Change of a place of work – the decline or the rise?

Every little bit decent specialist in a certain period of waiting for a decent evaluation of the employer in the form of career growth and increased wages. But what to do when the time comes, and «prospective expectation» is not justified. What options can be in this situation tell our specialist Ksenia Sinichenko in this article.

Every pharmaceutical company has a staff of so-called «field» employees who are engaged in the ongoing promotion of drugs and money at the level of ordinary doctors and pharmacies to managers of large hospitals and hospitals. They provide growth or decline in sales, and therefore profits.

There are three main stages of career growth for these employees:

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• Medical representative;

the Manager on work with key clients (KAM — Key Account Manager);

Regional representative.

the First two levels, in turn, can contain a hierarchical division. For example, a senior medical representative or the chief Manager on work with key clients.

In the pharmaceutical business, as in any other, there is a certain «fluidity» of shots. What are the reasons that cause employees to quit and change jobs? In some cases, this step is moving forward to further career growth, but some fall to the step below, the so-called «downshifting»? Try to understand.

so, there are two types of retired employees. First, reaching some success in your current job, looking for further career growth and increase in income. Second, not coping with work or trample on one place or clashing with the authorities, seeking to change jobs, not always guided by objective motivation. A generalized description. We will consider each of the cases in more detail.

For example, a medical representative has worked in this position for 1,5 – 2 years (this is the critical period when the person begins to wait for change). Constantly executing a sales plan by more than 100% ensures the growth of the customer base and the wherewithal to move to the next level. Opportunities to increase several. Such an employee may be promoted to senior medical representative, Manager on work with key clients, or, less often, the regional representative with a possible move to another city. But, time passes and nothing changes. The coveted jobs are not exempt, the salary remains the same, and the responsibilities and the workload becomes only more. In this case, there are a few scenarios:

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1. you Can talk «heart to heart» with the boss, if a good relationship to this feature. To ask what needs to be done, what are their competencies and indicators to improve for getting a promotion. But it must clearly represent what you really are worth something, to be confident in their abilities and ready to move on up the career ladder. If the Manager really appreciates You, he may delegate a part of powers of the respective desirable positions, will provide an opportunity to replace or Kama regions during the holiday season, to train new employees (mentorship) with the prospect of further increase. You will be transferred to the so-called «gold reserve» and, if fortune be favorable, and You deserve it, it will eventually increase.

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2. But in reserve, too, can be long. Managers for key customers and regional representatives not often leave his place. And in some companies, promotions are generally not expected. And here, fellow, being in a similar situation, with unrealized potential and ambitions and a sense of underestimating superiors their professional abilities is already starting to look towards other companies.

I Must say that one particular company all pharmaceutical business is not limited. Other companies working in this segment, newly formed and rapidly developing are constantly recruiting. And if a medical representative or Manager in key areas have excellent sales figures and occupy top positions in their working group, and may have experience of replacement and responsibilities of the higher office, then they have every chance to be on higher position in another company. It will just be for career advancement! In this case, the change of the place of work will reveal the potential of the employee and give him the long-awaited results in the form of office growth and raise the material level.

Consider the second type separating. As a rule, employees who have not passed probation, poorly coping with the sales plan, not improve their skills or just conflicting people. Such employees do not adequately estimate their abilities and capabilities, often unnecessarily raising the bar career expectations. Maybe people just haven’t found myself in the pharmaceutical business and he or she even need to change the scope of activities. This category is unlikely to appeal to a recruitment Agency and, therefore, any other drug company. Changing the place of work, such employees either remain at the same level or descend to a lower step in his career.

In conclusion, I would like to contact the leaders. Remember – recruiting is not asleep! Recruitment agencies and representatives of other pharmaceutical companies hunt for Your best employees. And if You don’t rate and don’t stimulate decent of the employee that delivers profit growth and customer base, it’s easy to lose it. And their professional skills it will use to increase sales in a competing organization.

Xenia, Minaychenko

Head office

Recruitment company AVICON