Pharmaccess is a highly interactive training program to certify individuals who seek a career as a sales representative in the life sciences industry. The program allows participants to get acquainted with the pharmaceutical/medical industry (context, evolution, and issues), the requirements, and responsibilities of a pharmaceutical/medical sales representative and the sales techniques, which are specific to this industry.

The program is composed of 15 modules.

Initially we focus on getting acquainted with the industry: we cover the steps required to develop and bring a medication to market, patent laws, organizations such as CCPE and Rx&D, mergers, co-promotions and concepts such as pharmacoeconomics, pharmacokinetics, pharmacogenomics, etc.

Once participants have a good understanding of the environment of the industry, we then explore the selling techniques which are specific to the pharmaceutical/medical industry.

• We outline how sales representatives can maximize their time in order to be productive.
• How to manage a territory including conducting an S.W.O.T. analysis and writing a business plan, etc.
• We then learn how to determine S.M.A.R.T sales objectives.
• How to use the tools of the trade, such as sales aids, clinical studies, dosage cards, product monographs, patient brochures, samples, etc.
• We also examine the steps representatives must go through in order to obtain a doctor’s commitment.
• Throughout the program we practice what we learned by doing role-plays which are captured on video-camera.
• Upon reviewing the videos, we pay close attention to: eye contact, body language, posture, voice intonation and speech delivery, listening and observation skills, etc.
• Since psychology plays a crucial role in sales, we also introduce participants to various personality types and suggest ways of establishing and developing excellent business relationships with each one.

We also cover other responsibilities of a pharmaceutical sales representative, such as:

• The importance of the pharmacists and how to conduct an efficient pharmacy visit.
• The planning and organizing of continuing medical education programs (C.M.E.’s).
• The administrative tasks.

To wrap thing up, we then spend almost an entire day reviewing interview techniques traditional, behavioral, and scenario-based to help our students prepare them for their eventual integration into the industry.

We use the same criteria that pharmaceutical, medical, surgical and other scientific companies use.

Witch means you must possess and be able to demonstrate the following:

• A completed university degree in any field.
• Ability to learn scientific matter such as: Anatomy, physiology, pharmacology and pathologies.
• Strong selling abilities.
• Computer literate and bilingual (in the province of Quebec).
• Excellent interpersonal and communication skills.
• Strong organizational and presentation skills.
• Strong analytical and strategic thinking skills and business acumen.
• Team playing abilities and predisposition.

What are the responsibilities of a pharmaceutical /medical sales representative? The sales representative is responsible for promoting the assigned products in a given territory to established customers such as: doctors, nurses, and pharmacists in order to get the healthcare professional to prescribe or purchase the products and, by the same token, increase the company’s market shares.

He must also plan and organize continuing medical education programs (C.M.E.’s) Furthermore, the representative must manage his territory as if it were his very own company, which involves, among other tasks, to properly target his audience, perform analyses, write annual business plans, stay abreast of market trends, and communicate them to his company, etc.

Bilingualism is a mandatory requirement for the Quebec market, which means that your chances of being hired are diminished if you’re not functionally bilingual.

Most pharmaceutical / medical companies do not require a degree in science. Employers will look at your selling skills, business acumen and character traits. If you have a degree in science, it may be considered an asset but not necessarily a criteria. Your future employer will, however, want to make sure that you have excellent learning capacities and a keen interest in life sciences.

Most healthcare companies require a bachelor’s degree, however if you hold a nursing diploma you may still be considered, especially in the medical arena.

A beginner may expect to earn approximately $50,000 base salary per year and a bonus of approximately $10,000. Most companies also provide a company car, reimburse business expenses, and offer a complete range of fringe benefits and other perks.

Pharmaceutical / Medical companies receive thousands of resumes every year, meaning there is fierce competition to work in this exiting industry. They also know that they will have to invest up to $450,000.00 to train and bring a new recruit up to speed . For all the above reasons and many more, it is increasingly difficult to obtain a position as a pharmaceutical / medical sales representative. In the light of these facts it is all the more important to distinguish yourself from other candidates.

Pharmaccess in now recognized by more than 45 healthcare companies as an extremely valuable program. When hiring managers see that you are a graduate it substantially increases your chance to be invited for an interview.

They also agree that we very carefully select all participants, and only those who fit the industry are considered. Graduates represent a safer investment than non graduates. Graduates also tell us that by taking the certification it greatly facilitated their industry integration and helped distinguish them from other candidates during the interview process and they performed much more quickly once hired.

No, we cannot, in all honesty, guarantee a job to participants at the end of a training program. However we continuously promote our graduates to the industry and provide ongoing support.

Since January 1st, 2005, we have trained more than 250 participants at our Montreal institute and more than 80% of these graduates now work in the industry. Today our program is recognized by than more than 45 life science companies. Some have hired up to 12 graduates, suffice to say that Pharmaccess has an excellent reputation.

$1,895.00 (plus taxes $2,179.72) for the six days, and the program is accredited by the Ministry of Education therefore it is tax deductible.

We meet every Pharmaccess graduate a couple of weeks after graduation for a post-Pharmaccess interview with one of our consultants. At that time we will provide feedback on their exams and look over their integration plans and their resume and support the graduate in their career search.

We pride ourselves on always being available for our graduates whenever they call us with questions and always take the time to support them in any way we can.

Pharmaccess sessions take place at our office located in Montreal. We offer weekend sessions (3 weekends)

We usually give 3 to 4 sessions per year (according to demand) in French at our Montreal institute.

If you’re interested in the program we need to meet you in person so that we may evaluate your aptitudes for pharmaceutical/medical sales representation. Please send your resume in confidence to administration@quintal.ca and indicate your interest in Pharmaccess.

Call us, at (514) 284-7444 or you may also e-mail us at administration@quintal.ca