Would you rather be a Manager or Rep?

Hearing a lot of reps prefer staying a rep instead of advancing to be a DM, ASM, RSM because it’s not worth the stress, etc.
Would like to hear honest thoughts from those who have moved on to manager role or passed to stay a rep.

 

Pros and cons both positions. I think if you’ve been in pharma/healthcare sales industry for 5+ years it is a good/smart move to have management experience. If anything it’s good to have on resume. On flip side being a rep means you don’t have the additional stress and expectations on you as a manager and traditionally far less travel if being home more is important. Managers take a lot of heat when their district isn’t in the top even if it’s not a rep issue if that makes sense. Another thing to consider is a manager’s bonus is usually based off how his or her reps perform. I personally know managers who have solid reps and it comes down to little to no coverage in that district and not based on the sales team’s performance.

 

This is a great question...I have been in industry now 23 years and at one company for 20 years. I had a chance to do "management development" about 7 years in with the 20 year company. It was a great experience but I quickly realized about 10-15% of people are truly built to be in a District Manager(or Regional Sales/Director) type of role and do it well. For me, I choose to take a Corporate Account job(at a manager level for pay and bonus and level within my company) but I did not have direct reports under me. This was a great opportunity for me and travel was a part of the job which meant 2-4 nights a week on road. It took a toll on family but it was the best job I ever had.

To me...if you are not that 10-15% this is the way to go. If you do have direct reports you are so tied down to the drama of managing a team, individuals, and as the other person said if you are not down for travel stay away from any type of management job.

I stepped out of my corporate account job about 5 years ago. Back to a rep and a sales trainer so its a great mix of owning my territory and business and being able to help newer reps of which some will want to become managers.

 

The previous post is spot on. I too wanted more out of my role so I got into the management development program and became a DM. It was very rewarding for many years but also some of the hardest work I’ve ever done. Employee drama, sales expectations, travel, and stress were very real parts of the job. After a lay-off, I had the opportunity to get back to hospital sales and I really appreciate the autonomy I have now but also recognize that my management experience makes me a much better rep. My advice: think about why you truly want to be in management. If it’s just for the title and money, you (and your direct reports) will be very disappointed.

 

LOL
“ It took a toll on family but it was the best job I ever had. “

 

Some people are simple minded and cannot compartmentalize between things like work/family/personal time/hobbies. I get what the post said...being a DM(or in a high travel job ) is not for everyone and sometimes a choice needs to be made over putting in 60-70 hours a week managing people at the cost of family time.

Its not that difficult to see a job(even a Corporate Account job) would require travel thus taking time away from family. Its s decision each person needs to make that wants to try to climb up a bit and take on a team of people.

 

Manager Pros: You get to lead and lead a team of people; you get to travel if you are in place in life that is okay and won't take toll on family; being part of leadership/management; input on things like marketing/POAs/Metrics/Goals-Quotas/

Manager Cons: The babysit factor; figure on a team of 8 you will have 1-3 tenured reps that "get it" and are autonomous and self supporting and just want to be reps; 2-3 reps that are solid and want to be developed and do other things; and then 1-2 reps where you spend 50-60% of your time managing their drama and bullshit. Travel can be excessive with meetings to have a meeting; going to home office if you live far away; calibration meetings for performance reviews....yada yada yada. 3-4 nights a week travel is not against norm. Your numbers are controlled by 8 other people of which a couple may be slacking or kicking your ass.

Rep Pros: You don't have to deal with the 1-2 reps who are taking 50-60% of your time. You get to own a territory and make it your own. The travel may only be 1-2 nights a week depending on territory. You mostly control your business and your numbers/quota.

 

What this dude/gal said about 10-15% of people are truly "made" to be in a DM or Manager type role is accurate. I too had a chance to do a fairly comprehensive management development program at my company and for me I was able to drive myself to a Key Account/Government Affairs role. The idea of having to baby sit was something I could not do effectively in good conscience so being on the Payor side was my way to get to a manager type level(pay and bonus) and not have to deal with having a team.

 

Neither.
This industry is terrible.

 

I made more my last year as a rep than I did my first year as a manager.

This was due to how the manager bonus was structured vs my uncapped bonus as a rep coming off a really solid year.

The hassle factor goes up doubles or triples moving into management while pay goes up some percentage far less than that. If you thrive in the environment, it’s a great move. If money, family time, working out and nights and weekends mostly free are your thing, stay a rep.

 

Done both. If you are into a power trip, become a manager. If you are into self responsibility, stay a rep. Honestly, you have a much better lifestyle and can make as much/more as a rep.

 

I have done both roles. Led field based and home office teams for more than 20 years and I’m getting ready to leave my current company for a hospital account position in rare disease and device. There are pros to being a manager. Many companies do not give stock to reps. The company I work for gives generous grants to managers and above. After vesting, I make about $100,000 more than the average rep on my team. So the money can be very good if you are in an orphan drug or rare disease situation. But I am tired of leading teams. I always treat my reps like peers and clients. It’s my job to make sure they have what they need and to help them get what the want. They are the people who put food on the table for my family. My reps are more important than my director or VP. Unfortunately, the new leadership I work for don’t see it that way. And that’s the way the industry appears to be headed. Directors and above are now heavily compensated with stock and options. All they care about are rankings, bonus, presidents club, and the stock price. This translates into constant meddling in our team business. Going around managers to intimidate and push their agenda. Myself and many other managers no longer lead. We measure useless metrics and parrot senior leadership direction. Time to move on.

If you love being a rep and you take good care of your customers, Stay put and develop in your role. You can shift into rare disease and make more than many managers in big pharma without the micro managed hell that is the DM role in the industry today.

 

nice insight....

 

no amount of money would be worth it to climb into pharma management. From what I’ve seen, the district managers are fine but the ones above them are some of the most under qualified, vile little dictators I’ve ever seen. They put up with too much from the top and then once you add hotel life to the equation it just becomes a non-starter

 

As a manager you get crap from above and below!! Who needs that?? Life is too short!!

 

A manager. Because, for example at Amplity, as a manager you can totally lie on your resume and falsify your background and experience and you will get away with it.

 

Very well put.....36 years in pharma. 18 in sales roles, 18 in sales management. It really depends on what your career goals are and at what point you are in your career. If it appeals to you, its a great learning and developmental experience. I found that I probably overstayed the DSM position 3 years too many. When you products are new and fun to launch, the energy is there. But it does take a toll over time. I, like the other contributor went back into sales due to reorg in 2011 and never looked back. 61 now and still enjoying the job and the people. Probable continue a year or two more and then I'm out. If I had it to do again, I'd do the Mgr job for 4-5 years and look for another position to expand other skill sets....NAM, Manage Care , Mkt... they all offer opportunity for growth and development and most of the time, you can get there in your current company. If you do have to leave that company, you are that much more marketable. Good luck to all...even though the pharma/biotech industry will no doubt change and has, there will always be opportunity.

 

Over three decades in the industry as a career rep. Was heavily encouraged to transition into management development program, but after only a couple of years in the business, I realized it was not for me. The DM position would have not allowed me to be available to coach my kids’ sports teams and other family activities due to the travel required. I appreciated those that are willing to do the job. Absolutely no regrets for the decision to stay in the territory. Less money, but a better lifestyle, in my opinion.