Posts Tagged ‘healthcare’
February 9, 2012
How can Pharmaceutical Companies contribute to improving NHS Patient Safety?
They can demonstrate ‘added value’ , for example, by either offering products which contribute directly to making the administration of medicines safer by helping to reduce:-
- Making the drug up to the wrong strength
- Using the wrong diluent
- Microbial or other forms of contamination
- Labelling errors
- Administration by the incorrect route by clearer design/packaging of the product
The products which are commonly offered as part of a compounding service include:-
- Cytotoxics
- Antibiotics
- Inotropes
- Potassium solutions
- TPN
- Unlicensed medicines
In addition, the provision of non-promotional training/educational services to healthcare professionals in the form of Continuing Professional Development events and nurse advisor teams helps to educate NHS staff on how to administer medicines more
- Confidently
- Accurately
- Competently
The Department of Health (DH) has issued the following list of ‘Never Events’ for 2012-13. The list is circulated to a wide range of NHS managers, clinicians and healthcare professional allied to medicine.
The document authors are the DH’s Patient Safety and Investigations unit. The purpose of the document is to highlight certain events which are deemed to be very serious risks to the standard of care to patients, but most importantly avoidable.
The document forms part of the wider DH’s Patient Safety Agenda policy and should be read in conjunction with the NHS Standards Contract for organisations providing services to the NHS
- Wrong site surgery
- Wrong implant/prosthesis
- Retained foreign object post-operation
- Wrongly prepared high-risk injectable medication
- Maladministration of potassium-containing solutions
- Wrong route administration of chemotherapy
- Wrong route administration of oral/enteral treatment
- Intravenous administration of epidural medication
- Maladministration of Insulin
- Overdose of midazolam during conscious sedation
- Opioid overdose of an opioid-naïve patient
- Inappropriate administration of daily oral methotrexate
- Suicide using non-collapsible rails
- Escape of a transferred prisoner
- Falls from unrestricted windows
- Entrapment in bedrails
- Transfusion of ABO-incompatible blood components
- Transplantation of ABO incompatible organs as a result of error
- Misplaced naso- or oro-gastric tubes
- Wrong gas administered
- Failure to monitor and respond to oxygen saturation
- Air embolism
- Misidentification of patients
- Severe scalding of patients
- Maternal death due to post partum haemorrhage after elective Caesarean section
Source: http://www.dh.gov.uk/prod_consum_dh/groups/dh_digitalassets/@dh/@en/documents/digitalasset/dh_132352.pdf
You can read the whole document if you wish, but the indicators within the specific areas where the Pharmaceutical Industry has opportunities to work in conjunction with the NHS includes:-
- Wrongly prepared high-risk injectable medication
- Death or severe harm as a result of a wrongly prepared high-risk injectable medication.
- High-risk injectable medicines are identified using the NPSA’s risk assessment tool1. A list of high-risk medicines has been prepared by the NHS Aseptic Pharmacy Services Group using this tool2. Organisations should have their own list of high-risk medications for the purposes of the “never event” policy, which may vary from the NHS Aseptic Pharmacy Services Group list, depending on local circumstances.
- A high risk injectable medicine is considered wrongly prepared if it was not; o prepared in accordance with the manufacturer’s Specification of Product Characteristics;
1 NPSA High Risk Medication Risk Assessment Tool, 2007, available at
http://www.nrls.npsa.nhs.uk/EasySiteWeb/getresource.axd?AssetID=60097&type=full&servicet ype=Attachment
2 Pharmaceutical Aseptic Services Group. Example risk assessment of injectable medicines. 2007. Available at http://www.civas.co.uk/
- This event excludes any incidents that are covered by other “never events”.
- Where death or severe harm cannot be attributed to incorrect preparation, treat as a Serious Untoward Incident.
5. Maladministration of potassium-containing solutions
- Death or severe harm as a result of maladministration of a potassium-containing solution.
Maladministration refers to;
- selection of strong potassium solution instead of intended other medication,
- wrong route administration, for example a solution intended for central venous catheter administration given peripherally,
- infusion at a rate greater than intended.
Setting: All healthcare settings.
Guidance: – Patient safety alert – Potassium chloride concentrate solutions, 2002 (updated 2003), available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59882
6. Wrong route administration of chemotherapy
Intravenous or other chemotherapy (for example, vincristine) that is correctly prescribed but administered via the wrong route (usually into the intrathecal space).
Setting: All healthcare premises.
Guidance: – HSC2008/001: Updated national guidance on the safe administration of intrathecal chemotherapy, available at http://www.dh.gov.uk/en/publicationsandstatistics/lettersandcirculars/healthservicecirculars/dh_ 086870 – Rapid Response Report NPSA/2008/RRR004 using vinca alkaloid minibags (adult/adolescent units), available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59890
7. Wrong route administration of oral/enteral treatment
Death or severe harm as a result of oral/enteral medication, feed or flush administered by any parenteral route.
Setting: All healthcare settings.
Guidance: – Patient Safety Alert NPSA/2007/19 – Promoting safer measurement and administration of liquid medicines via oral and other enteral routes, 2007, available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59808
8. Death or severe harm as a result of intravenous administration of epidural medication.
- A broader “never event” covering intravenous administration of intrathecal medication or The “never events” list 2012/13 9 intrathecal administration of intravenous medication is intended once the deadlines for Patient Safety Alert 004A and B actions have passed.
Setting: All healthcare premises.
Guidance: – Patient Safety Alert NPSA/2007/21, Safer practice with epidural injections and infusions, available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59807 – Safer spinal (intrathecal), epidural and regional devices – Parts A and B, available at http://www.nrls.npsa.nhs.uk/resources/?EntryId45=65259
9. Maladministration of Insulin
Death or severe harm as a result of maladministration of insulin by a health professional. Maladministration in this instance refers to when a health professional
- uses any abbreviation for the words ‘unit’ or ‘units’ when prescribing insulin in writing,
- issues an unclear or misinterpreted verbal instruction to a colleague,
- fails to use a specific insulin administration device e.g. an insulin syringe or insulin pen to draw up or administer insulin, or
- fails to give insulin when correctly prescribed.
Setting: All healthcare settings.
Guidance: – Rapid response report – Safer administration of insulin, 2010, available at http://www.nrls.npsa.nhs.uk/alerts/?entryid45=74287 – NHS Diabetes – Safe use of insulin, 2010, available at http://www.diabetes.nhs.uk/safe_use_of_insulin/ – NHSIII Toolkit – Think Glucose, 2008, available at http://www.institute.nhs.uk/thinkglucose – NHS Diabetes guidance – The Hospital Management of Hypoglycaemia in Adults with Diabetes Mellitus, 2010, available at http://www.diabetes.nhs.uk/document.php?o=1037
19. Misplaced naso- or oro-gastric tubes
Death or severe harm as a result of a naso- or oro-gastric tube being misplaced in the respiratory tract.
Setting: All healthcare premises.
Guidance: – Patient safety alert – Reducing harm caused by misplaced nasogastric feeding tubes, 2005, available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59794 – Patient safety alert – Reducing harm caused by misplaced naso and orogastric feeding tubes in babies under the care of neonatal units, 2005, available at http://www.nrls.npsa.nhs.uk/resources/?entryid45=59798&q=0%c2%acnasogastric%c2%ac
Please visit the20:20Selection website if you have found this article helpful, as we regularly update the articles in our Factsheet section
http://www.2020selection.co.uk
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February 8, 2012
Springboard your career with a New Job in medical sales – Key Account Manager, Hospital Sales Representative, Yorkshire (North Yorks, York, Wakefield, Leeds, Hull, East Riding)
An opportunity to take your career forward selling to specialist customers in secondary care and also pulling this through with selected primary care customers with a relevant interest; this is a key account management role with responsibility for the sales and market share growth of a specialist product on your territory.
You would be working for an established yet evolving pharmaceutical company who are focused on developing lasting business partnerships with their customers in the NHS.
This position does require that you are ABPI qualified and have a proven track record of delivering against your targets in your career to date. If you have worked this territory and have proven your ability in key hospital accounts then this will be a distinct advantage. Importantly you will be;
– Highly motivated, enthusiastic and driven to succeed
– Have excellent business planning skills
– Be able to develop relationships and networks within your key accounts
– Want to be part of a high performing specialist team
– Be willing to go the extra mile to differentiate yourself, your product and company within the marketplace.
On offer will be an attractive basic salary, car, bonus and other benefits associated with the pharmaceutical industry. 2011 has been an exciting year in this organisation; be part of it in 2012.
The team at 20:20 Selection Ltd is here to discuss your background and suitability for this fantastic opportunity. Call us on 0845 026 2020 or you can also email administrator@2020selection.co.uk with your CV.
Tags:2020 selection, 2020selection, healthcare, hospital, jobs, KAM, key account manager, medical sales, NHS, pharmaceutical sales, secondary care, specialist, territory, vacancies
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May 19, 2011
A medication ending with the stem ‘mab’ indicates that it is a monoclonal antibody. This is the internationally recognised nomenclature for the naming of monoclonal antibodies.
Nomenclature has become somewhat confusing though as the BNF includes ‘mabs’ under the heading of cytokine modulators and anti-lymphocyte monoclonal antibodies in several chapters.
Monoclonal antibody production for medical use was first discovered by Milstein and Kohler in 1975, but it was confined mainly to diagnostics until Vilcek and Li approached Centacor (now part of Johnson & Johnson) to help them produce ‘mabs’ against TNFα.
Tumour necrosis factor-alpha (TNFα) is a cytokine (an immunomodulating agent) produced by monocytes and macrophages, two types of white blood cells. It mediates the immune response by increasing the transport of white blood cells to sites of inflammation, and through additional molecular mechanisms which initiate and amplify inflammation. Inhibition of its action by ‘mabs’ reduces the inflammatory response which is especially useful for treating autoimmune diseases.
The ‘mab’ that Vilcek and Li discovered become known as Infliximab (Remicade) and it became an important treatment for severe Crohn’s disease, including the fistulating variety. It has subsequently been used to treat other auto-immune system diseases such as psoriasis and rheumatoid arthritis. Infliximab became known as ‘Kwik Fiximab’ in medical circles due to it’s clinical success in treating otherwise unresposive patients.
There are two types of TNF receptors: those found embedded in white blood cells that respond to TNF by releasing other cytokines, and soluble TNF receptors which are used to deactivate TNF and blunt the immune response. In addition, TNF receptors are found on the surface of virtually all nucleated cells. Red blood cells, which are not nucleated, do not contain TNF receptors on their surface.
A ‘mab’ neutralises the biological activity of TNFα by binding with high affinity to the soluble (free floating in the blood) and transmembrane (located on the outer membranes of T cells and similar immune cells) forms of TNFα and inhibits or prevents the effective binding of TNFα with its receptors. Infliximab and adalimumab (another TNF antagonist) are in the subclass of “anti-TNF antibodies” (they are in the form of naturally occurring antibodies), and are capable of neutralising all forms (extracellular, transmembrane, and receptor-bound) of TNFα. Etanercept, a third TNF antagonist, is not a ’mab’ and it is in a different subclass (receptor-construct fusion protein), and, because of its modified form, cannot neutralize receptor-bound TNFα. Etanercept is sometimes referred to as a ‘non-biologial’ agent to distinguish it further from the ‘mabs’ Additionally, the anti-TNF antibodies adalimumab and infliximab have the capability of lysing cells involved in the inflammatory process, whereas the receptor fusion protein apparently lacks this capability. Although the clinical significance of these differences have not been absolutely proven, they may account for the differential actions of these drugs in both efficacy and side effects.
Infliximab has high specificity for TNFα, and does not neutralise TNF beta (TNFβ, also called lymphotoxin α), an unrelated cytokine that uses different receptors from TNFα. Biological activities that are attributed to TNFα include: induction of proinflammatory cytokines such as interleukin (IL) 1 and IL 6, enhancement of leukocyte movement or migration from the blood vessels into the tissues by increasing the permeability of endothelial layer of blood vessels; and increasing the release of adhesion molecules.
A range of newer agents which act against these other cytokines have subsequently been developed.
Tha table below summarises the anti- TNF mabs available in the UK currently. None-mab anti-TNF agents are also included for comparison
MOLECULE |
BRAND |
CLASS |
DERIVATION |
INDICATION |
NICEAPPROVED |
Adalimumab |
Humira (Abbott) |
Anti-TNFα |
Recombinant human ‘mab’
From hamster ovary |
RA
PJIA
PA
AS
CD
P |
Yes
No
Yes
Yes
Yes
Yes |
Alemtuzumab |
MabCampath (Genzyme) |
Anti-lymphocyte |
Recombinant human ‘mab’ from hamster ovary |
CLL |
Yes |
Certolizumab Pegol |
Cimzia (UCB Pharma) |
Anti-TNFα |
Recombinant human ‘mab’
From E Coli |
RA |
Yes |
Golimumab |
Simponi (Schering-Plough) |
Anti-TNFα |
Recombinant human ‘mab’ from murine cell line |
RA
PA
AS |
No
No
No |
Infliximab |
Remicade (Schering-Plough) |
Anti-TNFα |
Recombinant human ‘mab’ |
RA
CD
UC
AS
PA
P |
Yes
Yes
Yes
Yes
Yes
Yes |
Ofatumumab |
Arzerra (GSK) |
Anti-lymphocyte |
Recombinant human ‘mab’ from murine cell line |
CLL |
No |
Rituximab |
MabThera (Roche) |
Anti-TNFα |
Recombinant human ‘mab’ from hamster ovary |
RA
CLL
NHL |
Yes
Yes
Yes |
Tocilizumab |
RoActemra (Roche) |
Anti-IL-6 |
Recombinant human ‘mab’ from hamster ovary |
RA |
Yes |
Ustekinumab |
Stelara (Janssen-Cilag) |
Anti-IL-12/23 |
Recombinant human ‘mab’ from murine cell line |
P |
Yes |
|
|
|
|
|
|
Abatacept |
Orencia (Bristol-Myers Squibb) |
T-cell modulator |
Fused protein formed by recombinantDNAtechnology |
RA
PJIA |
Yes
No |
Anakinra |
Kineret (Swedish Orphan) |
Anti-IL-1 |
Recombinant human ‘mab’
From E Coli |
RA |
No |
Etanercept |
Enbrel (Wyeth) |
Anti-TNFα
(soluble receptor specific) |
Fused protein formed by recombinantDNAtechnology from hamster ovary |
RA
PJIA
PA
AS
P |
Yes
Yes
Yes
Yes
Yes |
KEY
RA = Rheumatoid arthritis
PJIA = Polyarticular juvenile idiopathic arthritis
PA = Psoriatic arthritis
AS = Ankylosing spondylitis
CD = Crohn’s disease
P = Psoriasis
CLL= Chronic lymphocytic leukaemia
NHL= Non-Hodgkin’s lymphoma
NICEapproval status correct as of May 2011. Please refer to NICEwebsite for latest guidance http://www.nice.org.uk/
Sources:NICE, manufacturers Summaries of Product Characteristics, and BNF vol 61
Tags:2020 selection, ABPI, career, Drugs, employment, healthcare, hospital, jobs, medical, pharma, Pharmaceutical, vacancies
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October 21, 2010
FACTSHEET
WHAT IS QIPP?
The QIPP agenda is undoubtedly one of the most significant NHS policies that all organisations who conduct business with the NHS will have to take onboard.
Quality
Innovation
Productivity
Prevention
The agenda will have to run through the every thought and every process that takes place throughout the NHS from Primary Care Trusts to Secondary Care to General Practice.
QIPP will affect every department and individual who works for the NHS – for example front line clinicians, PCT commissioners, estate managers, laundry services, ward staff, ambulance trusts, etc.
Why?
The year 2010/11 is the last year in which the £102 billion that is spent on the NHS is set to get an increase in funding of around 5.5%. For the foreseeable future the growth will be limited to inflation. The NHS needs to identify £15-£20 billion of efficiency savings by the end of 2013/14 that can be reinvested within the service so that it can continue to deliver year on year quality improvements.
HOW WILL QIPP AFFECT PHARMA?
In order to do business with the NHS in future, organisations will need to focus on how the products/services that they offer fit in with the local QIPP agenda. Clearly organisations will have to attain immediate overviews as to how the QIPP agenda is going to be adopted at local levels, as it is anticipated that new, complex information resources will be required to deliver tailored solutions for each NHS customer.
PCTs will be looking to move services into primary care to reduce cost and improve Quality and Productivity. Pharmaceutical companies are already working on how to utilise their existing knowledge of World Class Commissioning to drive their targeting and market access strategies – so the platform may already be there, but the message will need refining for the QIPP.
Specifically, some of the areas which the pharmaceutical industry might be concentrating on refining their messages and strategies could include:
- to reduce preventable hospital admissions resulting from sub-optimal medicines use in chronic medical conditions (e.g. COPD)
- to identify patients who are currently undiagnosed or misdiagnosed as having a treatable chronic medical condition (e.g. COPD, diabetes, cardiovascular disease)
- to improve medical adherence and thereby improve health outcomes and reduce waste by reducing levels of non-adherence to medicines (e.g. community pharmacy monitoring schemes, GP staff training)
- to improve adherence to NICE guidance (e.g. hypertension, DVT prevention)
RECOMMENDED EXAMPLES
There have already been some significant improvements made to Quality and Productivity and Department of Health has provided some recommended examples.
Opportunistic screening by pulse palpation of patients over 65 has been used in 18 regions to improve detection of atrial fibrillation. Quality is improved by the optimal treatment of patients with atrial fibrillation reducing risk of stroke. Productivity is increased by the reduction in costs associated with stroke and its complications.
Ten pilot trusts have succesfully implemented service re-design for the Fractured Neck Femur patient pathway. This improved quality by: improving multi discplinary and cross agency teamworking, reducing mortality, and time to theatre, and earlier mobilisation. Productivity was improved by reduced length of stay, readmissions, and delays to the theatre.
The NHS Institute supported Chief Executives and senior leadership to champion change and improvement across NHS organisations in all areas of the stroke pathway. Quality was improved by reducing mortality, time in A&E, and delay in CT scanning. Productivity was increased through reduction in length of stay and readmission.
The NHS Institute has supported ward leaders and nursing teams with innovative methods to improve the ward environment and process. Over 60% of NHS Acute Trusts are implementing the Productive Ward programme. Key improvements from the programme include improved quality through increasing direct patient care time and staff satisfaction and improved productivity through reduced staff absence and reduced length of hospital stay.
Oxford Radcliffe Hospitals have successfully implemented an electronic blood transfusion system. This has improved quality by reducing transfusion errors and the time taken to deliver blood. Productivity has improved by reduced blood usage, wastage, and staff time.
Enhanced recovery programmes use evidence based interventions to improve pre-, intra-, and postoperative care. They have enabled early recovery, discharge from hospital, and more rapid return to normal activities. Quality is increased by reducing complications and enabling a more rapid return to function. Productivity is improved by reducing hospital stay.
To improve the uptake of QIPP by clinicians the Department of Health has published a guide entitled: The NHS Quality, Innovation, Productivity and Prevention Challenge: an introduction for clinicians www.somaxa.com/docs/file/QIPP_2010.pdf
Further information on QIPP can be found at:
www.link-gov.org/content/view/463/188/
www.library.nhs.uk/qipp/
Tags:2020 selection, 2020selection, ABPI, career, employment, field, GP, graduate, healthcare, hospital, jobs, medical, NHS, Nurse, Pharmaceutical, pharmaceutical sales, primary care, recruitment, vacancies, vacancy
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August 24, 2010
In 2009, Crucell – the largest independent vaccines company in the world
– launched a dedicated Sales & Marketing function in the UK. Since the
establishment of its own dedicated sales team, Crucell has been able to focus
on expanding market share for its portfolio of travel and respiratory vaccines
in the UK. Recent changes to the reimbursement status of oral vaccines by the Department of Health mean that Crucell can now further expand this sales
team in England.
The expansion of the sales team is a reflection of the successful first year of
the UK Sales & Marketing function, and represents an excellent time to join
the team as they capitalise on their achievements to date. Crucell firmly believe that investing in their people is investing in the future, and is dedicated to developing employees’ competencies and promoting individual performance.
Brand new opportunities now exist for Territory and Regional Business
Managers to join the company throughout England and Wales.
These are senior sales roles where you will be responsible for the cash and
market share growth on your own territory. You will also play a major part
in developing Crucell’s reputation as a trusted partner in the provision of
vaccines to general practice. If you have previously sold vaccines, this may be an advantage: however, it is your attitude, drive, tenacity and enthusiasm that will be the key qualities you will need to succeed.
On offer to successful candidates will be a highly attractive basic salary,
company car or car allowance, excellent bonus potential, 25 days holiday,
pension & private healthcare. Crucell UK Ltd is a growing organisation with
full investment from their headquarters in Holland. This is a genuinely exciting opportunity for you to develop your career within a company that is dedicated to bringing meaningful innovation to global health.
Tags:2020 selection, 2020selection, career, employment, experience, healthcare, jobs, medical, Pharmaceutical, specialist, territory, vacancy, vaccines
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May 7, 2010
Landing a job is never easy, as the industry is now in a state of flux it is more competitive these days. There are fewer vacancies and more people chasing them than in more than a decade. But even now — more than ever — it’s still on you. Despite the fact that the job market is everything but easy right now… have you ever stopped to consider that the reason you’re still sitting there unemployed … might in fact be … you?
It’s a hard concept that most job seekers have trouble wrapping their heads around, but applicants frequently — inadvertently — raise red flags to recruiting managers that immediately scream, “Don’t employ me!” You might not be raising them on purpose, but there are ways to avoid them.
Not sure if you’re unknowingly blowing your chances at securing your dream position? Here are 10 red flags to be wary of during your next job hunt:
Red flag No. 1: Your CV is lacking any specific achievements that distinguish you from other Medical Representatives
When you’re crafting your CV, you should focus on highlighting relevant skills and accomplishments that are in line with the position for which you are applying. Highlighting your sales successes is key!
Red flag No. 2: You have long gaps between jobs on your CV
Even if your long departure from the work force is valid, extended lapses of unemployment might say to an employer, “Why weren’t you wanted by anyone?” Anytime you have more than a three-month gap of idleness on your CV, legitimate or otherwise, be prepared to explain yourself.
Red flag No. 3: You aren’t prepared for the interview
There are many ways to be unprepared for an interview: You haven’t researched the company, you haven’t researched the products & therapy area, you don’t have any questions prepared, etc. Plain and simple, do your homework before an interview. Explore the company online, prepare answers to Competency Based questions and have someone give you a mock interview. The more prepared you are, the more employers will take you seriously.
Red flag No. 4: You didn’t provide any evidence of success
In today’s competitive market use of evidence/brag file can be the difference between progressing to the next stage and being told that there ‘where stronger people on the day.’ You need to prove how successful you have been (the more specific you can be the better) and differentiate yourself from other candidates. Do not wait to be asked for your evidence, use it as a sales aid to illustrate your answers. YOU are your product!
Red flag No. 5: You only have negative things to say about previous employment
If you feel aggrieved or down-beat about your current/prior employer, it could be very tempting to want to tell anyone who will listen how much of ‘bad time’ you have experienced– but a recruiting manager for a coveted job is not that person. There are hundreds of ways to turn negative things about an old job into positives. Thought your last job was a dead end? Spin it by saying, “I felt I had gone as far as I could go in that position. I’m looking for something with more opportunity for advancement.”
Red flag No. 6: You’ve held seven different jobs — in the past six years
Job hopping is a new trend in the working world. Workers are no longer staying in a job for 10-20 years; they stay for a couple and move on to the next one. While such a tactic can further your career, switching jobs too often will raise a prospective employer’s antenna. Too many jobs in too little time tells employers that either you can’t hold a job or you have no loyalty. Be prepared to explain your reasoning/rationale
Red flag No. 7: You give inconsistent answers in your interview
One tactic recruiting manager’s use during the recruitment process is to ask you the same question in several different ways. This is mostly to ensure that you’re genuine with your answers and not just telling an employer what he or she wants to hear. Keep your responses sincere throughout the entire process and you should be good to go.
Red flag No. 8: You lack flexibility
Most people know what they want in a job as far as benefits, basic salary, bonus, etc. If you’re unable to be flexible with some of your (unrealistic?) expectations, however, you’re going to have a difficult time finding a job. Have a bottom line in terms of what you want before you start the job hunting process and be willing to bend a bit if necessary.
Red flag No. 9: Your application was — in a word – lazy
Only doing the bare minimum of what’s asked of you won’t get very far — in life or in your job search. Applying to jobs with the same CV and the same cover letter (or none at all) is pure laziness. And, if you won’t spend extra time on yourself and your application materials, you probably won’t do it for a client either.
Red flag No. 10: You lack objective or ambition
If you have no long-term goals, then you really have no short-term goals either. Long-term goals may change, however you need to have some concept of where you want to go. Know where you want to go and how you plan to get there. Otherwise you seem unfocused and unmotivated, which are two big no-no’s for an applicant.
We are specialists in Medical & Pharmaceutical Recruitment, to secure your next role in this sector call us at 20:20 Selection Ltd on 0845 026 2020 and speak to one of our consultants or visit www.2020selection.co.uk to view our current Medical Sales vacancies
(Adapted from CareerBuilder)
Tags:2020 selection, 2020selection, ABPI, career, employment, healthcare, medical, Nurse, Pharmaceutical, pharmaceutical sales, primary care, recruitment, secondary care, specialist, territory, vacancies
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April 23, 2010
Having embarked on a career as a medical representative in 1987, I still reflect on the route that led me to the pharmaceutical industry. Being a Pharmaceutical Sales Representative doesn’t often appear in the list of careers that we aspire to as teenagers hence it is invariably something people come across coincidently. For me I spent five years in a hospital Biochemistry Dept completing post graduate studies and developing a strong clinical understanding of various diseases and illnesses. It was here I met Sales Representatives selling laboratory diagnostics and equipment which sparked an interest in sales (I have to admit to being initially impressed by the suit, car and perceived flexibility of their job). In fact what did appeal to me about a sales role was the inherent challenges working towards targets and ultimately being rewarded (bonus) and recognised for exceeding goals (working in the NHS could not fulfil that need) as well as selling products which genuinely make a difference to people’s lives.
Hence I started buying the New Scientist and Daily Telegraph; there was no internet job searching in those days! Quite quickly I secured two interviews for Laboratory Territory Manager positions before seeing an advertisement for Trainee Medical Representatives with a major pharmaceutical company.
Have to confess at that stage that pharmaceuticals was a bit of a mystery to me, but my Dad said that company was great (blue-chip), and there was a number to call to apply. Two interviews later, including being flown to head office, I was offered a GP/Hospital Representative position.
Looking back I do wonder how I got that job as these days we expect entry level candidates to know so much more about the day to day practicalities of the role, the NHS and how the business works. Clearly the company were looking for the basic ingredients which they could then train, develop and mould to reflect their values and culture in the eyes of their customers; GP, Nurses, Pharmacists, Consultants, Registrars, SHO etc.
Over twenty years later in a different NHS landscape I still believe this to be true so what are some of those basics;
Personal Qualities – An inner drive, self-starter, the ability to work on your own initiative, enthusiasm, can-do attitude, tenacity, the ability to problem solve, good interpersonal skills, the willingness as well as aptitude to learn.
Clinical Foundation – This means an interest in medicine, the ability to learn and apply technical information. You will need to communicate this knowledge to customers of all levels. ‘A’ level standard Biology should help with ABPI.
Business & Selling Skills – Understand you are there to increase sales; it is a sales job & not a promotional or educational position. Have a consultative selling style, i.e. probe to understand the customer needs and agenda before offering solutions. Key Account Management & Networking Skills. Understanding local NHS politics, targets, agenda and how these may impact on your business.
Clearly a lot of clinical and business skills can be taught as long as you have the right positive attitude. In summary I would describe the role of a Medical Sales Representative, whether that be GP, GP/Hospital, Hospital or Generics as the opportunity to run your own local business.
I have enjoyed a varied, challenging and satisfying career in the pharmaceutical industry. I also know others, who embarked on their career at the same time, who have had similar experiences and taken their careers in to different functions in the industry including: Marketing, Senior Sales Management, Training, Consultancy as well as others who are now Senior Representatives such as Hospital Specialist Representative or Healthcare Development Manager.
If this sparks an interest in you fantastic! To discuss your background and transferable skills then contact 20:20 Selection Ltd on 0845 026 2020 or visit www.2020selection.co.uk . We have current opportunities Nationwide with hot-spots in London, Kent, Sussex, Essex, Somerset, Wiltshire, East Anglia.
Tags:2020 selection, 2020selection, ABPI, career, employment, experience, health, healthcare, hospital, job, jobs, medical, medicine, Nurse, pharma, Pharmaceutical, primary care, recruitment, secondary care, specialist, vacancies, vacancy
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April 20, 2010
Many articles have been written about the best way to engage with our customers in the NHS. How best to partner with this new breed, made up of payers, commissioners, and medicines management gurus. How best to tap into their agenda. In fact, many careers have been built on telling us just how to sell to our customers, and an awful lot of consultancy fees have been paid to experts so that we can all be scared to death about this ‘new’ customer group who we are told work hidden away, been firmly shut doors in an increasingly complex and confusing NHS maze.
In my simple world view, yes, of course we do need to speak the same language as our customers, but we also need to ensure that we are getting the balance right, to ensure that our customer partnerships are mutually beneficial. We need to be truly customer focused, but we also need to achieve the win:win equilibrium, to avoid promising the world in value added services for very little commercial return.
Over the last few years, Key Account Management has been the new pharma industry term that seems to be bandied about on a daily basis. It is used often and widely and it seems to mean different things to different people in different companies. Every hiring manager seems to be looking for the elusive KAM. Does it mean a hospital representative? Does it mean an NHS Liaison Manager? Is it a bit of both? Or is it just a very good salesperson with the right attitude, the right skills and the common sense to convince key influential customers to sit round a table, to weigh up the pros and cons, and to agree on decisions that will help them to achieve their desired outcomes, but that will also grow product sales for their company?
In many ways, Key Account Management is a philosophy; a way of thinking, rather than some magical process. Account plans and systems can of course help to keep business on track, but they cannot be the golden ticket on their own. People still, and always will, buy from people. Outstanding KAM’s need to be outstandingly talented sales people. In the ‘good old’ days, when sales people were autonomous, and they had full accountability for their results, the successful ones managed their own business and they managed it well. Naturally, they identified and involved all key stakeholders, naturally they engaged with clinicians, and non clinicians alike, and naturally they engaged the people who ultimately held the purse strings. They were unblocking the clinical and funding barriers that KAM’s and Market Access Manager’s do today, whilst always remembering to sell.
This breed are driven, competitive, innovative, competitive, hardworking, flexible responders to change and above all, as superb net workers and communicators, they can be relied upon to consistently achieve results.
At 20:20 Selection Limited, we know that recruitment agencies are mainly fishing from the same pond. The skill we use to catch the KAM’s is to recognise the specific species, and to know which bait to use.
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January 25, 2010
PRESS RELEASE
The New Year brings a new addition to the Recruitment Team at 20:20 Selection Ltd.
In the summer of 2008, Samantha Harrison, was the proud winner of the prestigious Pharma Times Senior RBM of the Year Award. At the start of 2010, she has begun the New Year with an exciting new challenge, by proudly joining the 20:20 Selection team as their new Recruitment Consultant.
Sam joined the pharmaceutical industry over 20 years ago as a Medical Sales Representative, and since then, she has worked in a wide variety of roles in her career, in both pharmaceuticals and in the CSO marketplace. Sam has extremely wide experience to bring to 20:20 Selection, having been an Oncology Hospital Specialist, a Field Trainer, a Regional Business Manager, Management Trainer, National Sales Manager, Operations Manager and most recently, as a Project Director at Innovex (UK) Ltd, managing multiple vacancy management teams for major clients in the pharmaceutical and healthcare industries.
Karen says, “Sam has built numerous teams for pharmaceutical companies in her time at both Innovex and Ashfield, so she has a great deal of experience and expertise in the field of recruitment. Sam understands exactly what kind of candidates our clients need, in order for them to compete in an increasingly demanding market. I know from first hand experience of working with her in the past, that she has the skill set to do a great job, and also a superb attitude that will help her to fit in perfectly at 20:20 Selection. She is talented, professional and extremely hard working. Those factors are crucial in recruitment.”
Sam has always kept an eye on the successful growth of 20:20 Selection since Karen Forshaw, 20:20’s Director, started the company. Sam and Karen have known each other for a long time, as they were colleagues together at Roche Pharmaceuticals, back in the mid 1990’s. Formed in 2002, 20:20 Selection Ltd has built a reputation for providing unrivalled recruitment services in terms of its commitment and dedication to both candidates and clients. “The reputation for quality that Karen and the team have developed within the market place is the main reason that I was so keen to come on board”, explains Sam. “I am delighted to be part of the team at 20:20 Selection”.
Tags:2020 selection, 2020selection, ABPI, career, employment, healthcare, hospital, job, jobs, medical, pharma, Pharmaceutical, primary care, recruitment, representative, vacancies, vacancy
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July 20, 2009
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