-time basis?
We believe team management demands a full-time commitment. Thats not to say this will never change and much depends on our customer requirements.
However, development opportunities are available to you for the positions of Senior Representative and Executive Representative and you will be supported along this Career Pathway.
Can I become a full-time representative?
'Yes', certainly. This will form a part of your regular discussions with your manager regarding your overall progress and career. We generally ask that you complete 12 months as a part-time representative before moving to full-time. This helps to promote continuity and stability within teams which is of benefit to our customers. We support your progression when you have a stable set of sales figures and achievements. By this time you and your manager will have planned that full-time is the right move for you and your career.
And what are the real buzzes of the job and industry?
You'll be a professional working with other professionals and largely left to manage your own activities and time
Once you've cracked the routine, you'll work hard but in a manner that can be flexible around your lifestyle
You'll work in an environment that is fun, fast-moving, well-respected and professionally rewarded
In Summary
We want you to have a successful, interesting and rewarding career with Innovex as a
Part-Time Representative. In order to increase the opportunities for this to happen it's
important that you are fully aware of the key issues around the job and what it includes if you are to be successful.
It's a sales career - shorter hours than a normal sales job, but it's still sales - and this demands hard work, huge amounts of effort and a resilient approach
It works well for people who want a professional job with shorter working hours than most professional jobs - it's particularly suitable for returners, sports people, those studying and those who have made lifestyle-based decisions
The first 3-6 months can be similar to full time - there's lots to learn and you have to be prepared (as do your family) to be immersed in the job while you are learning
The hours are loosely based around 8am-2pm but it is hugely flexible and you must accept that this can often be more and occasionally it can be less
You could be away for up to 20 days in the first year - for product and sales training. For all longer stays (training and conferences) you will be provided with good notice, but short away-stays can be arranged at 2-3 days notice. Clearly, your commitments must work around these parameters
You need a quiet place to do work at home and, fundamentally, it is the kind of job that demands the backing of your family, since it involves some homeworking and evening phone calls
Within two years you will study for your ABPI - it's the examination of the industry and you wouldn't be recruited if Innovex did not think that you would pass. You have to be aware, however, it demands hard work, commitment and, again, the backing of your family
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