The pharmaceutical industry is a mainstay of the American economy, showing signs of unabated growth among all its sectors as we move into the twenty-first century.  By the year 2000, the value of the pharmaceutical marketplace is expected to exceed $379 billion, mentions Sharon Shelton, senior human resources associate with Eli Lilly & Company in Atlanta.  The industry is experiencing dramatic global growth that is creating opportunities to save and improve people's lives around the world.  

Shelton attributes this explosive growth to a new era in marketing, where past practices are no longer adequate.   She explains the industry impact in this way: In the past, pharmaceutical companies viewed 'the customer'--from a marketing standpoint--solely as the physician.  However, today, increased advertising initiatives, managed care influence, and national attention to increasing health care costs are causing the consumer to be more educated and interested in their health care.  This is causing an expansion in the industry's customer base.  Our customers now include physicians, as well as patients, insurance companies, the government, buying groups, etc.  

A similar perspective is provided by Dan Guaglianone, director of Corporate College Relations with Abbott Laboratories.  He comments the pharmaceutical industry is strong and vibrant.  Health care products and services continue to be in high demand in most parts of the world as people live longer, emerging economies gain more resources, and medical technology and diagnostic equipment allow earlier detection and treatment of health problems.  By working in this industry, you can use your individual talents and experience to help contribute to society and the quality of people's lives, which is extremely satisfying.  

The impact of the industry can be viewed another way.  Jeffrey Trewhitt, spokesman for the Pharmaceutical Research and Manufacturers of America, remarks It would be foolish not to consider job opportunities in the research-based pharmaceutical and biotechnology industries, considering there are literally hundreds of small to large companies researching and developing new medicines in this country. These companies are located across the country.  However, they are concentrated in and around Cambridge, Ma.; the Philadelphia--New York--New Jersey corridor;  San Diego; the San Francisco Bay area; in and around Seattle; Research Triangle Park, NC; and the Chicago and Los Angeles areas. 

Pharmaceutical and biotechnology firms employ several hundred thousand professionals in the United States, Trewhitt states.  Employment possibilities range from sales representatives to government lobbyists to staff lawyers to economists to administrative executives to public affairs specialists, and to different types of scientists. These views underscore pharmaceuticals as offering the kind of industry stability, geographical representation, and employment options that are attractive to career-minded young professionals who want to make the most of their education. Not only is pharmaceuticals a hot industry; the companies that comprise it have enviable name recognition as well. 

Brand Name Companies 

Instant name recognition and media attention add an aura of prestige to prominent pharmaceutical manufacturers.  Consistently named among the top pharmaceutical firms are these: Abbott Laboratories, Boehringer Ingelheim, Bristol-Meyers, Dupont Pharmaceutical, Eli Lilly and Company, Genentech, Glaxo Wellcome, Hoechst Marion Roussel, Hoffmann-La Roche, Johnson & Johnson, Merck and Company, Parke-Davis, Pfizer, SmithKline Beecham, Squibb, Warner-Lambert, Wyeth-Ayers, Pharmacia & Upjohn, and Searle. Their products are virtual household names.  Whenever you buy antibiotics, cardiovascular agents, diabetes products, aspirin, ointments for cuts and bruises, bandages, rubbing alcohol, personal hygiene products, etc., you support the sales of these firms. 

More specifically, recent media attention given to certain health products and biomedical research efforts puts the pharmaceutical industry in a favorable light.  Consider, for instance, Pfizer's highly-publicized introduction of  Viagra to the market last spring.  Estimates are that this love pill to counteract impotence was purchased through a million prescriptions written in only one month's time!  As a result, Pfizer's stock escalated dramatically. At the same time, similar headline-grabbing news was associated with the testing of drugs that show impressive promise in the battle against cancer and AIDS.  Some biomedical researchers say--with cautious optimism--that it's only a matter of time before a cure for cancer and a vaccine for the AIDS virus will be developed and marketed. When that happens, some major pharmaceutical companies will reap incredible financial rewards, along with enjoying the satisfaction of helping suffering humanity beat the odds against two debilitating diseases. 

Working for Pharmaceutical Companies 

Pharmaceutical companies, such as those listed above, hire pharmacy majors, particularly for research and development positions.  But these firms also employ talented entry-level candidates who may, or may not, have a medical or science background. Sharon Shelton recruits and hires for Eli Lilly & Company's southeast sales area, which includes North Carolina, South Carolina, Georgia and Florida.  Most of the people we recruit will begin in our sales organization, she remarks.  We hire experienced and non-experienced candidates into one of the four following sales organizations--Women's Health, Primary Care, Diabetes Care, or Neuroscience.  Considering their skill sets, career interests and business needs, sales representatives can later on move into other areas of the company. According to Shelton, successful candidates for pharmaceutical sales represent a wide variety of academic backgrounds.  These include graduates of engineering, liberal arts, business, life sciences, MBA's, and so forth. 

Professional opportunities at Parke-Davis are equally diversified and challenging, explains Thomas Williams, director of Human Resources.  Traditionally, recent college graduates with science degrees enter pharmaceutical sales as territory managers or sales representatives, he notes.  Career paths may continue in sales or branch into marketing, drug development, licensing or a medical liaison role. Similarly, Abbott Laboratories offers a broad range of entry-level career opportunities for college graduates who have earned bachelor's, master's or doctoral degrees, mentions Dan Guaglianone. These include positions in areas such as research and development, production and operations management, sales and marketing, engineering, information technology, statistics, finance and accounting, and human resources management, he adds. 

Another indication of career advancement within the pharmaceutical industry is offered by Angela Knight, manager of College Relations with Merck.   In her words: Merck offers a diverse field of opportunities and many different career paths, according to the individual's personal and professional development.   Specific entry-level positions at Merck include: human resources specialist, senior analyst, project chemist, project engineer, staff accountant, information systems and automation technology, and professional representative.  The firm customarily hires graduates with backgrounds in engineering, biology, chemistry, computer science, liberal arts, mathematics, pharmacy, and MBAs. 

How financially lucrative are jobs with pharmaceutical manufacturers?  Entry-level salaries for sales representatives hover around $35,000 - $40,000 or more, depending on one's experience and educational attainment.  Additional perks include a company car and expense account for business purposes.  Other, non-sales positions offer starting salaries in the low $30Ks to mid $60Ks, depending on the discipline, particular position and appropriate educational background. 

Strong Industry Job Market 

The job market is very strong, and it appears to look that way for the foreseeable future, mentions Dr. Henry Lewis, dean of the Florida A&M University College of  Pharmacy. What makes this industry sector so strong?  Dean Lewis explains that as people live longer, the need for improved medications and highly-trained pharmacists increases. In addition, new technology has greatly enhanced the ability of pharmaceutical research to identify better drug therapies to treat--and even cure--diseases previously considered incurable. Another influence on the job market, according to Dean Lewis, is the fact that there are new or emerging options for pharmacists that have only recently become available.  These include home health care organizations (HMO's), managed care organizations, insurance companies, and state drug utilization programs.  

Not only is the earning potential for pharmacists high; the earning potential is impressive. According to the Occupational Outlook Handbook, the median starting salary for pharmacists with non-government organizations is approximately $50,000.  Overall, salaries tend to be higher on the West and East coasts. The American Pharmaceutical Association cites as starting salaries the range of $40,000 to $70,000.  New pharmacy graduates with a B. S. degree who are hired by the federal government earn between $28,000 to $36,000 (grade CG-9) and $34,000 to $44,000 (grade GS-11), the APhA reports. Along with generous salaries, many private employers of pharmacists offer additional perks such as bonuses and profit sharing. As the demand for well-trained pharmacists increases, their earning potential will certainly keep pace with other professionals in the health care industry. 

Educational Preparation 

 If you are looking for an excellent employment opportunity that offers stability, good potential, and plenty of professional challenge, consider the pharmaceutical industry. One avenue for entering the industry is by being trained as a pharmacist.  Currently the appropriate degrees for entering the profession are the B.S. in Pharmacy or the professional Doctor of Pharmacy (Pharm D) degree.  These are five- or six-year programs that require one or two years of pre-pharmacy studies.  Preparatory course work includes: chemistry, biology, anatomy or physiology, advanced mathematics, economics, English and communications, social sciences, medicine and the law, etc. By the year 2000, however, pharmacy schools will only offer the Pharm D degree. This decision was made by the American Association of Colleges of Pharmacy in 1992.The intent is to strengthen the educational requirement for pharmacists, whose job will become increasingly demanding due to the complexities in health care delivery and new advancements in pharmaceutical products. 

To work as a registered pharmacist, you need to secure appropriate state licensing.  The National Association of Board of Pharmacy regulates such licensing, which must be renewed annually. To become licensed, you must satisfy both national and state requirements.  At the national level, you must pass the North American Pharmacist Licensure Examination. Commonly referred to as the NAPLEX, this exam is used in all states except California, which has its own exam. Additionally, some states require as part of the licensure procedure passing a laboratory examination, or wet test.   This test determines how accurately and safely pharmacy trainees can prepare and dispense medications. Along with holding an active license, in most states you will need to complete a certain number of continuing education credits (CEUs) annually to stay abreast of developments in the field. 

Tips for Entering the Profession 
 
Thomas Williams of Parke-Davis advises, Young professionals should bear in mind that primary responsibility for career development rests with the individual.  They should ask a lot of questions and be very observant of how others move throughout the organization. Getting the degree is just the first step, cautions Angela Knight at Merck. I would suggest that students be flexible and ready for change at any given moment-- and be prepared for continuous learning.   It's also important to develop the 'soft skills' that enable the employer to understand one's values, attitudes, motivation and work ethic.  These attributes provide the student with a competitive edge.  

Student Memberships 

A discussion of pharmaceutical careers would not be complete without mention of the importance of student memberships in professional associations. Active professional association membership is extremely important, especially for African American graduates, emphasizes Marisa Lewis, executive director of the Student National Pharmaceutical Association, a position she has held since 1989. 

With active membership comes new knowledge about organizational management, new skills, professional development, recognition by peers, and professional contacts (i.e., networking).  These benefits will oftentimes improve a graduate's ability to obtain a job, or advance him/her to a position above the average graduate with no leadership and organizational experience, Lewis notes. 

Currently SNPhA has over six hundred minority student members representing 40 chapters and member schools.  Another valuable organization is the American Pharmaceutical Association's Academy of Students of Pharmacy: APhA-ASP.  Each chapter sponsors various programs and activities to enhance members' educational and professional development. For students who have strong academic preparation, skills to acquire new knowledge--and plenty of fortitude--a career in the pharmaceutical industry can be immensely challenging and financially rewarding.  Perhaps it will be just that for you.