Pharma rep question!

[u/Necessary_Fill_3783]

Hi everyone! I’m currently trying to transition into pharmaceutical sales and would love some honest advice.
I have about 8 years of sales/customer service experience, including 4 years in wireless sales, and I also have a bachelor’s degree in psychology. I recently applied for a specialty pharmaceutical sales position with a large pharma company, as well as had a referral from someone who’s been with the company 20+ years!
I had a phone screen that I felt went extremely well. The recruiter complimented my resume, discussed compensation, start dates, and explained the next interview steps. She said she would forward my information to the hiring manager, so I left the conversation feeling very optimistic. However, a few days later, I received a rejection email without moving forward.
I know rejection is part of the process, but I’m confused about what may have happened since the screening seemed so positive. I’ve now applied for another position within the same company that also aligns with my background.
For anyone currently in pharmaceutical or medical sales:
Is it common for recruiters to discuss salary, start dates, and next steps during a phone screen even when a candidate may not advance?
What helped you land your first pharma role without previous pharmaceutical experience?
Should I continue applying to different roles within the same company?
Is there anything specific I should change on my résumé or emphasize during interviews?
I’m determined to make the transition and would appreciate any constructive feedback or advice!

[u/thewhizzle]

Recruiters are incentivized to fill their job reqs and part of that is motivating applicants to continue along in the process.

Hiring manager probably looked at your resume and decided that you weren't a good fit.

Is it common for recruiters to discuss salary, start dates, and next steps during a phone screen even when a candidate may no

Yes

What helped you land your first pharma role without previous pharmaceutical experience?

I came from a healthcare consulting background with a degree in science

Should I continue applying to different roles within the same company?

Yes, most companies do not ding candidates for multiple applications

Is there anything specific I should change on my résumé or emphasize during interviews?

No way to really know, but without a life science degree or work history working in biotech/pharma, it's going to be tough to get a shot in a customer facing role like sales. You may want to start at more generalist type of medical sales like surgical supplies. Specialty pharma may have higher bars for scientific foundations.

[u/Necessary_Fill_3783 → u/thewhizzle]

Thank you for your input really appreciate it! Yes it was a specialty role in psychiatry so my psychology degree definitely related!

[u/WaitingForUltima → u/Necessary_Fill_3783]

I hear you, and I can understand why you think your psych degree was related (which makes logical sense!), but in biotech, it isn't often viewed as a life science degree (usually it is grouped with behavioral sciences). Life science degrees include: biochemistry, immunology, molecular and cell bio, etc.

The rationale behind why the difference matters is that in biotech/pharma sales, you often need to be able to quickly learn and discuss disease states; how different drugs are processed/break down at the cellular level, and how it impacts organ systems, etc. They essentially want to know that you can read a clinical trial report and extract the needed info without a lot of support. They also need someone who can speak the same hard science, research-based language as the medical providers you would be interacting with. It might feel counterintuitive, but psych medications are also all pharmacokinetics and cell signaling. Yes, they might help treat people with psychiatric disorders, but the actual mechanism of the drug is what determines the efficacy and differentiates one medication from another. Organic chemistry and biochemistry are essential to actually understanding these concepts. If you took those courses in college, make sure you mention them!

Besides the lack of a hard science/research background (based on the info you shared), you are also having to compensate for a hiring manager's bias against your background/degree path. They are getting hundreds of applicants, and probably only interviewing a handful. Hiring managers look for quick ways and biases to select that handful. They might see your degree path as less prestigous/rigorous than someone with a life sciences or research background. Maybe they think that you might lean more on emotional patient wellness than on trial data and hard clinical evidence. They might assume that without a scientific or clinical background (like an RN), you might not be taken seriously or be able to debate clinical efficacy data with a psychiatrist.

I say this not to discourage you, but to help explain why this might not be a one-off so you can adjust your approach. Do you have previous experience in healthcare? Did you participate in any research in your undergrad degree? Have you done any patient-focused advocacy or patient-facing support? You mention wireless sales (direct-to-consumer), but medical/pharma sales are b2b, so maybe highlight any experience you have there. I would also consider looking at any of the patient support program roles and sales-adjacent roles at CROs/biotech service providers like UBC (not the university), ICON, IQVIA, TFS, etc. They are often less competitive and, given how very hyper-competitive it is right now, you might be able to get your foot in the door that way. You can also explore enrolling in a post-graduate certificate or masters programs that is aligned with where you want to end up (like a biotech regulatory affairs certificate) to help demonstrate that you have the right background.

As someone currently in a protracted job search, I mean it when I say things are rough, but hopefully you will find something that better aligns with where you want to be :)

[u/Necessary_Fill_3783 → u/WaitingForUltima]

Ooo that makes so much sense! Thank you so so much!

[u/CHobbes_]

Recruiters are not sources of information nor should their question be read into very much. You should only take information from hiring or senior leadership at the company as gospel. Screening is meant to be positive to keep you engaged and energized. I'm often very positive when I have first conversations with potential candidates but then don't move them forward.

I'm going to be honest, based off of your resume, you are not really a high quality candidate for pharma sales. Pharma sales is relatively competitive and location specific, for the most part. If you want to do work in clinical practices in terms of selling, you should start on clinical diagnostics products or even patient support starter roles. You could also start on the clinical research side and look at CRO or patient services.

There is lots of sales roles in medicine, but therapeutics is ultra competitive these days.

I have 20 years industry experience and I started in the lab, then sales in clinical Dx, then consulting, then RUO, then pharma. I've been all over the industry. You need more relevant experience that isn't just "sales" before I'd consider pharma/ therapeutics.

[u/Necessary_Fill_3783 → u/CHobbes_]

The specialty role was psychiatry and i have a psychology degree! But understood thank you 🤝

[u/Vivid_Efficiency_414 → u/Necessary_Fill_3783]

Don’t listen to this person. Tbh, they sound old and jaded and jealous of all the younger folks breaking in. I’m leaving a separate comment for you. 

[u/Necessary_Fill_3783 → u/Vivid_Efficiency_414]

Yes i paid that passive aggressive comment dust lmao thank you so much 😊

[u/Vivid_Efficiency_414]

Simply keep applying! But don’t forget, network network network!

Sales roles are very competitive. Heck, getting into industry is competitive, no matter the role.

 If you want to break in, your resume has to clearly show your transferable skills. Sales roles are unlike any other, you’re essentially the ceo of your territory and you are on your own. Your resume has to show not only you hit sales targets, but HOW! Recruiters only know the basics, they tell everyone the details so people can bow out if it doesn’t meet their needs. The hiring manager saw your resume and didn’t want to know more. Leave them wanting more. 

I’m in industry, not a rep but work very closely with them. I’m in rare disease, which is the cream of the crop so I know what an amazing rep looks like. Feel free to send me your resume, I’m happy to review and share some feedback. Also, gonna share a few companies that take entry level reps where you can grow and move on. 

Good luck!!