Sales Management: The New BioPharma Representative

The pharmaceutical industry is abuzz with discussion: What will "tomorrow's" sales force look like? How will the job profile and competencies for sales reps change to better serve customers? How do we recruit and hire this new breed of sales reps? Steve DeMorro, president of Publicis Healthcare Recruiting, identified several key characteristics of the new biopharma representative, and how he believes these will become a standard part of the job profile for recruiting—and developing—sales reps in the future. While there is no one-size-fits-all model for what a perfect salesperson should be, this schematic offers a guide for some solid traits to look for.