territory manager

associate director

director

liaison

manager

Daiichi Sankyo

Daiichi-Sankyo was a nice company to work for when they were not going through a realignment or having layoffs. Unfortunately they are now in the midst of the third cut back in less than six years. 
I typically left home aroung 6:30 each morning and arrived home between 5-6 p.m. I averaged 10 plus called per day and did as many breakfast and lunch appointments as possible. My territories were always large and required 3-4,000 miles driving time per month. This is a good thing, because I enjoy the windshield time. 
I learned more about managed care and insurance with this job than with the past companies, due to the increase in prior authorizations over the last decade. I had many partners and five District Managers in nearly ten years with Daiichi. I helped train some of the new representatives and always had strong partnerships, which led to good teamwork. I had good relationships with my 5 DM's.
The hardest part of the job was territory inconsistency. I had 4 different territories during my 9 1/2 years, due to realignments. Each time having new, inexperienced partners to train and having to create new relationships with physicians offices. Similar to starting over every 2 or 3 years. That being said, my teams always quickly established rapport and started trending upwards on the sales reports.

When I first started working for Daiichi Sankyo, it was a fabulous place to work. The company supported me throughout my career, and I grew and learned so much working there. I also always found that the company did its utmost to do right by its employees. The amount and level of opportunity afforded me at the company was impressive, and it was an honor and privilege to work there.
 However, it is a pharmaceutical organization, and the demands of working there are very high. As the organization faced financial concerns due to a shrinking pipeline, those demands grew. Additionally, as change accelerated at the company while financial resources diminished, a number of things that made the company so great were slowly eroding away - including its phenomenal culture.
  I believe very strongly that once the company gets back on its feet and steadies out a bit, it can return to be the amazing place that it once was. For the right individuals, willing to take on a challenging environment in high amounts of transition, I think its a great opportunity.  If you are looking for job security, now is probably not the best time. Regardless, working at a company that cares about doing the right thing, and cares about its clients and patients so deeply, is truly a wonderful and rewarding thing.

Overall not a bad place to work, typical day includes; selling benefits to doctors on certain products for certain patient types, setting up business lunches and presentations, managing inventories in offices, and of course a lot of driving. If you don't enjoy speaking, selling or a high pressure management structure I wouldn't recommend this job to you. However if you enjoy competition, and don't mind the stress, this job can be enjoyable. The management in this company will put INCREDIBLE amounts of pressure on you to win quickly, this could be a good thing or bad depending on how you handle stressful situations, in can crush you or make you stronger depending on your personality type. Your coworkers are usually great, competition is fierce but friendly and generally people are willing to help you. If you are looking for an entry level pharma job this company can be a great test job to see if the industry is for you, it may not be a long term solution however as layoffs seem to happen every 2 years or so.

What is the best part of working at the company?
The people that one works with are trustworthy hard workers and got your back.  The management team both immediate and up the chain are there for you to succeed, and pushing you to succeed 

What is the most stressful part about working at the company?
New to the oncology space initially and there was redundant, overlapping reporting.  But as I was retiring they got a good handle on the change meter and was dialing it back 

What is the work environment and culture like at the company?
It could be stressful but I believe that the stress I felt was self induced to do a great job I never felt pressure to do more from management 

What is a typical day like for you at the company?
Out the door at 7-7:30,  working with oncology nurses in am and pm and Oncologist usually between lunch breaks or lunch n learn appointments.  Night time dinner programs with a speaker are very rewarding to do and like to do one at least 1 every other month at least!

7 years ago, this was an exciting and growing company with great benefits and competitive compensation.  I learned a lot from my co-workers, my teammate who I provided back-up support to the VP  of Supply Chain and Technical Operations, providing executive support and putting in overtime as needed.  I learned the Purchasing process and was elected to be in charge of all the ordering of equipment, vendors and consultants at our new Bethlehem Plant in Pennsylvania, which was a challenging but rewarding project.  I learned how to support the Japanese culture, which was interesting.  I took a class on how to support the Japanese culture.how to greet the Japanese professionally.

The unfortunate part, was the company went through some changes over the past few years, losing our CEO, and resulting in multiple layoffs.  This made it hard to advance within the company, morale was low and there was no job security.

Monday mornings check doctors prescription data which I used to plan my week. If prescription volume was down made calls to establish why by talking with staff before speaking with doctor. If volume was normal or up visited those offices to make sure they maintained their volume. In either case you always uncover some type of objection that needs to be addressed. Twice monthly my District Mgr. would ride along providing feedback and suggestions on how to improve my attempts to influence the doctor and or staff in prescribing more of our products. Closing skills were always discussed. I most difficult part of the job is developing relationships within the offices, I have found success trying to bring  some type of value on each call. I best part of the job is building lasting relationships within each office many times it pays off to do this with the PA or nurse that's closest to the doctor.

This company did an amazing job of providing resources for and training to its employees. Sadly, it did not do a good job hiring great managers. The workplace culture of the pharmaceutical world was vastly different from anything I had ever experienced during my career. It was almost like they instructed us to do one thing, then expected us to do the exact opposite. I found this job one of the most uncomfortable jobs ever due to the expectations placed on me to cater to doctors and doctor's offices. The best part of the job was the training we received, which I still find valuable to this day, and the pharmaceutical peers I met during our training and conferences. The most difficult part of the job was being an English-only speaker in a Spanish-only territory.

Supporting 5 Region level executives has its moments, but there was never a dull moment. Each day brought new challenges and opportunity. The top notch executive team made you feel you were essential to their business, and it was nice to have their support and input. There was one other admin, she showed me the ropes! Expense reports! I say that because I submitted 4 monthly however there were 27 district managers who sent there report for auditing for approval and in some cases, if a manager was unavailable their entire districts reports would land on our desks as well... Just very time consuming in a very fast paced environment. POA Meetings! A chance for the entire Mid Atlantic Region to come together, so many district managers, sales reps, corporate office personal, all people who all know you and depend on you.

I have the work ethic and sales leadership that have enabled me to win Gold Cup on two occassions in the five years I have been with my current employer. Understanding physcian and patient relationships is one of my greatest strenghts. Developing needs and building consensus among physicians has allowed me to develop and refine these critical skills. I also excel in capitalizing on opportunities to drive sales, achieve leveraging, and diversify channels. Product knowledge and organizational skills have also played a key role to my success by having won several contests and awards.

A typical day starts with checking emails, project kick-off meetings, and possible discussions with management regarding project status.  Time management is an essential skill in order to ensure all items are attended to prior to the end of the day.  Management is supportive of process improvement suggestions and encourage discussions of some decisions.  Co-workers are supportive of each other and offer back-up when necessary.  The hardest part of the day is dealing with the disorganization of others, which may prevent tasks from been completed on time.  The company environment is generally productive, focused and challenging, but never boring.

Top Job Titles	Average Salary
Territory manager 109 salaries reported	$172,417 per year
Associate director 29 salaries reported	$208,641 per year
Director 16 salaries reported	$239,431 per year
Liaison 23 salaries reported	$194,448 per year
Manager 7 salaries reported	$147,457 per year

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