Pf Graduate Special Edition: How to get into pharma

Pf GRADUATE SPECIAL EDITION WHY WORK IN THE PHARMA INDUSTRY?

HOW TO GET INTO PHARMA

FINDING WORK EXPERIENCE WHAT DO RECRUITERS WANT? www.pharmafield.co.uk

Serious about a career in pharma? www.Pharmafield.co.uk has everything you need to land that first job.

 Pharma News  In Depth Features  Careers Advice  PharmaJobs Get up to speed with the pharma industry.

Insight. Intelligence. Information. @pharmafield

@pharmajobsuk

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Pf Magazine

INTRODUCTION

HEAD OF CONTENT

Emma Morriss emma.morriss@pharmafield.co.uk SPECIAL EDITIONS EDITOR

Amy Schofield amy@pharmafield.co.uk C R E AT I V E D I R E C T O R

Emma Warfield emma@pharmafield.co.uk COMMERCIAL DIRECTOR

Hazel Lodge hazel@pharmafield.co.uk D I G I TA L M A R K E T I N G E X E C U T I V E

Emma Hedges emma.hedges@pharmafield.co.uk NEWS DESK

Hannah Alderton newsdesk@pharmafield.co.uk M A R K E T I N G A S S I S TA N T

Adam Fisher adam@pharmafield.co.uk FINANCIAL CONTROLLER

Fiona Beard finance@e4h.co.uk P f AWA R D S

Melanie Hamer melanie@e4h.co.uk PUBLISHER

Karl Hamer karl@e4h.co.uk pharmafield.co.uk | e4h.co.uk @pharmafield | @pharmajobsuk HEAD OFFICE

Spirella Building, Bridge Road Letchworth Garden City, Hertfordshire SG6 4ET United Kingdom The content of and information contained in this magazine are the opinions of the contributors and/or the authors of such content and/or information. Events4Healthcare accepts no responsibility or liability for any loss, cost, claim or expense arising from any reliance on such content or information. Users should independently verify such content or information before relying on it. The Publisher (Events4Healthcare) and its Directors shall not be responsible for any errors, omissions or inaccuracies within the publication, or within other sources that are referred to within the magazine.

The Publisher provides the features and advertisements on an ‘as is’ basis, without warranties of any kind, either express or implied, including but not limited to implied warranties of merchantability or fi tness for a particular purpose, other than those warranties that are implied by and capable of exclusion, restriction, or modification under the laws applicable to this agreement.

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The information contained in this magazine and/or any accompanying brochure is intended for sales and marketing professionals within the healthcare industry, and not the medical profession or the general public.

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Hello!

hether or not you’ve ever considered working in the industry, you’ll have heard the stories of ‘Big Pharma’.

Let’s face it, the pharmaceutical industry has a bad image. But in all my time working in this field, there is a strong vein that runs through all the interviews I do with the people who actually work in the pharma industry – and that’s one of the genuine pride they feel in helping to make patients’ lives better, every single day.

The pharmaceutical industry is one of the most dynamic in the world.

Constant innovation, life-changing discoveries, rapid technological advances, and a continual focus on improving health is at the heart of what working in the pharmaceutical industry means to those people who repeatedly bring their best to their work. Pharma drives the advancement of medical care, continually pushing the boundaries of medical innovation and, ultimately, patient wellbeing.

These are just some of the things that the young people interviewed in this publication say about working in pharma: “There is no better feeling than knowing that the work you do is positively impacting people’s lives.”

“If you’re looking for a career rather than just a job, then this is a really exciting industry to be in.”

“You are given the opportunity to make a difference on a large scale.”

You don’t need to be a scientist to work in pharma. Pharmaceutical sales and marketing roles deliver the opportunity for a clear and defined career path, where you’re rewarded very well. People are at the centre of it all; if you have a genuine desire to improve patient lives, and the willingness to expand your medical knowledge, working closely with GPs and hospital teams to bring them the medicines and devices that will help their patients to live longer, better lives, then you might have what it takes.

This guide will show you what opportunities you could be grabbing with both hands, in one of the most exciting industries on the planet. If you land that dream job in pharma we’d love to hear your stories, so get in touch at hello@pharmafield.co.uk.

Pf Magazine is published monthly.

For a free U.K. subscription visit www.pharmafield.co.uk/subscribe

H AV E A N O P I N I O N O N S O M E T H I N G YO U ' V E R E A D I N P f M A G A Z I N E ? @Pharmafield

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A M A N DA B A R R E L L

Amanda is a freelance health and medical education journalist, editor and copywriter. She has worked on projects for pharma, charities and agencies, and has written extensively for patients, healthcare professionals and the general public.

In the driving seat, page 10.

JULES WILLIAMS

Jules has worked in sales and management within the pharmaceutical/medical devices marketplace for sixteen years and for the last fourteen years has worked and partnered with pharmaceutical and medical devices companies with their recruitment strategies and retention rates of personnel.

Stand out from the crowd, page 14.

CL ARE HILL

Clare is a Business Psychologist at Isaacs Hill. Clare’s expertise is in organisational culture, helping companies to develop their culture, and advising on cultural fit on complex recruitment projects. Culture shock, page 22.

P H I L YAT E S

K AT E O ’ N E I L L

Kate is the Graduate Business Lead at CHASE. Kate has worked in recruitment for six years, and has a wealth of experience placing graduates into medical sales roles. Persistence pays, page 8.

Phil is Managing Director of Coachwise Consultants Ltd, which has been supporting ABPI exam candidates as they prepare for the exam for the past 20 years. Coachwise facilitates in-house study groups for some of the larger pharma companies which have several candidates simultaneously working towards an exam, as well as offering individual face-to-face and telephone coaching.

All in the preparation, page 26.

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CONTENTS

CONTRIBUTORS

MAGA ZINE SPECIAL EDITION

How to get into pharma OVERVIEW 04

RECRUITER INSIGHT 08

GRADUATE PROFILES 20

What does a career in pharma sales look like?

What do recruiters look for?

Kate O’Neill

Dylan Nichol, App Developer

10

Anne Schou, Market Access Manager

18 Educational pathways to pharma

INTELLIGENCE 06 Pharma Millennials: What does industry have to offer young people?

22 Culture shock: How to identify the right cultural fit Clare Hill

26

In the driving seat: Why work experience matters Amanda Barrell

14 Stand out from the crowd: Make your application count Jules Williams

30 Assessment centres explained

21 31 Shannon Douglas, Launch Planning Intern

32 Anna Sophia Hendy, Behavioural Economics Project Assistant

35 Lauren Chapple, Diabetes Care Specialist

All in the preparation: How to prepare for the ABPI exam Phil Yates

PHARMATALENT 12

33

Changing lives: Pf Award Winner Zuchaela Smylie

Top 5 job search tips

34 Five hobbies you need on your CV

IMPORTANT CONTACTS 36 Directory

24 More than just a job: Pf Award Winner Sarah Valente-Smith

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WHAT DOES A CAREER IN

PHARMA SALES LOOK LIKE? WHAT SKILLS DO I NEED? • Strong communication skills • Persistence and self-motivation • Target driven mindset • Excellent organisational skills • A nalytical and planning skills • Business and marketing experience

What’s the role?

The job of a pharmaceutical (or medical) sales representative is: To promote a particular pharmaceutical product to healthcare professionals (HCPs) in medical establishments, including doctors in GP surgeries and hospital teams.

• Educate HCPs on the drugs and devices they need to prescribe the best care for their patients.

• Use a variety of channels to reach your customers, including face-to-face sales, as well as online marketing, promotional and communication activities.

• In a world of patient empowerment, you will also work to educate patients on new drugs, treatments and devices.

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• Strong knowledge of pharmaceuticals and your own products • K nowledge of how the NHS and the healthcare system works.

A background in life sciences, biomedical science or pharmacy is beneficial, but is not essential. As long as you can demonstrate an excellent ability to assimilate information, employers will consider candidates from other backgrounds such as healthcare, nursing, sales and marketing, or academic backgrounds.

By specialising in a certain therapy area or class of treatments, such as cardiac or respiratory, you can expand your knowledge, making you more successful at promoting your products and more trusted and valued by your employer and customers.

WHAT ARE THE WORKING HOURS & LOCATION? You will work within your own ‘patch’ (geographical territory), and will usually be home-based, with a mix of home-working and travel to meet clients.

Working hours are usually regular office hours, but you may be expected to work extra, although not at weekends.

OVERVIEW

HOW MUCH WILL I GET PAID? STARTING SALARIES TYPICALLY RANGE FROM

£18,000 £24,000 to

SALARIES FOR THOSE WITH

THREE TO FIVE YEARS' EXPERIENCE RANGE FROM

£25,000 £40,000 to

MANAGERS & SENIOR-LEVEL ROLES START AT AROUND

What educational background do I need?

55% 45%

Around 55% of medical representatives in the UK have a science degree.

The other 45% come from a variety of backgrounds including non-science degrees and nursing.

Source: > apbi.org.uk

£40,000

What are the OPPORTUNITIES FOR CAREER PROGRESSION?

IF YOU CONSISTENTLY MEET YOUR TARGETS, you will also earn extra

Starting out as a pharma sales representative opens up multiple career options, including:

performance-related pay

(bonus)

Many companies offer other benefits including company car, laptop, mobile phone, pension and private health insurance.

SALES TRAINING

AREA MANAGEMENT

PRODUCT MANAGEMENT OR MARKETING-BASED ROLES

Source: www.abpi.org.uk Source: www.prospects.ac.uk/job-profiles/ medical-sales-representative

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CAROLINE WILCHER Director of Recruitment and Talent Acquisition at Ashfield, part of UDG Healthcare plc

Pharma Millennials Do you see the potential in taking the pharma path?

We asked our experts for their advice, information on how they attract the best young talent and what they’re looking for.

WORDS BY Amy Schofield

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ave you considered a career in the pharmaceutical industry?

According to The Association of the British Pharmaceutical Industry (ABPI), pharmaceutical companies in the UK currently employ around 73,000 people and this number continues to grow.

Whether you’ve always wanted to work in pharma, or it’s just popped onto your radar, a career in pharma is one with a clear career framework, opportunities to use countless skills in numerous roles, the support to succeed, and with patients’ health at the heart of everything. But with fierce competition among graduates, where’s the best place to start?

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hen I graduated 25 years ago, I knew I wanted to be a pharma representative. At the time, my tutors were mystified as to why I would want a career in sales and tried to push me into research and development (R&D), which at that time was a very viable option where many companies were investing heavily. Nevertheless, I was determined to follow my own path.

Now, R&D roles are few and far between, but sales roles still have a negative stigma within the academic world. Sadly, there is still very little awareness of the incredible career paths that this route can offer.

In my opinion, the industry needs to work harder to communicate effectively with universities and spot future talent – we need to build relationships and support their requirements.

We spend a lot of time liaising with employability managers and graduates across the country and have our very own graduate ambassadors attending workshops and seminars.

Combining a passion for science with great influencing skills and business acumen isn’t easy – but for the right kind of person, I couldn’t recommend a career in pharma sales more.

INTELLIGENCE

T

ANDREW CROYDON Head of Education and Academic Liaison, The Association of the British Pharmaceutical Industry (ABPI)

“Global pharmaceutical companies in the UK are turning to apprenticeships”

he ABPI is always encouraging more young people to consider a career in an industry pushing back the boundaries of science.

We provide interactive materials aimed at students and their careers advisers, take part in outreach programmes and support specific careers events at schools, colleges and universities.

Our industry has a lot to offer, but we know there are major skills gaps that need to be addressed if the UK is to be ready to research and develop the medicines and vaccines of the future.

In our most recent skills report, we identified gaps in areas such as maths, bioinformatics, statistics, data and informatics, computational skills, and translational medicine or clinical pharmacology. All these areas need addressing for the industry to thrive.

We know that young people are showing an interest, however, and are actively pursuing a career in the pharmaceutical industry.

University careers advisers tell us that

“ You don’t need to be a scientist to work in science” JOANNA PAISH Associate Management Consultant at Apodi Ltd

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n acknowledged skills shortage in young people with science qualifications led to a new Sector Deal for Life Sciences being announced by the Government late last year. The perception of top pharmaceutical companies is improving year-on-year according to the 2017 Reputation Institute Report, however, opportunities in pharma are not always well known by young people, despite the industry offering competitive packages and excellent career prospects.

At Apodi, we think it is great to hear about new initiatives within the industry that provide graduate programmes, apprenticeships, internships and other training initiatives that will facilitate opportunities to enter the industry in the future.

TAMSYN ELAHI Global Talent Attraction & Resourcing Partner Rx & Corporate, Roche

young people are expressing an interest in regulatory affairs, promotion of medicines and, overwhelmingly, R&D roles.

When we surveyed our member companies, we noted global pharmaceutical companies in the UK are turning to apprenticeships to ensure a steady stream of highly-skilled workers.

Apprenticeships are increasingly being seen as a viable alternative to a more traditional academic career entry route – which is positive – but, they aren’t the only solution to bridging the skills gaps.

If our industry is to recruit the talented individuals we need, we need to get even better at demonstrating the globally competitive benefits of working in the industry, the diversity of roles and continually evolving career paths, while explaining how potential employees will be at the cutting-edge of science, helping create the next generation of medicines for patients around the world.

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hen considering a career in the pharmaceutical industry, we are seeing more emphasis being placed on ‘we want to make a difference’ from young people. It is therefore important that as an industry we plant the seed early about the opportunities available, at a time when they are making important education and career choices. There is however a common misconception that all roles in the industry are scientific and we are keen to reiterate that you don’t need to be a scientist to work in science, take me for example!

For the more specialist roles within Science, Technology, Engineering and Maths (STEM), we have STEM ambassadors and other interested colleagues that visit schools and universities to raise awareness of the industry and the endless opportunities it can offer.

At Roche we offer work experience and hold events such as Generation Next where we invite young people onsite to learn about what we do and career prospects. We believe it’s important to invest in our future leaders.

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PERSISTENCE PAYS

WORDS BY KATE O’NEILL

EDUCATION Some of the more common degrees held by graduates we have placed include business studies, chemistry, physics, biology and sports science. Sports science graduates, for example, are positively stereotyped as being healthy, competitive and able to use scientific data within their day-to-day conversations – all of which are ideal traits of a medical sales representative. But a degree could be in any subject, as long as you show passion and commercial awareness.

It’s also very important to demonstrate an active involvement in different clubs and societies throughout your time at university – for most employers this is an incredibly important part of your educational experience.

A medical sales career in the pharmaceutical industry offers a myriad of opportunities to the brightest graduates.

What do recruiters look for?

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or graduates who do their homework on the industry and show a passion to get into medical sales then it can lead to the start of an exciting and highly rewarding career. Our experience shows there are three aspects that determine whether we can work with a graduate.

These are: education, insights and attitude.

RECRUITER INSIGHT

INSIGHTS

CRAFTING A CV

APPLY STRATEGICALLY

Pharmaceutical sales is a serious and highly professional industry, so companies are looking for highly dedicated/conscientious individuals motivated by much more than just the appeal of a competitive remuneration package and a company car.

It’s vital to do your homework. You need to be able to demonstrate a real and sustained interest in landing your first role in pharma sales.

Industry knowledge, research, work experience and field visits are just some of the prerequisites you need to be able to discuss, to convince employers that you’re a suitable candidate for that first career break.

The first thing you’re going to need is a great CV. Don’t worry if you don’t have any field sales experience yet, but you are going to have to find a way to make sure you get your message across that you will be good with customers. Use examples of providing good customer service via a weekend job, or entrepreneurialism through selling things online, for example. Demonstrating that you’re a high energy person who’s had a lot of different experiences is crucial.

If you find you’ve got gaps in your CV, fill them by taking on a part-time job or volunteering. Experience and initiative can help you get your foot in the door.

Think carefully about the different types of medical sales jobs and companies and decide which are right for you.

Leverage your recruitment consultant.

They will be able to both advise you and speak directly to the hiring manager, coaching you through each stage of the recruitment process should you be put forward and be considered for a role.

You could apply directly to companies, however blind applications to companies will rarely be responded to in our experience.

ATTITUDE

NETWORK

BE PERSISTENT

Your attitude leaves a lasting impression.

To get a job in the pharmaceutical industry you’re going to need to convince employers that you can go out and sell to highly-educated customers (i.e. doctors, nurses and healthcare professionals) in a credible manner, without coming across like a pushy salesperson.

During interviews and assessments, you’re likely to be asked what your strong points are, but also where you believe you have weaknesses too, so a balanced but confident manner is essential. Show confidence but also practice self-awareness.

You have the right mix of education, insights and attitude – now, what’s next?

Start finding a way to network with people already working in pharma sales. Tell your university mentors, your parents, their friends, your wider family, even your GP… anyone who might know someone who works in the industry that you want to get into. You might just be surprised at what connections transpire.

Go onto LinkedIn and start building connections with people in the industry.

Reach out to them with a personalised message telling them your ambitions and asking if they have any advice to help you.

Many people will be willing to help you.

Prepare a series of half a dozen questions that you want to get out of any discussion you have. Anyone who does speak to you will be extremely busy. Show you’re structured, efficient and have considered their schedule. Who knows, through networking you could end up speaking to your future boss before you even apply for a job!

It’s highly unlikely that you’ll get the first job you apply for in any profession, so the final thing you’ll need in your quest to join the pharma sales industry is persistence.

There are no shortcuts and there will be competition for jobs so be prepared to apply for several jobs before you get an interview.

Once you get your first role then you’ll be working in a great industry renowned for nurturing good people, so all of the hard work and persistence will be worth it.

Securing your first pharmaceutical sales role will require you to apply yourself and show commitment. However, if you are successful, you could well be taking your first steps into a career that will be hugely fulfilling – professionally and personally.

Kate O’Neill is Graduate Business Lead – Pharma & Healthcare Graduate Sales Recruitment, CHASE. Go to www.chasepeople.com

“ It’s vital to do your homework.

You need to be able to demonstrate a real and sustained interest in landing your first role in pharma sales”

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“ Now more than ever, the sector understands the importance of young talent”

In the driving seat Getting into pharma sales is about more than good grades: it’s about showing that it’s really where you want to be through real-life experience.

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hether you shadow a representative for a few days or take on a summer internship, when it comes to pharma sales and marketing, having some reallife experience shows you mean business.

It also makes you more likely to secure a job interview when the time comes, says Hannah Skillen, Pharma Sales Recruitment Consultant at Carrot Pharma.

“Getting some work experience allows candidates to fully understand what ‘a day in the life’ of a pharma representative entails,” she says.

More than 80% of candidates with one to three years of industry experience on Carrot’s books right now have some shadowing on their CV. “Candidates who have shadowed a representative are able to tailor their interview responses more effectively to show the relevant qualities and skillset because they have seen what the job involves first hand,” says Hannah, adding that approaching a representative directly tends to be the best way to get work experience. It means that simply securing the chance in the first place shows you have the right mettle.

Tom Herrington, Graduate Recruitment Consultant at CHASE, explains: “Speaking to a medical sales representative and shadowing them for a day demonstrates your ability to network and shows a strong commitment to the role.”

RECRUITER INSIGHT

MAKE THE RIGHT IMPRESSION Work experience is the perfect opportunity to make an impression and build contacts. A ‘shadowing diary’, which details the key takeaways from the placement, will also impress future prospective employers.

It’s not just about getting that first interview, it’s also about setting yourself up for the future, says Steven Brewerton, Marketing Manager at Pharmacosmos.

“Work experience is important, and getting global experience is even better. Those are the people who fast track themselves into general manager or senior global roles quickly,” he says. “It doesn’t mean those roles are unachievable for other people, but when families come along it makes it a lot harder.

That early experience is really important.”

THE GRADUATE The right next step after university for many is one of the industry’s graduate schemes, such as those run by Pfizer and GSK. GSK’s Future Leaders Programme has been running since 1979 and many alumni have gone on to senior level positions in the company. The most notable is former Chief Executive Sir Andrew Witty.

The Pfizer Future Leadership Graduate Programme was first launched as a three-year pilot scheme but has now been extended for another year.

These companies are far from the only ones offering opportunities of this kind, as now more than ever, the sector understands the importance of young talent.

Karl Treacy, Head of Recruitment & Academic Liaison at Pfizer, says: “The industry we operate in is evolving at a faster pace than we have previously experienced, and to future proof our business, we recognise the need to have a strong pipeline of talent.”

GSK echoed these sentiments, saying it wanted to “inspire young people’s dedication to human health”.

“To keep getting innovative medicines to the patients who need them, we have the responsibility to inspire, educate, recruit and develop the next generation of talent who will deliver the groundbreaking ideas of the future,” adds Karl.

BEAT THE COMPETITION Competition for such schemes is fierce, meaning that having that work experience, and the right attitude, could just give you the edge.

Kate O’Neill, Graduate Business Lead at CHASE, says: “One of the main attributes sought is passion – pharma is an in-demand industry, so understanding the role you are applying for and demonstrating the right attitude and work ethic is essential.”

What is the GSK Future Leaders Programme?

This two- to three-year scheme offers graduates experience across the UK business. Rotations are across sales, marketing and either communications, government affairs or supply and distribution.

What are they looking for?

• The ability to look outside of the pharmaceutical industry, to understand and translate how advances in marketing and technology can be applied in a highly regulated industry.

• The ability to take a more scientific approach to marketing – using lean methodology to test hypotheses and critically analyse data to drive better marketing decisions.

• The ability to inspire and take others on a journey moving away from ‘traditional’ pharma marketing to a faster paced, more agile and consumer-focused approach. > Go to gsk.com

What is the Pfizer Future Leadership Graduate Programme?

The two-year programme consists of 12 months developing marketing skills within a specific business followed by 12 months in the field.

Pfizer’s advice to the pharma representatives of the future • Don’t be afraid to ask questions, not only to broaden your own understanding but to challenge the way things are done • Be flexible – the job can change on a daily basis so be comfortable with the unknown • Use your network of other graduates, your team, mentors and programme leads. We all have different experiences and perspectives so don’t be afraid to make the most of us and each other • Make the most of every opportunity that comes your way • Enjoy it! > Go to www.pfizer.co.uk

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CHANGING LIVES

Zuchaela Smylie, Therapy Representative at GSK in partnership with Ashfield Healthcare and Joint Winner of the Best Newcomer Award at Pf Awards 2018, on how coming from a non-scientific background has not held her back.

INTERVIEW BY amy schofield

Q. What is your current role and what territory do you cover?

I am a Primary Care Sales Representative within the Respiratory market and I cover the Forth Valley Healthboard in Scotland.

Q. Congratulations on your Pf Award win, how did you feel when you heard your name called?

I was in complete shock to be honest.

I couldn’t believe that my name had been read out as a finalist never mind a winner. But it felt amazing and I couldn’t help but have a massive grin on my face walking up onto the stage.

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P H A R M ATA L E N T

Q. What does winning the Award mean to you?

It means a lot, winning an award so early on in my career within the industry. Coming from a non-medical/ scientific background I was very conscious that I would have so much to learn and prove within my first year.

Winning this Pf Award has reassured me that I am succeeding and it has served as a real motivator for the future.

Q. How did Ashfield support you in the application process?

Ashfield was a fantastic support and offered a great deal of assistance throughout the application process.

Sometimes it can be quite difficult to pick out your successes when you are doing the day job, as you don’t really stop to think about your achievements and the difference that you are making.

It was therefore great to be able to chat things through with my manager and identify these successes.

Q. What opportunities does Ashfield offer you?

Ashfield has been fantastic in terms of their support with career progression. I have never worked with an organisation which has been so keen to develop its people. Within my first year I had attended a number of training courses and joined their Future Focus Programme. Part of the Future Focus Programme involved attending a dedicated development day where I participated in various assessments, which ultimately led to the creation of a tailored development plan made in collaboration with my Ashfield manager and the training manager.

“There is no better feeling than knowing that the work you do is positively impacting people’s lives”

PF AWARD WINNER

PROFILE

Q. Do you have a mentor?

I wouldn’t say that I have a mentor in the traditional sense. However, I know that if at any point I have any questions or concerns, that I am able to pick up the phone and ask for help. Whether that be from my manager, my previous manager, the training manager or another member of staff, they are always happy to help and offer advice. I also keep in close contact with my colleagues who are working on the same project as me and try to meet up with other Ashfield representatives who work across Scotland.

THE PF AWARDS are the leading UK awards recognising and rewarding excellence in the field of pharmaceutical sales. > Go to pfawards.co.uk

Q.

Q.

What attracted you to working in the pharma industry?

What advice would you give to a young person thinking about entering the pharmaceutical sales industry?

I decided to join the industry after building my sales and marketing experience in various other areas such as IT and technology. What really drew me was the opportunity to sell products with a real purpose and the opportunity to help improve people’s lives. For me, that’s what makes this role stand out from other sales-based roles.

Q. What have been your most significant achievements so far?

It would have to be winning the Pf Award, being selected on to the Ashfield Future Focus Programme and of course seeing and hearing how the work I do is impacting and changing patients’ lives for the better.

My advice would be, go for it! It is such a rewarding industry to be part of and there is no better feeling than knowing that the work you do is positively impacting people’s lives. What is even better is when you work for an organisation that you are proud to be part of and who shares your values.

Q. What are your hopes for the future?

I can’t say that I have the future fully mapped out but it will certainly be within the pharmaceutical industry.

My short-term ambition is to move into a training role and always continue to develop myself and see what opportunities lie ahead. Go to www.ashfieldhealthcare.com & www.gsk.com

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Stand out from the crowd WORDS BY JULES WILLIAMS

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RECRUITER INSIGHT

As a graduate entering the pharmaceutical sales arena, how can you stand out to recruiters and hiring managers?

Let’s discuss how you can enhance your chances of standing out from the crowd, including personality traits that hiring managers look for, as well as how the extra-curricular activities you embark upon at university or hobbies you undertake can make a hiring manager interview you or consign your CV to the NO pile!

CREATE A GREAT CV

DO YOUR RESEARCH

WHAT ELSE HAVE YOU GOT?

In the current marketplace, it is imperative that you differentiate yourself from the crowd; the crowd being your competitors – other graduates applying for the same jobs.

Invariably when a hiring manager or recruiter is looking for this type of role to be filled, s/he will be inundated with CVs from aspiring graduates keen to make their presence known. Be mindful that they may have 100 CVs to read for one job, therefore it is essential that you have a well written resume and one which has a good ‘hard hitting’ profile at the top of it. Having many CVs to read, often hiring managers will scan the document’s first page rather than reading every word; this is why it is essential that your profile paragraph (maximum of two) captivates them; telling them who you are and what you can do for them.

Should you include a photograph?

My personal opinion is that, if it is a professional looking photograph, then it transforms the CV into a living document and makes it more inviting to read.

Research the company you are applying to – find out what the company culture is; research the company’s website, note the terminology used. Many pharmaceutical companies have their origins in the U.S. and many have a ‘company credo’ which is worth reading. Look at how many vacancies they currently have; are they routinely recruiting? Does this suggest that they don’t retain personnel? If so, why not? Try to network with another salesperson from within the company and ask them what it’s like working for the company?

Because many graduates will not have had work experience of any longevity, the hiring manager will be interested in the degree subject and pass mark. They may also look at the extra-curricular activities you participated in while at university and/ or the interests/hobbies you have. Securing the right person for the role is not just about ensuring that you have the correct skills or aptitude, it’s about ensuring that your personality will suit the company culture and vice versa. This is vital and helps the company to retain its employees; avoiding further unnecessary recruitment and the heartache you will experience if you join a company where you do not fit in.

M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 15

There are many ways in which you can truly stand out as a graduate:

SWOT UP

SHADOW A PHARMACEUTICAL SALES REPRESENTATIVE

16 | W W W. PH A R M A FI EL D.CO.U K

You may find shadowing a GP representative easier than a hospital representative. You may be asked to have some vaccinations or tests for MRSA and then be permitted to shadow in a hospital.

This experience will demonstrate your interests in this career to a recruiter, while satisfying you that this is the career you would like to pursue.

THE ABPI MEDICAL REPRESENTATIVES EXAM Learn about the ABPI exam; you will have just two years whilst working as a sales representative to attain this qualification. Is there any way you can fund the exam and pass it before interviews? This will make you stand out from the crowd and also reassure the interviewer that you have the relevant and fundamental knowledge required to be a pharmaceutical sales representative.

The company will not have to worry as to whether you will pass the examination, nor will they have to worry about paying for it because you will have it on entry – which is a huge advantage.

“ You don’t need to be a scientist to work in science” DO A SWOT ANALYSIS ON YOUR TERRITORY I would recommend meeting with some GPs or going into some surgeries and asking the practice manager if they will help you with some questions. Try to spend some time with a pharmacist in a hospital. Or try to make an appointment with any supplies or procurement managers within hospitals.

Keep a record of all your meetings with healthcare professionals and ask them to sign a statement confirming that they have met with you. Present these statements and your SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis at any interview and this will demonstrate drive, determination to succeed, keenness to acquire market knowledge and the ability to get a meeting with a decision maker.

Another essential to have is a full clean driving licence; this may sound obvious, however you would be surprised by the number of graduates I have screened for field selling roles who have yet to pass their driving test.

RECRUITER INSIGHT

TIPS FOR PHARMA SALES ROLE SUCCESS • Study an allied degree which relates to the industry.

• Present a well written CV with a strong profile and always spell check – a hiring manager will not be impressed to see spelling or grammatical errors on your CV. • Do your research prior to sending your CV and, definitely, prior to attending any face-to-face interview.

• Present yourself well. Dress smartly for the interview. Working as a pharmaceutical sales person will require you to be of smart appearance and able to communicate in writing and when speaking using the English language well. It is also vital that you are good at articulating yourself.

• Ask OPEN questions – ‘how’, ‘what’, ‘who’, ‘why’ and ‘when’. Importantly, listen to the interviewer’s answers. Remember you have two ears and one mouth and when selling you should listen more than you speak.

• If you have done your research you should have a good understanding of what the hiring manager is looking for, so make sure that you align your relevant skills and personality traits to his/her requirements.

• Present yourself in a confident manner during your interview and be assertive without being arrogant.

• Finally, the most important tip I can give to you is to remember during any application or interview that you are selling yourself!

Sales is, whatever title is given to it, based around features and benefits.

It is common knowledge that while people may be good at selling products, they are invariably bad when selling themselves.

Don’t just tell the interviewer about your experiences or degree subject matter, tell them about how these features will add value to their organisation.

Too many people recite features during an interview and forget the most important benefits – how can your experience add value to the company? How will the skills you have learnt during your extra-curricular activities benefit the company?

GET OUT THERE The healthcare sales industry is a brilliant industry to work in; it will offer you challenges daily and no two days will be the same. You will also be contributing to the health of the nation and working with often innovative products that can improve peoples’ lives.

A person working in this industry is a privileged one, and I wish you well with your endeavours.

Jules Williams is Director at ProMed Recruitment.

Go to www.promedrecruitment.com

“ Remember during any application or interview that you are selling yourself!

Sales is, whatever title is given to it, based around features and benefits”

M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 17

EDUCATIONAL PATH ENGLAND & WALES GCSE NVQ level 2: Apprenticeship/Intermediate level

BTEC or OCR Nationals

NVQ level 3: Advanced Apprenticeship

NVQ level 4: Higher Apprenticeship

BTEC HNC/HNC or Foundation Degree

GCE AS/A levels. Welsh or International Baccalaureate Diploma (IB)

Honours Degree

Postgraduate Qualification

Employment in the pharmaceutical industry 18 | W W W. PH A R M A FI EL D.CO.U K

Information reproduced with kind permission of www.abpi.org.uk

HWAYS

OVERVIEW

These charts show the different educational paths to a career in the pharmaceutical industry within the UK educational systems of England and Wales, and Scotland respectively.

SCOTLAND STANDARD GRADE / INTERMEDIATE 1 Modern Apprenticeship SVQ level 2

Modern Apprenticeship SVQ level 3

National Certificate level 5

Standard grade (credit) / intermediate 2

National Certificate level 6

Higher

HNC

Advanced Higher

HND

Honours Degree

Postgraduate Qualification

Employment in the pharmaceutical industry M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 19

SUCCESS STORIES

GRADUATE PROFILE

DYLAN NICHOL CO M PA N Y:

AstraZeneca ROLE:

App Developer

I

am studying Computer Games and Software Development at Glasgow Caledonian University, and within AstraZeneca, my role has been as an app developer.

EMBRACE CHANGE My project started by designing an app which would be used as an eLearning platform for the sales teams in respiratory. I designed the app layout, features and development cycle which I would be carrying out. Due to time constraints however, the project had to be cancelled, and my role changed to scouting possible eLearning platforms already on the market. My role was to communicate between AstraZeneca and these external companies which could offer us such software.

As I have come closer to the end of the internship, my role has changed again, as I have been carrying out different tasks to help lower the workload for my colleagues.

I work alongside various teams in a massive organisation and help to alleviate pressure across the teams by taking on different jobs. I also travel to different AstraZeneca offices across the UK to meet members of the organisation.

2 0 | W W W. PH A R M A FI EL D.CO.U K

FRESH INSIGHT I was attracted to working for AstraZeneca as I view pharmaceutical companies as organisations which have to constantly stay up-to-date within the digital world and was encouraged at the prospect of guiding this process.

I also had a rather negative view of pharmaceutical companies and wanted to challenge this point of view and gain new insight into the business.

In my current team, most of my colleagues have limited knowledge in my area, which provides a new challenge to me as I have to explain ideas and express myself using terms that anybody can understand.

WORD OF ADVICE For a young person entering the pharmaceutical industry, my advice would be to have an open mind about the industry and admire all the great solutions that the business has brought to healthcare.

For me, I see this internship defining my career path even more. I feel like I am much better suited to a smaller team and can see a great future for myself as a developer in a smaller-scale team. > Go to www.astrazeneca.co.uk

“ Have an open mind about the industry and admire all the great solutions that the business has brought to healthcare�

SUCCESS STORIES

ANNE SCHOU

GRADUATE PROFILE

CO M PA N Y:

Novo Nordisk

“ I enjoy working cross-functionally finding solutions to complex business issues and working to deliver high quality results”

ROLE:

Market Access Manager in the UK affiliate

The work I get to do in Novo Nordisk is interdisciplinary by nature with interactions between science and policy which is extremely appealing to me, coming from a public health background.

Working together with key stakeholders in the healthcare system to improve diabetes care is not only exciting, but makes for extremely rewarding work.

I

WORDS OF ADVICE

studied a Master’s degree in Public Health Science at the University of Copenhagen, where I focused on pharmaceutical policy, epidemiology and health economics. In my role, I get to play a part in improving patient access to diabetes and obesity medicines.

As part of my degree I had an internship with Novo Nordisk HQ in their Health Advocacy department, which sparked my interest in the pharmaceutical industry and especially my interest for Novo Nordisk.

WORLD OF OPPORTUNITY It stood out to me as a company due to its heritage within innovative diabetes care and because of the company’s values and culture. Novo Nordisk integrates a set of values called ‘The Novo Nordisk Way’ which ensures a patient-centred and sustainable business approach, high quality products and ethical business practices.

I began my career in Novo Nordisk as a European Market Access graduate, which is a two-year global career journey. I had the opportunity to go on three different rotations in three different European affiliates in Europe (Denmark, the UK and France). This was a great opportunity for me to gather international experience, get exposure to various projects within market access and to start building a strong network.

If you are still studying, try to get involved with the company to learn more about the work environment. I participated in a case competition organised by Novo Nordisk when I was studying, which was a good way of getting to know the company a bit better. This gives both you and the company an opportunity to see if there could be a potential fit and you get to network with people, which is always helpful when trying to figure out in which direction to go.

A DAY IN THE LIFE

WHERE NEXT?

A day in the world of market access can be many different things. Most days, I will be working on various projects and plans for our different products spanning areas of health economics, real-world evidence, value communications and public affairs. I also work with external stakeholders and attend meetings, conferences etc. which provides a good understanding of the always changing healthcare environment in the UK.

My ambition is to further develop capabilities within Market Access and Public Affairs, as I enjoy working cross-functionally finding solutions to complex business issues and working to deliver high quality results.

I aspire to utilise these skills across the different organisational levels in Novo Nordisk and hopefully contribute to grow the business both profitably and responsibly. > Go to www.novonordisk.co.uk

Looking for a life-changing career?

Join us and make the most of your talent www.novonordisk.com/careers M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 2 1

Culture shock Company culture is a critical factor in job satisfaction for most people. How do you make sure that the company you’re applying to is the right fit for you?

C

ulture is often described as the ‘way we do things around here’ and is essentially the formal or informal ‘code’ of expected behavioural norms.

A great place to start with finding a good culture fit for you is learning to understand your own personal drivers and needs as an individual. Some are drawn more towards values-led workplaces, where factors such as a social or ethical mission and purpose underpins the organisation’s activities, such as in non-profit organisations. Others are likely to thrive in a company which is achievementdriven, regardless of what the business actually does, such as in target-driven industries.

CHECK YOUR PRIORITIES You can look for the ‘evidence’ of culture in formal people practices such as how the company rewards its employees, and thinking about how fair this feels to you. How does the organisation look after employees, with benefits such as flexible working, or profit sharing, and how important is this to you? How often do they carry out performance reviews and will this be the right amount of feedback for you?

Culture is also in the less formal expectations. Is this a culture where you will be expected to work autonomously, or is it very hierarchical, and how would that feel to you? Do people go straight home after work, or is there an expectation for lots of socialising after hours?

2 2 | W W W. PH A R M A FI EL D.CO.U K

INTELLIGENCE

5 TOP TIPS

FOR IDENTIFYING CULTURE FIT

1.

Get to know your own drivers and motivators. If you aren’t sure, ask people who know you well for their feedback.

2.

Meet as many people in the company as possible. Find out as much as you can about the senior leadership team.

If you get an opportunity to meet them in person, take it.

3.

Look for the ‘evidence’ of the culture in the formal people practices and the informal social expectations of other employees.

4.

Find out what changes the organisation has been through or is likely to go through to find out if the culture is likely to be stable.

5.

Pay attention to the ‘micro’ culture of your immediate team as this can have as big an impact on your wellbeing as the wider company culture.

“ Organisations can idealise what they would like their culture to be, which can be a little different to the reality” WORDS BY CLARE HILL

ASK QUESTIONS When applying for jobs and reading a company website or recruitment information, bear in mind that organisations can idealise what they would like their culture to be, which can be a little different to the reality.

To determine what the company culture is really like, ask questions about the company’s founders and leaders, and what drives them.

Culture ultimately trickles down from the top, and finding out about the personal principles and communication style of senior people will give you a lot of clues as to how everyone else in the company will behave.

It is useful to find out if they have gone through any recent changes, such as new leadership, or a high volume of recruitment, as this could mean that the culture could look very different in the coming months.

Take the opportunity to meet as many people in the company as possible during the different recruitment stages in order to get different perspectives. Pay attention to whether people’s descriptions of the culture are consistent, as this is usually a sign of wellembedded culture. If you can find out how long people tend to stay with the organisation this can be an indicator of a healthy culture, or high turnover can mean there are culture issues.

WEIGH IT UP If you like the sound of the job, but not the company’s culture, it can pay to be pragmatic. Factors such as good development opportunities may be worth the sacrifice of a perfect culture fit for a period of time, but you should have a clear idea of what you want to achieve during your time there. Do, however, pay attention to what your immediate team and manager are like. This can mitigate some of the downsides of the wider culture and protect your mental wellbeing.

If you start a job and find that the company culture does not align with your values, try not to panic and react emotionally. It is not the end of the world to make a mistake, but if you decide to leave, you will need to explain your decision to your next potential employer. Think carefully about why the culture is a bad fit for you, so you can clearly articulate your reasons for leaving. It is always wise to part ways with your current employer honestly and with integrity. Most organisations are concerned with ensuring they hire for culture fit, and would rather know if you feel you are not a good fit sooner rather than later.

Clare Hill is a Business Psychologist at culture specialists Isaacs Hill. > Go to www.isaacshill.com

M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 2 3

MORE THAN JUST A JOB Sarah Valente-Smith, Key Account Manager for women’s cancers in the oncology division for the south west, MSD, and Joint Winner of the Best Newcomer Award at Pf Awards 2018, on how mentors have helped her forge a pharma career.

INTERVIEW BY amy schofield 2 4 | PH A R M A FI EL D.CO.U K

P H A R M ATA L E N T

PF AWARD WINNER

Q.

Q.

What attracted you to working in the pharma industry?

How did MSD support you in the application process?

After university I wanted to have a role that enabled me to progress and build a career, and that’s exactly what the pharma industry and MSD enable me to do. It’s a career rather than a job.

The biggest part of why I do what I do is to help patients access the right medicines at the right time. The patient is at the forefront of all our work.

MSD were highly supportive throughout the entire process.

My manager suggested I go for it and her support and guidance was fantastic. MSD really invests in its people, and prides itself in recognising and rewarding employees. Supporting the Pf Awards is part of this.

Q.

Q.

What is your current role and what territory do you cover?

What opportunities does MSD offer you in terms of career progression?

As I write this, my current role is senior diabetes representative covering South Warwick and South Worcestershire.

However, I have recently achieved a promotion as key account manager (KAM) for women’s cancers in the oncology division for the south west which I am extremely excited about!

There are lots of opportunities to progress; if you display willingness, they will do everything they can to help you hit your goals. MSD also don’t look at age or overall experience as a limiting factor, as long as you demonstrate passion and enthusiasm and are willing to work hard to develop your skills. Additionally, I have a fantastic manager who really believes in me and has really helped drive my development – it has been incredibly empowering!

Q. Congratulations on your Pf Award win, how did it feel when your name was announced?

I was in complete shock, I didn’t expect it at all as I knew it was a really strong field.

Q. What does winning this Pf Award mean to you?

I feel really honoured to have been recognised across the industry, I think it’s wonderful there is such a platform to recognise achievement for people like myself who are at the first stages of their career.

Q. Do you have a mentor, and if so, how have they guided and influenced you so far?

I have been lucky and had a number of mentors within MSD. When I first started, I was assigned two ‘buddies’ as part of the mentor scheme, and their advice and support has been invaluable. Most recently, I entered the MSD Women’s Network mentorship programme and I was assigned a mentor from Israel who is the oncology director. She has been really valuable in helping me achieve my latest role.

PROFILE

THE PF AWARDS are the leading UK awards recognising and rewarding excellence in the field of pharmaceutical sales. > Go to pfawards.co.uk

Q. What have been your most significant achievements so far?

Up at the top has to be my Pf Award.

If I’m honest I still can’t quite believe it!

In addition, gaining my senior ranking representative role and my recent KAM promotion which I am over the moon with!

Q. What advice would you give to a young person thinking about entering the pharmaceutical sales industry?

If you’re looking for a career rather than just a job, then this is a really exciting industry to be in. Don’t let not having any experience put you off applying for jobs first time, you can gain plenty of transferable skills and do research – I didn’t have any shadowing or experience before I got my role with MSD! > Go to www.msd-uk.com

M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 2 5

WORDS BY phil yates

All in the

PREPARATION The ABPI Medical Representatives exam is an essential part of the professional development of pharmaceutical sales representatives.

Here’s how to pass with flying colours.

2 6 | W W W. PH A R M A FI EL D.CO.U K

INTELLIGENCE

W

hen you are appointed as a Medical Representative or any role which falls within the scope of the Association of the British Pharmaceutical Industry (ABPI) Code of Practice, if your company agrees to abide by the ABPI Code of Practice you will need to prepare for and pass the ABPI exam. You must sit all units of the exam within one year of being employed by your company and you must pass within two years.

The ABPI exam comprises the Certificate (four mandatory units) plus the Diploma (two-three units).

THE MANDATORY UNITS WITHIN THE CERTIFICATE ARE:

CERTIFICATE

MANDATORY UNITS (Morning) 31 Credits

DIPLOMA

DISEASE AREA UNITS (Afternoon) > 15 Credits

Structure of the NHS & Code of Practice

Human body structure & function 1

Human body structure & function 2

Development & use of medicines

• 5 credits • 30 questions • 30 minutes

• 10 credits • 40 questions • 40 minutes

• 8 credits • 40 questions • 40 minutes

• 8 credits • 45 questions • 50 minutes

Your company will select your three Diploma units which reflect the company’s priorities, though if unit 6 is selected, only one additional unit is required as unit 6 provides double credits. You need to obtain 15 credits for the Diploma.

GET STARTED First you need to register as a student with the ABPI and you will then be sent the learning materials. Discuss your preparation for the exam with your manager and book your exam date. Then, working back from that date, prepare your learning schedule.

Set yourself milestones by when you will have completed each chapter and book study time in your diary. Stick to your schedule.

EFFECTIVE LEARNING Neocortex

Limbic

Reptilian

“ Create mental associations with mind maps”

Simplistically you have three brains, reflecting human evolution. We share the reptilian brain at the top of the spinal cord with birds and reptiles and this attends to your survival by controlling hunger, temperature control, fight-or-flight fear responses, defending territory, keeping safe etc.

During evolution, as animals became more complex, the limbic system developed around the reptilian brain to facilitate

emotions, feelings, pleasure, attention and long-term memory. 80% of the brain however comprises the neocortex (cerebrum) which enables us to think, solve problems, translate and support language. If we feel stressed, the reptilian brain becomes more active to ensure our survival, so to engage the cerebrum both whilst studying and in the exam room, we must remain calm, positive and enjoy the experience.

Functionally the brain comprises the conscious mind, which can only deal with 7 +/- 2 pieces of information (George Miller 1956), and the unconscious mind, which has an almost limitless capacity.

Clearly therefore, attempting to memorise such a large amount of information will not work. Instead you must absorb and assimilate the knowledge both consciously and unconsciously and a very effective technique is to create mind maps (spider diagrams).

M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 2 7

9.

PREPARE FOR SUCCESS

Watch documentaries or educational TED talks on the topic

10.

HERE ARE SOME EXAM PREPARATION TIPS:

1.

Speak out loud rather than just reading

2.

Create mental associations with mind maps

3.

The central topic is the starting point for your mind map

4.

Add up to nine branches which your conscious mind can recall with a mnemonic

5.

Add keywords and images

6.

Colour code your branches.

8.

Annotate and highlight your ABPI materials

2 8 | W W W. PH A R M A FI EL D.CO.U K

Have someone else test you

12.

REWARD YOURSELF WITH TREATS

Create crazy associations with the syllabus content

7.

Take regular breaks every 45-60 minutes

11.

1 4.

15.

13.

FOCUS ON POSITIVE THOUGHTS

Associate learning with people you know, for example people with heart disease, diabetes and so on.

Associate learning with your own physiology and personal experience

16.

BLOCK DISTRACTING APPS SUCH AS SOCIAL MEDIA

INTELLIGENCE

17.

Taking the exam

Search for animated explanations on the internet

Tell yourself that you have prepared well for this and that you know the answers

18.

Create flashcards or cue-cards for testing yourself

19.

Teach yourself or someone else what you have just learned

20.

Use example questions to reinforce your learning

21.

Draw diagrams to store visual memories; learn ‘actively’

Go for a short walk before your exam; exercise can boost your memory

22.

Consider working with a coach either in a group or one-to-one

Cover the multiple-choice answers with your hand, consider the answer then reveal the choices If in doubt, go with your ‘gut feel’ or the first answer that came to you If you get stuck on a question, move on and return to it later

Answer all of the questions

23.

Play music (without lyrics) quietly in the background

24.

USE LOTS OF COLOUR WHICH STIMULATES THE UNCONSCIOUS MIND

Remain calm; the Diploma requires cerebral thinking rather than simple factual recall Remain in the exam room until the end and use this time to go back and check your answers.

Good luck with the exam and every success to you working within this amazing industry. Phil Yates is Managing Director at Coachwise Consultants Ltd. > Go to www.coachwise.co.uk M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 2 9

RECRUITER INSIGHT

Assessment centres explained

The pharmaceutical industry’s recruitment processes are notoriously rigorous. What does the crucial assessment centre stage involve?

P

harma recruiters and hiring managers are looking for the best of the best and they have many ways of rooting out elite applicants. The assessment centre is a key part of the recruitment process, so it’s important to know what to expect and be prepared.

“The assessment centre is designed to assess your suitability for the role outside of the formal interview process,” says Sam Grove, Commercial Director, Oberoi Consulting. “This is done through a number of different exercises.”

The process is intense, taking anything from an afternoon to two days. You need to stand out from the crowd – you’ll be in the company of six to eight other applicants and competition is fierce.

“Competency-based interview questions are designed to target specific competencies pivotal to the role,” says Sam. “Where possible, use the S.T.A.R. format when answering: situation, task, action, result.”

WHAT WILL I BE JUDGED ON? “Sprinkled throughout the content of the case study and wider assessment will be competencies you are being measured against that the employer will regard as critical to perform in the role,” says Kelly.

For example, if you’re applying for sales and marketing-based roles, the judging criteria could include:

WORDS BY amy schofield 3 0 | PH A R M A FI EL D.CO.U K

WHAT TO EXPECT Kelly Davis, Executive Recruitment Consultant; Bucks, Berks, Oxon, South West, South Wales; CHASE, says: “Every company will have its own approach to running the day, however, there are certain exercises that may be included.” These are:

CASE STUDY

PSYCHOMETRIC TESTING

A fictitious case study about a company or brand with a specific business challenge that needs to be addressed.

To profile your personality type to ensure that there is a good cultural fit between you and the company.

PRE-PREPARED PRESENTATION

ROLE PLAY EXERCISE

To demonstrate a clear line of thinking addressing challenges, objectives, consideration of options, recommendation, pros and cons, stakeholders and timed plan of action.

Looking at your style of sales technique and how you interact with customers.

GROUP EXERCISE

The company is looking to get to know you and how you have demonstrated certain competencies in previous roles and situations.

The company is looking at how you interact with colleagues and go about resolving challenges.

Strategic thinking Problem solving Planning and organising Customer service focus Influencing others Delivering results Working together

COMPETENCY BASED INTERVIEW

“Regardless of the chosen topic, the number one piece of advice I give to all my candidates is to try to research and prepare yourself in advance of the day,” Kelly advises.

Remember, whatever the outcome, feel proud of how far you’ve come.

“The assessment centre is the final stage of the recruitment process.

Getting this far is an achievement – this is your opportunity to ask questions,” counsels Sam. “Above all, be yourself.

Don’t forget to ask for feedback, whether you are successful or not.” > Go to www.chasepeople.com > Go to www.oberoi-consulting.com

I

’m just about to go into my final year of my BA (Hons) Business Management degree at Abertay University in Scotland. At AstraZeneca I’m responsible for the launch planning processes for two of AstraZeneca’s largest respiratory drugs.

I was attracted to working in the pharmaceutical industry because I like to help people and being able to work in an organisation that impacts the lives of thousands of people daily was attractive to me.

DYNAMIC ENVIRONMENT I chose to apply to AstraZeneca as I’d seen first-hand how their products can change people’s lives and I wanted to be part of that.

Secondly the company has had a resurgence over the last few years under the guidance of Chief Executive Pascal Soriot, with lots of new investment into their portfolio and infrastructure. I wanted to be part of a company that was at the forefront of innovation and AstraZeneca was just that.

The biggest opportunity I have had while working with AstraZeneca is working in such a large and dynamic cross functional team. Their expertise in respiratory and management has been a great learning experience for me. I have also been afforded a great deal of responsibility while here at AstraZeneca, including being responsible for delivering training sessions to the global team on new launch processes and directly influencing the launch event for a new drug in the company’s portfolio.

SUCCESS STORIES

GRADUATE PROFILE

SHANNON DOUGLAS CO M PA N Y:

AstraZeneca ROLE:

Launch Planning Intern

A DAY IN THE LIFE I start my day early, normally around 6am; I don’t like to rush in the morning. I’ll have a cup of coffee and check my emails to see if there’s anything I need to address right away. Then I’ll get ready and either walk or cycle to the office. Once there I find a desk (in the Cambridge office we hot desk) and set up for the day. I’ll then have a short meeting with my mentor, Global Inline Lead Syd Cassimaty, to get aligned on tasks that need completing, or any meetings that are happening that day. At lunch, myself and the fellow interns like to take advantage of the gym classes on offer at the building’s gym or enjoy our lunch on the rooftop seating area which saw a lot of use during the heatwave.

I normally leave the office at 5pm and head home to relax and get ready for the next day.

No two days are ever the same. The office is so dynamic with new faces appearing every day and everyone is so warm and welcoming.

SUPPORT AND ADVICE

WHERE NEXT?

My mentor, Syd, is very involved in the work I am doing. We have daily catch-ups to ensure I’m on track and not struggling which I have really appreciated. This is the first time I’ve worked in an environment like this and having his support to fall back on has made the whole process a lot easier.

My advice to anyone thinking of a career in this industry is to leave any prior ideas you have about the industry at the door. The media paints a picture of the pharmaceutical industry that simply isn’t true. Go in with an open mind and say yes to every opportunity that is thrown at you.

Over the next few years I see myself working for a large corporation in either project management or digital marketing.

It’s an exciting journey I can’t wait to go on. > Go to www.astrazeneca.co.uk

“ Go in with an open mind and say yes to every opportunity that is thrown at you”

M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 3 1

SUCCESS STORIES

GRADUATE PROFILE

ANNA SOPHIA HENDY CO M PA N Y:

AstraZeneca ROLE:

Behavioural Economics Project Assistant

I

am currently studying a BSc in Psychology at the University of Aberdeen. I have experience working in Healthcare as a Support Worker for people with learning disabilities, and as a Healthcare Assistant (HCA) for the elderly.

Therefore, I wanted to learn more about pharmaceuticals and this area of healthcare delivery.

In my role I research and present the ‘as-is’ behaviours and the psychology of stakeholders. I use this information to offer theoretically grounded solutions to deliver behavioural change.

3 2 | W W W. PH A R M A FI EL D.CO.U K

“ Through studying psychology, I have come to appreciate the importance of science and evidencebased treatments in improving care for all”

A DAY IN THE LIFE I read important internal and external documents daily and select crucial information to discuss with my supervisor, to design exciting strategies for AZ to improve stakeholder engagement. I look at what is currently being created in disease areas, the psychological research, and come up with solutions to address stakeholder challenges.

What I love the most about working here is becoming knowledgeable in this disease area, something I would not usually encounter in my studies. I am looking at this challenge as an outsider, but through the psychological lens: I feel I can add something useful to the current stakeholder understanding. Furthermore, I love that my research has the potential to improve care in this area.

SUPPORT AND ADVICE VALUE PROPOSITION I felt aligned with the values that this company upholds. Through working as an HCA and support worker, I have learnt the importance of putting the patient at the centre of everything you do. Also, through studying psychology, I have come to appreciate the importance of science and evidence-based treatments in improving care for all. As someone who is interested in technology, I wanted to work for a company which creates innovative solutions to disease management.

When working for a major global organisation like AstraZeneca (AZ), you are given the opportunity to make a difference on a large scale: reaching out and impacting the lives of many people worldwide. You also have great opportunities for personal growth in many differing areas of specialism.

My mentor is Matthew Bonam, Senior Director Scientific Project Management.

He has given me an abundance of support, while giving me the freedom to be creative and self-learn. Ultimately, he has given me more confidence, encouraging me to trust myself and my own judgement.

I would advise anyone considering a career in the pharmaceutical industry to also trust their own judgement and intuition. I would encourage them to speak out when there is something they do not understand, and to ask questions, even if, at first, the questions may appear ‘silly’.

WHAT’S NEXT? I would like to combine my interests in Artificial Intelligence and Behavioural Medicine into a future career in healthcare or pharma. My personal aspiration is to help others to improve their physical and mental wellbeing and increase access to good quality care. > Go to www.astrazeneca.co.uk

TOP 5 JOB SEARCH TIPS

INTELLIGENCE

Looking for a job can be a full-time job in itself, but with these top five tips for efficient and effective job searching, you won’t miss out on the best pharma industry roles.

1. 2. 3. 4. 5.

NETWORK

THE LAW OF ATTRACTION

ON TARGET

HIDE AND SEEK

KEEP SMILING

The idea of ‘networking’ might make you cringe, but people talk and someone you know may know about the perfect job for you, that hasn’t yet been advertised.

Many people actually end up finding and getting the pick of the roles by talking to friends, calling on contacts, and reconnecting with former colleagues and their networks.

If you’ve completed any internships, work experience or relevant job roles whilst studying, re-establish contact with your line manager or colleagues and ask about any opportunities.

You can spend hours searching for jobs online, but have you thought about getting them to come to you? Post your CV online and send it out to recruiters, who will do the work for you. This way you will be more visible in the jobs market and companies will know that you’re actively looking.

PharmaJobs.co.uk enables you to upload your CV and browse relevant jobs.

Don’t just look for any job that suits your skills and experience. Research the companies that you really want to work for; look at their history, their areas of focus, their projects, their pipeline, their company culture, and most importantly, find out what they’re like to work for from people who work there. Target those companies and hone your CV to match the sort of people they’re looking for.

Lots of jobs can be found before they’re advertised.

If you’re already working at a company you like, keep your ear to the ground for news of internal vacancies and make your interest known before they’re made public.

If you’re looking for your first job as a graduate, remember the advice about networking; ask around, re-establish old connections and make it known that you’re looking; someone may just come up trumps with a job that’s not been advertised yet.

Searching for a job can be tough and everyone experiences rejection at some point in their lives.

However, use setbacks to your advantage by learning from your mistakes and don’t be disheartened if you don’t get a response from an application or two.

Keep positive and see the process as a journey to getting the job that is right for you.

Give these five tips a try and you’ll soon be on your way to starting a rewarding career in pharma.

M AG A ZI N E G R A D UAT E S PECI A L ED IT I O N | S EPT EM B ER 2018 | 3 3

5

INTELLIGENCE

HOBBIES YOU NEED ON YOUR CV To list hobbies, or not to list hobbies? That is the question when it comes to CVs. But in fact, your interests say a lot more about you than you may think.

E

mployers see your interests outside of work as a valuable indicator of who you are as a person. While your experience, education and skills are, of course, important to match with the role, your interests tell a potential employer a lot about you.

Your hobbies can even make you stand out against a competitor with similar credentials, bagging you the all-important interview.

That said, listing ‘socialising’ and ‘Netflix’ are unlikely to have the desired effect.

Consider how your hobbies reflect your personality. For example, practising a martial art can show discipline; an interest in art shows you have a cultured side; and flower arranging highlights a creative flair.

Each of these traits show you’re open to developing yourself which translates well into working life.

If you feel like you don’t have any particular hobbies, don’t worry, it’s not too late to start.

The willingness to find and try new things also shows an adaptability and desire to grow which you can explore at interview stage.

3 4 | PH A R M A FI EL D.CO.U K

MORE THAN MEETS THE EYE

3.

TEAM GAMES

Consider these hobbies and what they tell a potential employer about you:

Taking part in team activities including tennis, netball, or football show that you have commitment, dependability and the ability to work with others.

1.

4.

ENDURANCE SPORTS Sporting activities such as long-distance running, cycling, or swimming show that you possess great drive and that you don’t easily give up.

2.

EXTREME SPORTS Hobbies such as skydiving, mountain biking or white-water rafting demonstrate that you don’t dwell in your comfort zone and that you’re willing to push the boundaries of what others believe is possible.

CREATIVE PURSUITS Being creative in your leisure time, whether it’s drawing, photography, or knitting can show that you have a creative mind which is able to approach problems in an imaginative and original way to find innovative solutions. This applies even if the job you’re applying for is not in an obviously ‘creative’ field.

5.

STRATEGIC GAMES Playing chess or spending quiet time doing the crossword highlights a strategic mindset.

Take a closer look at what you do in your free time and consider how this could translate to your dream role. Now spend some extra time highlighting your hobbies on your CV, and see the difference it makes.

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