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Become A Specialty Representative

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Working As A Specialty Representative

  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • Organizing, Planning, and Prioritizing Work
  • Communicating with Persons Outside Organization
  • Make Decisions

  • $75,000

    Average Salary

What Does A Specialty Representative Do At Abbvie

* The representative is responsible for generating volume and market share growth for assigned professional pharmaceutical products within a specific geographic area.
* Representative will make selling presentations to physicians and other health care professionals, primarily in an office based setting.
* They will be responsible for developing an understanding of the issues and opportunities within their territory, particularly in managed health care.
* They will manage allocated resources (samples, promotional and educational materials) to maximize return within regulatory and ethical guidelines
* The Representative maintains accountability for all pharmaceutical samples and stock packages in accordance with FDA and PDMA guidelines.
* Representatives must utilize the sales automation system to document call and program activity

What Does A Specialty Representative Do At Merck

* Communicate about product in a way that's meaningful and relevant to each individual customer; customize discussions and client interactions based on understanding of customer's needs
* Engage in informed discussions about products with HCP customers – knowing when/how to seek and provide additional information
* Within select customer accounts, act as primary point of contact for customer, meet with key customers/personnel to understand practice structure, business model, key influencers (MCO, employers, state and local regulations)/network structure, customer needs and identifies business opportunities
* For select customer accounts/HCPs, coordinate with customer team to develop customer strategy – outlining strategy for interactions/ relationship, solutions and potential offerings for customer
* Share learnings and best-practices from one customer to help other customers meet their needs
* Demonstrate a focus on better health outcomes (beyond acquisition, considers the HCP & patient experience)
* Provide input into resource allocation decisions across customers
* Identify and select programs/services available in the library of Merck "resources" to address customer needs
* Maintain current understanding of practice structure, business model, key influencers/ network structure and make information available to relevant stakeholders
* Influence beyond their specific geography or product area
* Demonstrate advanced ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders in oncology accounts, using the insights to position Merck Oncology brands and collaborate with customers on a customized strategy.
* Demonstrate in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and positions Merck brand(s) versus competition using appropriate proof sources.
* Oncology science is complex with need to be expert in multiple tumor types, disease states, and palliative care.
* OSRs need to have knowledge of staging and possible treatment options and dosing schedules associated with different tumors/diseases, with comprehensive understanding of the impact of those options on the patient.
* Must understand impact and use of clinical trials in multiple tumor types/therapies, both in impact on promoted products and in practice behavior of the account.
* Demonstrate ability to understand complex account interdependencies in order to develop both short- and long-term account plans in conjunction with a wide array of stakeholders, proactively working with the account team to effectively execute the account plan.
* Able to divide a customer base into customer segments and apply the insights to effectively allocate marketing resources and drive execution of the sales and marketing plans.
* Need to manage complex customer landscape and juggle multiple business models – PSAs, academic and community hospitals, community oncology products, IHS, referral networks.
* Understand and articulate the impact of various choices in the oncology payer environment, including the implications of multiple payers (Medicare Part B vs Part D, DMERC pharmacies, commercial payers).
* Reps must also understand the available resources for indigent/uninsured, underinsured patients as well as patient support programs and foundations (both Merck’s as well as third party resources).
* OSRs must understand and be able to appropriately communicate the billing and reimbursement process for oncology products (process for billing relative to J Codes and unspecified J Codes)
* Ability to analyze and identify trends in a complex buying environment.
* This includes the multiple channels of drug distribution, Oncology GPO’s, wholesalers and specialty pharmacies.
* Review and evaluate patterns for products purchased and prescribed, outpatient vs in-patient infusion, as part of hospital contract, etc.
* Collaborate and communicate effectively with extended "in-scope" customer team to ensure a consistent customer experience across Merck's divisions and functional areas; ensure integration with the OKAM, Reimbursement Managers, extended Merck sales teams (US Market and Merck Vaccines), and other key stakeholders to share key customer learnings and support customer needs.
* OSRs are responsible for the appropriate prioritization, scheduling and engagement of the Reimbursement Associates and Nurse Educators within their assigned accounts

What Does A Specialty Representative Do At Valeant Pharmaceuticals

* Uses independent judgment and discretion to determine the most effective strategies to promote B&L Pharmaceutical products to eye care practitioners, hospitals, and other institutions.
* Uses and refines clinical selling techniques that will enable the representative to bring value and influence customer thinking about the ways they can provide treatment and manage patients, including:
* Managing and developing appropriate promotional budget and determining expenditures on promotional activities.
* Visiting ophthalmologists based upon independent assessment of prescription activity and potential growth.
* Utilizing available samples within FDA guidelines to maximize impact with promotional audience

What Does A Specialty Representative Do At Daiichi Sankyo Inc.

* Achieves or exceeds sales objectives through education, fair and balanced promotion of product features (including benefit/risk profiles) of assigned products among physicians and other healthcare providers in assigned territory.
* Develops and fosters long-term relationships with physicians and other applicable customers in assigned territory.
* Able to effectively communicate product approved indications and features and benefits to individuals or large groups.
* Serves as a disease state expert and provides a high level of product expertise and customer service for assigned accounts.
* Utilizes sales force automation system and other tools to enhance impact of sales call and territory management.
* Appropriately uses this information to develop plans of action to address the individual needs of their physicians.
* Maintains a current key physicians target list, submits regular updates to the physician data warehouse and plans calls to meet frequency targets.
* Attends and actively participates in all required meetings and training programs.
* Carries out in a legally compliant manner all sales and marketing programs including occasional evening and weekend events, when approved

What Does A Specialty Representative Do At Celgene

* Develops and manages strong relationships with rheumatologists, medical staff, and other health care professionals in support of product indications.
* Acts as the “face of Celgene” through contact with medical professionals.
* Maintains superior levels of product, market and formulary information, and translates product features into benefits that meet the specific customer’s needs.
* Highlights the features and benefits of product offered.
* Plans and organizes speaker programs within assigned territory.
* Develops business plans for the territory.
* Communicates openly with peers, supervisors and field counterparts.
* Interprets and delivers competitive market intelligence to brand teams and management.
* Identify and develop business solutions.
* Delivers timely and accurate administrative tasks.
* Ensures compliance with all federal (PDMA/OIG) and state regulations as well as Celgene’s Policies relative to prescription drug sampling.
* Follows all sampling procedures as detailed within Celgene’s Sample Compliance Policies and Procedures Manual

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How To Become A Specialty Representative

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.


A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.


Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.


Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Specialty Representative jobs

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Specialty Representative Career Paths

Specialty Representative
Field Trainer Specialty Sales Representative
Area Business Manager
9 Yearsyrs
Senior Sales Representative Account Executive Sales Manager
Director Of Sales
10 Yearsyrs
Account Manager National Account Manager
Director, National Accounts
12 Yearsyrs
Sales Consultant Sales Trainer
District Business Manager
10 Yearsyrs
Account Manager Account Executive Regional Sales Manager
National Sales Director
10 Yearsyrs
Senior Sales Representative Sales Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
Sales Specialist Account Manager Regional Sales Manager
Northeast Regional Sales Manager
11 Yearsyrs
Clinical Specialist Specialty Sales Representative Area Business Manager
Regional Business Director
12 Yearsyrs
Sales Specialist District Sales Manager
Regional Business Manager
10 Yearsyrs
Territory Manager Account Manager Regional Sales Manager
Regional Sales Director
10 Yearsyrs
Sales Consultant Territory Manager
Regional Territory Manager
9 Yearsyrs
Specialist Sales Specialist Territory Sales Manager
Sales Development Manager
8 Yearsyrs
Territory Manager Sales Manager District Manager
Senior District Manager
8 Yearsyrs
District Manager District Sales Manager Director Of Sales
Senior Sales Director
9 Yearsyrs
Specialty Sales Representative Territory Manager
Senior Territory Manager
9 Yearsyrs
District Sales Manager General Manager Account Manager
Territory Account Manager
8 Yearsyrs
District Manager Sales Consultant Territory Manager
Territory Business Manager
7 Yearsyrs
Specialty Sales Representative Senior Sales Representative Account Executive
Territory Manager
7 Yearsyrs
District Sales Manager Regional Sales Manager Director Of Sales
Vice President Of Sales & Operations
12 Yearsyrs
Clinical Specialist Territory Sales Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Specialty Representative Demographics


  • Female

  • Male

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • French

  • Portuguese

  • German

  • Urdu

  • Persian

  • Hindi

  • Russian

  • Arabic

  • Italian

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Specialty Representative

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Specialty Representative Education

Specialty Representative

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Top Skills for A Specialty Representative


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Top Specialty Representative Skills

  1. Territory Management
  2. Product Launch
  3. Neurology
You can check out examples of real life uses of top skills on resumes here:
  • Trained new hires on technical specifics of products and successful territory management.
  • Ranked 4th in sales 6 months into 10/05 product launch out of 80 representatives nationwide.
  • Collaborated with two territories to successfully promote branded products in the specialty Arenas of Gastroenterology, Psychiatry and Neurology.
  • Ranked 1st out of 14 Representatives for Zocor market share growth 4th quarter 2005.
  • Developed and executed business plans to drive sales growth and launch new products targeting hospital administrators, psychiatrists, and neurologists.

Top Specialty Representative Employers

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