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career insights
November 2006
Geoff Barnett has experienced many different roles within Pfizer, including District Sales Manager, Sales Operations Manager and Head of Field Force Effectiveness. Currently the UK’s northern Regional Business Director, he spoke to Pf about his career development and offers some advice on maximising development opportunities.
How long have you worked for Abbott and what roles have you held?
I joined the Pharmaceutical Industry in September 1997 as a GP/Hospital Representative working Gwent & Bristol for Knoll. Following the Abbott acquisition in 2001, I moved into Head Office as a Product Manager and during my time in Marketing I was responsible for several key brands including Klaricid and Gopten. Other roles since being with Abbott have included Field Trainer and Hospital Specialist Representative.
How do you feel about opportunities for career progression within the company?
The opportunities for career progression within Abbott are excellent. There are a number of well-established succession development programmes, including one for those wishing to move into Regional Management. You first need to demonstrate that you have the required competencies through an assessment centre, and will then attend training sessions to equip you with the skills and knowledge for that particular role. Abbott is a multi-divisional company so opportunities arise frequently. You are encouraged to apply for vacancies in other divisions and I am a good example of this, having moved from our Pharmaceutical Products Group to Abbott Nutrition International.
What advice would you give to a representative hoping to gain promotion into sales management?
Moving from a representative’s role into sales management is a big jump!
You need to discuss your aspirations with your own Regional Manager and gain experience of the role by working closely with them. Offer to help organise Regional Meetings, field coaching newer members of the team and presenting on Initial Training Courses most Regional Managers would welcome the opportunity to delegate some of their workload. You could also assist at interviews and selection centres for new representatives wishing to join the company, or even look after the region when your Manager is on holiday. Don’t feel that moving straight into sales management is the only way; for example, the Field Trainer role provides an ideal steppingstone into your first sales management job.
What do you enjoy about your role?
Although I have been a Regional Business Manager for only a short time, there are already many aspects of the job that I enjoy. I love the variety of the job one day I might be in Head Office discussing a new campaign concept with the Marketers or development programmes with the Training Department and the next, working with a member of my team on a field visit. This is the part of the job I enjoy most, as watching someone develop through field coaching is extremely rewarding. And being on a field visit allows me to meet customers gaining instant feedback on our products and services, and ensuring that we meet their needs, is crucial for any business to succeed.
When looking for your next career move, you may decide to enlist the help of a recruitment agency. Lucy Randle advises on how to make the most of them.
Choose carefully
Choose an agency that specialises in recruitment for the pharmaceutical industry. Try to work with as few agencies as possible to avoid receiving calls about the same jobs from several agencies at a time. Look to advertising campaigns to get a measure of agencies’ profiles.
Give your CV an overhaul
Find out which consultant works in your region and email your CV to them with a brief paragraph regarding what you are looking for. Make sure you include your contact details. Arrange your CV carefully with bullet-points of your achievements in your most recent roles. Outline your sales vs. target, formulary inclusions, awards and any additional responsibilities you have taken on.
Help your consultant
Be willing to meet & build a rapport with your consultant. This will allow you to sell your strengths to the consultant and make sure they understand exactly what you are looking for. The better you can persuade them of your abilities, the better they can promote you to a potential employer.
Let your consultant help you
Your consultant sees countless CVs every day. They have spoken directly to your potential employer and is likely to know what they are looking for and what they have already rejected. Therefore, be willing to take their feedback on your CV and be ready to receive the interview tips they can offer.
TIP
The star team is constantly exposed to useful and innovative ideas relating to all aspects of employment and recruitment. Each month, a member of the team will share a favourite tip with you.
Adam Collins, Recruitment Consultant for NE Thames and East Anglia
“Ensure you research the organisation before you go to an interview, and think about why you would like to work for them.”
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