How to hire a specialty sales representative

How to hire a specialty sales representative, step by step

Here's a step-by-step specialty sales representative hiring guide:

• Step 1: Identify your hiring needs
• Step 2: Create an ideal candidate profile
• Step 3: Make a budget
• Step 4: Write a specialty sales representative job description
• Step 5: Post your job
• Step 6: Interview candidates
• Step 7: Send a job offer and onboard your new specialty sales representative
• Step 8: Go through the hiring process checklist

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1. Identify your hiring needs

   Before you post your specialty sales representative job, you should take the time to determine what type of worker your business needs. While certain jobs definitely require a full-time employee, it's sometimes better to find a specialty sales representative for hire on a part-time basis or as a contractor.

   Determine employee vs contractor status

   Is the person you're thinking of hiring a US citizen or green card holder?

   Yes

   No

   A specialty sales representative's background is also an important factor in determining whether they'll be a good fit for the position. For example, specialty sales representatives from different industries or fields will have radically different experiences and will bring different viewpoints to the role. You also need to consider the candidate's previous level of experience to make sure they'll be comfortable with the job's level of seniority.

   This list shows salaries for various types of specialty sales representatives.

   Type of Specialty Sales Representative	Description	Hourly rate
   Specialty Sales Representative	Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.	$19-54
   Sales Professional	A sales professional is an employee who is responsible for the management and assessment of the effectiveness of a company's sales representatives and sales team. By setting sales goals, sales professionals work with other departments to learn more about the company's products and services while developing strategies for acquiring new clients... Show more	$20-52
   Representative	Representatives are lawmakers who represent the people in a specific district. They run for office to represent their districts in their hometown or their current place of living... Show more	$11-26

   Show more

2. Create an ideal candidate profile

   Common skills:

   • Patients
   • Product Knowledge
   • Territory Management
   • Neurology
   • Work Ethic
   • Medical Sales
   • Disease State
   • Healthcare Professionals
   • Sales Performance
   • Market Share Growth
   • Sales Growth
   • Home Health
   • Psychiatry
   • Diabetes

   Check all skills

   Responsibilities:

   • Utilize CRM system and other applications to manage all sales within the renewal stages.
   • Collaborate with management, marketing, and training departments to achieve the common goals of Merck.
   • Manage allocated resources and accountable for pharmaceutical samples in accordance with FDA and PDMA guidelines; responsible for expense management.
   • Manage tough relationships with key reimbursement decision-makers in hospitals, renal and oncology clinics throughout territory.
   • Manage the development, productivity and utilization of local, regional and national speakers for hyperlipidemia and hypertension.
   • Perform several educational sales presentations to large audiences on appropriate pain management for patients.

3. Make a budget

   Including a salary range in your specialty sales representative job description is a great way to entice the best and brightest candidates. A specialty sales representative salary can vary based on several factors:

   • Location. For example, specialty sales representatives' average salary in montana is 67% less than in california.
   • Seniority. Entry-level specialty sales representatives earn 65% less than senior-level specialty sales representatives.
   • Certifications. A specialty sales representative with a few certifications under their belt will likely demand a higher salary.
   • Company. Working for a prestigious company or an exciting start-up can make a huge difference in a specialty sales representative's salary.

   Average specialty sales representative salary

   $67,605yearly

   $32.50 hourly rate

   ---

   Entry-level specialty sales representative salary

   $40,000 yearly salary

   Updated December 16, 2025

4. Writing a specialty sales representative job description

   A specialty sales representative job description should include a summary of the role, required skills, and a list of responsibilities. It's also good to include a salary range and the first name of the hiring manager. Below, you can find an example of a specialty sales representative job description:

   Specialty sales representative job description example

   At Bristol Myers Squibb, we are inspired by a single vision - transforming patients' lives through science. In oncology, hematology, immunology and cardiovascular disease - and one of the most diverse and promising pipelines in the industry - each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.
   Specialty Sales Representative, Dermatology
   Location: Western Canada
   
   At Bristol Myers Squibb, we are inspired by a single vision - transforming patients' lives through science. In oncology, hematology, immunology and cardiovascular disease - and one of the most diverse and promising pipelines in the industry - each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.
   Position Summary
   
   Bristol Myers Squibb is set to launch a new product in the Dermatology market by year-end. This is a new therapeutic area for BMS and we are looking for talented individuals with experience and a strong track record in this exciting and competitive marketplace.
   
   Reporting to the Associate National Sales Director, the Dermatology Specialty Sales Representative is responsible for promoting and selling our soon-to-launch advanced therapy for Psoriasis in the designated territory in accordance with Company marketing guidelines and using the relevant sales techniques, and omni-channel tools during both face to face and virtual interactions.
   Key Responsibilities
   Ability to achieve objectives Achieving sales results and accountability for results within territory Build comprehensive account plans with cross-functional team Effectively representing the product(s) and providing value to customers in omni-channel environment and with approved tools Ensuring management of the key performance indicators in the territory plan Sales SkillsDemonstrating a deep understanding of the therapeutic area related to product Demonstrating credibility and integrity to HCP's through expert knowledge of promoted and competitive products Possessing a command of sales techniques and bringing value in each interaction Offering value to clients Establishing strong professional relationships with clients to ensure execution of the tactical plan; acquiring a thorough understanding of clients' actual perceptions and opinions to identify true needs and perceptions Using internal and external resources to bring added value to clients to build partnerships and grow our business Change agility Remaining positive and resilient in the face of changing market conditions and brand objectives while continuing to identify opportunities to maintain our competitive edge.Strong Business AcumenIdentifying and analyzing business opportunities by using data, field intelligence and analytics to promote sales growth while ensuring alignment with brand strategic plan Regular monitoring of territory plans and proactively recommending adjustment plans if required Cross-functional collaboration Successfully collaborating within a cross-functional team to ensure brand success and excellence in execution to have best possible patient outcomes Ensure customer and disease area insights, competitive information and other market intelligence is shared with larger cross functional team Acting as a liaison with broader cross-functional team to ensure that business objectives are met
   Qualifications & Experience
   Undergraduate degree required More than five years of successful experience in specialty sales or marketing in pharmaceuticals or a related industry Proficient in using business plans, sales and marketing campaigns, value added programs or other dales techniques to achieve set objectives Experience in Account Planning and territory management within a cross-functional team Experience in Dermatology therapeutic area a strong asset Experience in product launches an asset English (written and oral).Valid driver's license
   Why You Should Apply
   Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
   Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives.
   
   Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
   
   Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives.

   Copy this example

   

5. Post your job

   To find specialty sales representatives for your business, try out a few different recruiting strategies:

   • Consider internal talent. One of the most important talent pools for any company is its current employees.
   • Ask for referrals. Reach out to friends, family members, and your current work to ask if they know any specialty sales representatives they would recommend.
   • Recruit at local colleges. Attend job fairs at local colleges to recruit entry-level specialty sales representatives with the right educational background.
   • Social media platforms. LinkedIn, Facebook, and Twitter have more than 3.5 billion users, and they're a great place for company branding and reaching potential job candidates.

   Post your job online:

   • Post your specialty sales representative job on Zippia to find and recruit specialty sales representative candidates who meet your exact specifications.
   • Use field-specific websites such as salesjobs, salesheads, allretailjobs.com, sales trax.
   • Post a job on free websites.

6. Interview candidates

   Your first interview with specialty sales representative candidates should focus on their interest in the role and background experience. As the hiring process goes on, you can learn more about how they'd fit into the company culture in later rounds of interviews.

   You should also ask about candidates' unique skills and talents to see if they match the ideal candidate profile you developed earlier. Candidates good enough for the next step can complete the technical interview.

   The right interview questions can help you assess a candidate's hard skills, behavioral intelligence, and soft skills.

7. Send a job offer and onboard your new specialty sales representative

   Once you've found the specialty sales representative candidate you'd like to hire, it's time to write an offer letter. This should include an explicit job offer that includes the salary and the details of any other perks. Qualified candidates might be looking at multiple positions, so your offer must be competitive if you like the candidate. Also, be prepared for a negotiation stage, as candidates may way want to tweak the details of your initial offer. Once you've settled on these details, you can draft a contract to formalize your agreement.

   It's also important to follow up with applicants who do not get the job with an email letting them know that the position is filled.

   Once that's done, you can draft an onboarding schedule for the new specialty sales representative. Human Resources should complete Employee Action Forms and ensure that onboarding paperwork is completed, including I-9s, benefits enrollment, federal and state tax forms, etc. They should also ensure that new employee files are created for internal recordkeeping.

8. Go through the hiring process checklist

   • Determine employee type (full-time, part-time, contractor, etc.)
   • Submit a job requisition form to the HR department
   • Define job responsibilities and requirements
   • Establish budget and timeline
   • Determine hiring decision makers for the role
   • Write job description
   • Post job on job boards, company website, etc.
   • Promote the job internally
   • Process applications through applicant tracking system
   • Review resumes and cover letters
   • Shortlist candidates for screening
   • Hold phone/virtual interview screening with first round of candidates
   • Conduct in-person interviews with top candidates from first round
   • Score candidates based on weighted criteria (e.g., experience, education, background, cultural fit, skill set, etc.)
   • Conduct background checks on top candidates
   • Check references of top candidates
   • Consult with HR and hiring decision makers on job offer specifics
   • Extend offer to top candidate(s)
   • Receive formal job offer acceptance and signed employment contract
   • Inform other candidates that the position has been filled
   • Set and communicate onboarding schedule to new hire(s)
   • Complete new hire paperwork (i9, benefits enrollment, tax forms, etc.)

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