We know the differences of a Pharma Specialty Rep role versus MSL. This post isn’t comparing the job duties. Only talking here about job stability for the short term and long term. What do you all think about job stability alone, rep vs MSL? Which role will generally suffer layoffs quicker and which will fare worse in a troubled Pharma economy? Please answer if you’re knowledgeable in these Comparative Business dynamics. Thank you.
Well if you are pretty, look good in a business suit, and can order a meal, then a sales rep position is perfect. I mean what value does a rep bring?
This does not answer OP and implies an animosity toward reps. So maybe you resent or fear they in fact do have more stability than we do. The question was which job has more stability in a recession. Reps or MSLs.
A rep job is far more stable...not saying that is right, wrong or just...but here is why. Driving revenue and increasing the share price is what matters most in this industry. Since most bio/pharm companies are publicly traded driving revenue is the number one priority..regardless of what their mission statement says about "helping patients and their families etc"... Whether or not sales people do or do not drive revenue or provide value is irrelevant, as CEO's, BOD's and institutional/sell-side investors believe that they do and therefor will always be necessary. If you have not, please listen to just about any earnings call for any bio/pharm company and the question on sales force sizing is almost always asked, and when asked it is usually, "do you have enough" and not "are you too big?". Never once have I heard the question of "do you have enough MSL's" . Sure there are sales force layoffs from time to time, recently Amgen and Takeda both had substantial RIF's, however juxtapose that against the many sales force build outs in 2020(in spite of a pandemic and limited access) and those ramping up in 2021 and it is clear that the bio/pharm sales role is here to stay. Next, think about the MSL to Rep ratio...by pure numbers there are far less MSL opportunities so if you do lose your MSL job there is exponentially less jobs to go after or if you are looking for an MSL job typically they have much larger geographies they cover so a hiring company is not locked into a search in just one city...they can look at talent from multiple states to cover the MSL footprint making the competition very steep. In the end there is little to no overlap between the two roles and both have their functionality, in the end 'for- profit' companies tend to lean towards functions that drive revenue over functions that are supportive.
Imagine actually believing this. Lmao. Reps are dispensable. Dime a dozen. I've never seen an MSL team laid off. I've seen countless reps kicked to the curb to shutter cost. Happens all the time. MSL's are WAY more stable and valuable than a rep. Most docs don't even see reps these days.
Reps have been laid off like crazy throughout the pandemic. MSL's haven't. Hey look, another article today. Amgen cuts 'several hundred' U.S. jobs, primarily sales reps, as COVID-19 speeds a shift to digital
Clearly you're new to this. Of COURSE they do. Doctors want to talk to scientists and other doctors. People with knowledge. Not parrots. Getting meetings isn't an issue with MSL's because they provide real value to the docs, not spin. Not to mention the good MSL's have relationships with their network because they are scientific peers. Some even worked with numerous KOL's before. I know MSL's who had KOL's at their friggin weddings. Point is, MSL's get access way easier because docs don't want to waste time with rep number 40 who claims their drug is the best. They want data and the truth.
Sure let’s go with that...let’s say it’s all true. Doc’s don’t want to talk to reps and they only want to talk to MSL scientist. Like I said prior, it doesn’t matter. What the CEO’s, BOD’s and sell side investors believe, whether it’s right or wrong, is that personal promotion at the rep level is imperative to drive demand. I’m not here to argue whether that is true or not, what matters is the people who make decisions believe it. To your point about MSL’s not getting laid off that is untrue. I work at Amgen and we laid off plenty in each of our RIF’s as did Takeda with their recent RIF. It doesn’t get headlines since it’s a small percentage of the RIF. Lastly many bio/Pharma field sales teams have gotten too large and when they do they reduce. I’ve seen restructuring of MSL teams in my 30 years in the biz.
Long time Med Affairs contributor here: Dendreon just laid off their entire MSL Team. There have been other examples. MSLs cannot demonstrate monetary value or other obvious forms of value as easily as Sales. It's essential for MSLs/Medical to remain visible, lay out tactics that make sense to the decision makers, and champion accomplishments if these teams are to survive. C Suites are usually crowded with folks who came up through the Sales ranks. They are going to give priority to Sales needs over Medical because it's easier for them to understand how Sales contributes, and they can relate to Commercial. There are exceptions, but expect that the decision makers will favor Sales. When Medical teams are dispensed with, it usually reflects a culture where Medical is not understood or valued, and Medical leadership likely has created a siloed culture instead of finding smart ways to collaborate and remain visible.
One last thing...why are these two job being compared? It's like asking who is the better baseball player, Tiger Woods or Tom Brady. It doesn't make any sense. They are not remotely close in functionality, have completely no overlap in roles and responsibilities past both being field based and interacting with HCP's. That is where it begins and ends. It is like asking what job is more stable purchasing or manufacturing? They all have unique functionalities with little to no overlap so what is the point in arguing what job is more stable? I have seen contraction in both functionalists over the years. When your brand is in growth mode sales is very stable and tends to grow in FTE's, when your company has a lot of active clinical trials MSL teams tend to grow. When your brand is on the decline or, your clinical development program is slowing both roles are at risk...just like any other job, and people are expected to do more with less. When revenue is growing all is well across most functionalities, when it slows everyone is at risk.
Why are they being compared? Gee, maybe because some of us are capable of doing either job. Also, “completely no overlap in roles and responsibilities” - are you really that clueless or what company are you with that the MSL and sales jobs are truly COMPLETELY different?
BMS laid off over 80 CV and Diabetes MSLs back in the day. It has happened...There are less MSLs, so a team may just be 4-7. Consolidating to 3 will not seem like a cut, but the MSLS can have a huge area.
I have been in oncology for over twenty years, both start up biotechs and big pharma's and there is a pretty big firewall between medical and commercial from a compliance perspective so I am not sure how you view the functionalities being similar, other than both being field based and customer facing. I have never been paid on an IC plan based on sales, so driving demand - the prime focus of a salesperson - has never been part of my roles and responsibilities. If you have had a different experience as an MSL I would return the question...what companies have you worked for? Seems a little shady if you ask me. Perhaps you are working in something less clinical and more primary care/mass market where they have you doing something more in the gray area promotionally or perhaps you are just answering off label questions, eMIRFs, et cetera and not managing multiple clinical trials? I have never been tasked with selling on-label or off-label in my career and I am far too busy managing the multiple clinical trials, CRO's, and IRB's, while covering congresses to be 'selling', of which I get paid no more or no less based on the success or failure of the drug commercially on a quarterly basis. I have never even seen sales numbers as an MSL! So, I stand by my comment, based on my 20 plus years, that there is very little to no overlap between an MSL and a sales rep. and it is foolish to discuss which one has more job security. The answer is "it depends on a multitude of variables and what company and TA you are working in". For instance I would hate to be an HIV MSL now versus back in the 90's early 2000's when all the clinical trials were happening. Those MSL teams have been slashed over the last 15 years. Lastly I will agree that sure "some" of us may be qualified to do both jobs(i have done both) if you have a terminal degree in a life/health science you could be qualified to be an MSL. Having a terminal degree, however, does not automatically qualify you to be a salesperson. There are other core competencies outside of clinical acumen that are needed to be a successful salesperson. So if you are from the medical side, as I am, I would ask that you check your arrogance at the door as I have seen plenty of brilliant scientist go into commercial and fail miserably. To say we can easily do their job is a false narrative, and arrogant one at that.
Its a silly question because there is absolutely no stability when you put your destiny into the hands of a dysfunctional Corporate world. You are already compromising your integrity on a daily basis, playing the game to make money. Just move on when you can from this mess called corporation. Its for foolish souls that haven't figured things out yet.
