Are you qualified for a career in Medical Sales?
IQVIA’s Therapy Account Specialist David Upton reveals how he made the switch to Medical Sales and how the skills he brought from his previous career as a policeman has helped him forge a successful career.
What did you do before you went into medical sales?
I had a number of jobs before I came over to medical sales. I left school at eighteen and went straight into work in retail and then worked as cabin crew for an airliner. Once my wife and I started a family, I joined the police and was an officer for seven years before starting to work in the medical industry.
Why did you decide to make the move to medical sales?
There was no real career progression within the police and I wanted a career I could progress in. Having been very much public facing in both my last two roles, and having spent the last six years dealing with a large number of different situations, I felt that sales would be something I could be good at. Being in Medical Sales also meant I would still be helping people, which is important to me. A friend referred me to IQVIA where I landed a role in pharmaceuticals as a Territory Account Specialist.
Which skills did you find most useful, or transferrable, when making the change?
A lot of the skills I have brought across have been really useful. For instance, I was trained in advance interviewing techniques whilst in the police which really teaches you how to listen and pick up on certain aspects of people’s responses. I think it also helps me dig a bit deeper when talking to our customers. Being a police officer has certainly built up my resilience and I think that is also a key skill in the pharma sales industry: sometimes you get knockbacks to begin with while customers figure you out and you need to be able to adjust and try again afterwards. I think once they know you have done a job in emergency services they realise that you are here to help them and you can then gain their trust.
What advantages do you have if you transfer from another industry?
For me it has been a big advantage coming from outside the pharma sales industry. Having been in a few different careers lets you see what’s going on from a different angle. Having people from different walks of life and diversity gives you different skill sets and different ways to manage change. In a market that is constantly developing and changing it is key that there are a wide range of contributors making sure every angle is covered.
Which jobs are currently in demand in the medical industry and what skills do they require?
There are always sales jobs in the medical industry and they are there to be filled, be it in Pharma or Medical Devices. Sales is a fast-moving industry that you can really build into a good career: as long as you are good with people, good with time management and happy to put in some studying then there is no reason why you couldn’t do it. There are always people around that are willing to help you and the support I have had since joining IQVIA has been fantastic.
What are clients looking for from candidates?
They are looking for people that are highly motivated, able to make decisions quickly but happy to ask for help if they are unsure of anything. Above all, I think you need to have a passion for helping people because for me that is what this is all about.
What advice would you have for people wanting to go into medical sales?
It’s important to get a basic understanding of how sales roles and sales calls work. When I decided to make the change to Medical Sales, I shadowed a friend in the industry to get a good idea of what the role required. Given that the job involves working closely with the NHS, I’d also suggest to do some research and understand how they decide how to source their drugs and medical equipment. It’s important to be prepared!
I’d also recommend starting your career with a company like IQVIA. When you start as a Medical Sales rep, you need to pass a regulatory exam within the first two years of being in this profession. I feel that IQVIA gave me the support and directive I needed to pass the exam.
IQVIA is always looking for passionate candidates in Medical Sales: find out more about the range of jobs we offer here.
Find out more about life at IQVIA
Did you know IQVIA has
56+ petabytes of unique data
including 1.2B+ non-identified patient records
Did you know IQVIA cares about
Health and Wellbeing
for all its employees
Did you know IQVIA has
Excellent work-life balance
and is committed to this kind of culture
Did you know IQVIA has
1,900+ epidemiologists
and real world insight experts
Did you know IQVIA has
4,600 data scientists
including statisticians and analytics developers
Did you know IQVIA has
86,000+ employees
from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA has
Countless development opportunities
for personal and professional growth
Did you know IQVIA has
Countless development opportunities
for personal and professional growth
Did you know IQVIA has
4,600 data scientists
including statisticians and analytics developers
Did you know IQVIA cares about
Health and Wellbeing
for all its employees
Did you know IQVIA has
Excellent work-life balance
and is committed to this kind of culture
Did you know IQVIA has
56+ petabytes of unique data
including 1.2B+ non-identified patient records
Did you know IQVIA has
86,000+ employees
from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA has
1,900+ epidemiologists
and real world insight experts
Related jobs
Salary:
Location:
Zaventem
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Zaventem
Description
Représentant(e) junior - visites de médecins, spécialistes et pharmacies, région : Namur, Dinant, BeauraingNous sommes à la recherche d'un(e) commercial(e) dynamique, passionné(e), bien organisé(e) et
Reference
R1403696
Expiry Date
01/01/0001
Author
Marleen BalAuthor
Marleen BalSalary:
Location:
Zaventem
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Zaventem
Description
Bilingual (Eng/Fr) Account Manager Company Animals – Brussels, Walloon Brabant & LuxembourgNous sommes à la recherche d’un Account Manager Company AnimalsTâches🔸 Générer des ventes auprès des clients
Reference
R1418844
Expiry Date
01/01/0001
Author
Marleen BalAuthor
Marleen BalSalary:
Location:
Charlotte
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Charlotte
Description
We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute and requires only a username and password. The entire application takes no more than 5-7
Reference
R1423716
Expiry Date
01/01/0001
Author
Stephanie PorterAuthor
Stephanie PorterSalary:
Location:
St Louis
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
St Louis
Description
We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute and requires only a username and password. The entire application takes no more than 5-7
Reference
R1423721
Expiry Date
01/01/0001
Author
Stephanie PorterAuthor
Stephanie PorterSalary:
Location:
Parsippany, Dallas, Chicago, Phoenix, Raleigh
Job Type
Regular
Employment status
Full Time
Job Category
Nurse Advisors
Location
Parsippany
Dallas
Phoenix
Chicago
Raleigh
Description
**The purpose of this posting is to build up our database with candidates who have a skill set that meet the requirements below for future opportunities**As the only global provider of commercial sol
Reference
R1416792
Expiry Date
01/01/0001
Author
Aneisha JohnsonAuthor
Aneisha JohnsonSalary:
Location:
Erfurt
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Erfurt
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. Bei IQVIA Contract Sales & Medical Solutions unterstützen Sie unsere Ku
Reference
R1344285
Expiry Date
01/01/0001
Author
Michelle PflanzAuthor
Michelle PflanzSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Jakarta, Medan, Surabaya)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebag
Reference
R1374944
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Semarang, Central Jawa)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebagai
Reference
R1379173
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Detroit
Job Type
POI without Job
Employment status
Full Time
Job Category
Medical Sales
Location
Detroit
Description
Pharmacy Support Call Center Representative Contract Remote Role – Location (Open to Remote US)As the only global provider of commercial solutions, IQVIA understands what it takes to deliver nationall
Reference
R1378658
Expiry Date
01/01/0001
Author
Janice JonesAuthor
Janice JonesSalary:
Location:
Nashville
Job Type
POI without Job
Employment status
Full Time
Job Category
Medical Sales
Location
Nashville
Description
Pharmacy Support Call Center Representative Contract Remote Role – Location (Open to Remote US)As the only global provider of commercial solutions, IQVIA understands what it takes to deliver nationall
Reference
R1377979
Expiry Date
01/01/0001
Author
Janice JonesAuthor
Janice JonesIQVIA has been behind my development to become a MSL. The contracts that I have worked on have allowed me to push clinical projects with a recent opportunity to manage a pilot scheme integrating e-detailing into an established field based team. The result was an increase in sales.
Once again I cannot thank you enough for not only approaching me with this opportunity but also for all the support you’ve given me along the way!
Since joining IQVIA I have had unrivalled support and development from my manager to enable me to aspire to move into secondary care. I feel like my career is strongly supported by my manager in order to maximise my potential.
Just following on from the amazing news I got yesterday I wanted to say a really special thank you for all the help and support you have provided throughout the entire recruitment process.
A quick note to say thank you for your time this morning discussing my future career options. As you know I was feeling very conflicted about the right decision. Discussing the role with you gave me chance to clarify what is important to me.
Once again I cannot thank you enough for not only approaching me with this opportunity but also for all the support you’ve given me along the way!
IQVIA Related insights
Teaser
GeneralContent Type
ArticlePublished
30/04/2024
Summary
Whether you work remotely, with a hybrid model, or are a careerist who can’t help but mentally take your work home with you when you leave the office, it’s undeniable that the lines between work and
Teaser
Medical Sales & ServicesContent Type
ArticlePublished
19/03/2024
Summary
Are you wondering if medical sales is a good career? All over the world, the medical and pharmaceutical sectors are booming, and nowhere more so than in the UK. With a thriving ecosystem of research
Teaser
GeneralContent Type
ArticlePublished
05/02/2024
Summary
Lucy Manning sits in our clinical trials team, but that’s not where her career started at IQVIA. It all began at the back end of 2022 when Lucy took on a fixed-term contract as a Project Support Coo
Teaser
SalesContent Type
ArticlePublished
02/02/2024
Summary
Does the idea of being a medical sales rep excite you? This crucial position lets you make connections with companies and practitioners in the medical field. It’s also a growing and dynamic industry.
Content Type
ArticlePublished
04/01/2024
Summary
Are you ready to step into a career that's both rewarding and accessible? Becoming a phlebotomist could be your ticket into the thriving world of healthcare. It's not just about drawing blood; it's ab
Teaser
MedicalContent Type
ArticlePublished
20/11/2023
Summary
In the tapestry of healthcare, where expertise meets innovation, individuals like Marissa, a Senior Nurse Advisor at IQVIA, play a pivotal role. Marissa has not only learned from challenges but has e
Teaser
SalesContent Type
ArticlePublished
13/11/2023
Summary
A guide to excelling in Key Account Manager jobs in healthcare In the dynamic landscape of the healthcare industry, the role of a Key Account Manager (KAM) is pivotal. Experienced account managers con
Teaser
Medical Affairs & ServicesContent Type
ArticlePublished
10/11/2023
Summary
The role of medical science liaisons has never been more pivotal. Why? As catalysts for change and advocates of cutting-edge advancements, these professionals play a crucial role in fostering collab
Teaser
Medical Sales & ServicesContent Type
ArticlePublished
25/10/2023
Summary
In an industry where cutting-edge innovations and life-changing treatments are introduced every day, the role of ethics in medical device sales is critical. Bridging the gap between groundbreaking m
Teaser
Clinical OperationsContent Type
ArticlePublished
06/10/2023
Summary
Need some guidance on how to get a job in clinical research?Clinical research is a dynamic and rewarding field that transcends borders, offering professionals worldwide the chance to contribute to m
Teaser
SalesContent Type
ArticlePublished
06/10/2023
Summary
In the dynamic and competitive world of medical sales, the path to success is not just about knowing your products or having an impressive CV. Instead, amongst key skills, it's often the abili
Content Type
ArticlePublished
31/08/2023
Summary
Are you one of the 788,638 registered general nurses in the UK? Are you looking for a new challenge, with opportunities to grow and make a real impact in the world of healthcare? A unique and transf
Recently viewed jobs