The presentation is intended as an overview for pre-registration pharmacists and newly graduated pharmacists who wish to know the options available for pharmacists in the Industry.

1. 1
Career options for a Pharmacist
in the Industry (Singapore)
YK Png

2. Singapore Healthcare Landscape
Population in 2030:
~6.9 million
Life Expectancy in 2030:
~85 years old
Aging Population
Increasing Incidence of
Chronic Diseases
Increasing Population
1 in 4 (2030)
Singaporeans above 65 years old!

3. Beyond Healthcare 2020
2012
2016
2017
Beyond hospital to community
Beyond quality to value
Beyond healthcare to health
Healthcare IT Master
Plan (HITMAP)
Singapore Healthcare Master Plan
Healthcare Manpower
Plan
Healthcare 2020
Population targets to hit 6.9mio by
2030
1 in 4 Singaporean >65 yo by 2030
Chronic Diseases on the rise . . .
Going Digital
Intelligently
Using Data Effectively
Disrupting
Meaningfully
• Affordability
• Quality
• Accessibility
National Day Rally 2018: Down-to-earth speech with a back-to-basics
focus on housing, healthcare

4. Outpatient Pharmacy
Automation System
Smart Health Video
Consultation
Smart Health Tele-
Rehab
Medical Device
Integration
Mobile Phone
Applications
Current IT Innovations in Singapore
Singapore’s Journey Towards an Innovative and Effective Healthcare System
• The Health IT Master Plan was launched in 2014 and officially
unveiled in 30th May 2017 as Health IT Master Plan 2021.
• The objective was to guide Singapore’s healthcare system to
harness and integrate IT into the Singapore healthcare system.
• All major public hospitals are amongst the first in Asia Pacific to
achieve HIMSS EMRAM* Stage 6 and 7, international benchmarks
for advanced technology used in patient care.
*HIMSS Analytics® has created the EMR Adoption Model (EMRAM), an eight-stage model that allows you to track your progress against other healthcare organisations around Europe and across the world.

5. Personalised
Medicine
3D
Printing
Wearable
SensorsBig Data
Telemedicine
Robotics
Future Healthcare System

6. 6
Why Pharmacy?
Passion
Flexible
career
Professional
course
Couldn’t
get into
Medicine
Don’t
know. . .
???
???
Dad/Mum
is a
pharmacist

7. 7

8. 8
"Several national studies now show that the demand for pharmacists in all
practice settings is at an all-time high. Rated as the most trusted and
respected professionals by the Gallop Poll for ten consecutive years,
pharmacists are responsible for the safe and effective distribution of prescription
and over-the-counter medicines." ~ Gallop Poll (2003)
http://www.liu.edu/cwis/pharmacy/phbut03/viewbook/dean.html

9. 9
Have I chosen the right course . . .?
Job prospect is
good!
Full time or part time
Professional job …
Very flexible options …

10. 10
Career Options
Manufacturing, R&D, Clinical Trial, . . .
Industry
Academics
Government institutions
Retail
Hospital /
Polyclinics
Entrepreneurs, non-phamacy related careers. . .
Graduate study…

11. 11
• Industry:
• Pharmaceutical
• Consumer Healthcare
• Biotechnology
• Medical devices
• Medical equipment
• Distributors / wholesalers
• R&D / Clinical trial, …
Career Options in the Industry
Principals
Hospitals /
Pharmacies
/ Retailers
Distributors
Supply Chain . . .
Principals
(Manufacturers)
Patients /
Consumers

12. 12
(Industry)

13. 13
What roles can a Pharmacist play in the Industry?

14. 14
Career options in the Industry
•Sales
Attributes:
• Meeting people
• Freedom
• Disciplined
• Sales pressures
• Customer service / good listener
• “Sky is the limit”…
• etc, etc . . .
Pharmacist’s advantages:
• Good understanding of product knowledge
• Clinical knowledge
• Network
Question:
Must you be “talkative” or “extrovert” to be
a good sales person?
• Industry:
• Pharmaceutical
• Consumer Healthcare
• Biotechnology
• Medical devices
• Medical equipment
• Distributors / wholesalers
• R&D / Clinical trial, …

15. 15
Typical remuneration (Sales job):
 Base salary: market benchmark
 Car allowance: S$1K to S$1.5K
(excl car park charges, claimable)
 Commission: S$1.5K to S$2.5K
 Mobile, …
•How much does a Pharmaceutical Rep earn?

16. 16
•A typical day at work (Sales Rep)
“Ciong” again…
Enjoy the lonely lunch or
with customers or “kakis”…
“Ciong” to the clinics, hospitals,
pharmacies, …
Home sweet home or
let’s go for a drink!
Say “good morning” to your “kakis”
and bosses, “kay-poying”.…
Join the “Jam’
Emails, meetings, reports,
clinical papers, role plays, …
Preparing “weapons”,
brochures, samples, Forms, …
Remarks:
Reps may not need to be back to office everyday or at the end of the day
Lunch time talks,
lohei, …
Morning journal
club meetings Evening talks,
customers dinner, …

17. 17
•An example of job duties for a Pharm Sales Rep . . .
✓ Meet sales target & non-sales KPIs
✓ Achieve required number of calls: 8 to 10 calls a day
✓ Attend company meetings
✓ Possess good product knowledge and selling skills (trainings provided for new reps)
✓ Effective utilization of selling and promotional tools (eg. detailing aids)
✓ Organize sales &/or product presentation
✓ Assist in marketing activities eg. product talks and workshops, trade exhibition, invite
doctors to oversea congress, …
✓ Build strong customer relationship and loyalty
✓ Maintain strong compliance requirement (pharmacovigilance & compliance): eg. product
sampling, ADR, …
✓ Strong team player: eg. close working relationship with fellow colleagues from sales &
marketing

18. 18
Marketing / Product Management
Attributes:
• Meeting people
• Strategic
• Management & sales pressures
• Customer oriented
• Sales experience
• Marketing knowledge
• Travels
• etc, etc, . . .
Pharmacist’s advantages:
• Good understanding of product knowledge
• Clinical knowledge
• Network
Personal advice:
• Might be good to start off as a professional sales
rep first before embarking on marketing
• Do a post-graduate diploma in marketing
Career options in the Industry

19. Value Creation – Omni-channel Marketing Strategy
CME
Medical Congress
& Exhibition
Patient Education
& Adherence
Program
Sponsorship
& KOL
Development
Institution
& Society
Collaboration
Promotional
tools
Brand
Building
Sales
Promotion
Value
Creation
Medical
Science Liaison

20. Omni-channel Marketing
20
Omni-channel (also spelled omni-channel) is a
multichannel approach to sales that seeks to provide the
customer with a seamless shopping experience whether the
customer is shopping online from a desktop or mobile device,
by telephone or in a bricks and mortar store.
The term “omni-channel” may be a marketing buzzword, but
it refers to a significant shift: marketers now need to provide
a seamless experience, regardless of channel or device.
Consumers can now engage with a company in a physical
store, on an online website or mobile app, through a catalog,
or through social media.

21. MRT Ads
PR Activities
Print Ads
TV Ads
BlitzOnline
& Website
Consumer
Engagement
Program
CPE
Events
Value Creation – OTC Marketing
Radio Ads
Value
Creation
BTL

22. 22
•Example of “What does a Product Manager do?”
✓ Field visits
✓ Develop marketing materials, eg. detailing
aids, gimmicks, …
✓ Product sample control
✓ Travel with doctors to oversea congresses
✓ Conduct talks & marketing activities
✓ Participate in trade exhibition, congresses, …
✓ New product launches
✓ Business development
✓ etc, etc …
✓ Management & marketing meetings, …
✓ Budgeting
✓ Marketing / Product plan
✓ A& P control
✓ Pharmacovigilance / compliance
✓ Inventory management

23. 23
Business Development
Attributes:
• Good knowledge of the industry
• Marketing knowledge
• Market intelligence
• Public relations
• Understanding financial costing
• Interpersonal skills
• etc, etc, …
Pharmacist’s advantages:
• Network: fellow pharmacists in the industry,
hospitals, GPO, retail pharmacies, HSA, . . .
Career options in the Industry

24. 24
Quality Control & Compliance
Notes:
• Are you well trained in QC & compliance, GMP, GDP, SOP, …?
Career options in the Industry

25. 25
Training & Education
Contributions:
• Internal:
• Product trainings
• Clinical reviews
• Pharmacovigilance training
• External:
• Pharmacists / Assistants, …
• Institutions talks
• Exhibitions
Pharmacist’s advantages:
• Good understanding of product knowledge
• Clinical knowledge Personal advice:
• Might be good to have sales and/or marketing
experience too if doing sales or product training. . .
Career options in the Industry

26. Medical Science Liaison (MSL)
Why MSL for DCH Auriga (example)?
• Strategic therapeutic focus: Bioscience (biosimilars), specialist products, innovative products
• Changing market trend: High Trust High Value, CRM, Value Creation, …
• Training management
What is a Medical Science Liaison?
Medical Science Liaisons are vital in the success of a company. They work throughout a product's lifecycle, help to ensure
that products are utilized effectively, serve as scientific peers and resources within the medical community, and are scientific
experts to internal colleagues at companies. However, the primary purpose of the MSL role is to establish and maintain peer-
peer relationships with leading physicians, referred to as Key Opinion Leaders (KOL's), at major academic institutions and
clinics.
CRM
Key Functions?
1. Medical Information Services
1. Clinical training to pharma sales teams and targeted healthcare
professionals (HCPs)
2. Assist with medical or product enquiries
2. Medical Communication
1. Provide scientific information visits to HCPs and discuss key therapy
area/product attributes
3. Educational Initiatives and Program Support
1. Pre-launch support
2. Patient adherence programs, disease awareness campaigns
Career options in the Industry

27. 27
GMP/GDP
Compliance
Product
Registration
Pharmacovigilance
Dealer/Establishment
Licence
Training
Regulatory Affairs
Career options in the Industry

28. Career Progression (an example)
28
• Sales Rep / Pdt Specialist
• Product Executive
• Key Acc Executive
• RA Pharmacist
• . . .
• Product Manager
• Sales Manager
• KA Manager
• RA Manager
• . . .
• General / Country Manager
• Regional Manager
• Managing Director
• CEO / President
• . . .
Grad / Pre-reg
• Senior Manager
• Marketing Manager
• Division / BU Manager
• . . .

29. 29
An example of career development in the Industry
Entry level Junior executive Middle
management
Management Senior
Management
Top
management
• Medical / Sales
Representative
• Product
Executive
• Pharmacist
• Medical Executive
• Key Account
Executive
• Product / Brand
Executive
• Sales Supervisor
• Pharmacist /
Regulatory Affairs
Executive
• Business Dev
Executive
• Sales Supervisor /
Sales Manager
• (Group) Product
Manager
• Key Account
Manager
• Sales & Marketing
Manager /
Marketing Manager
/ National Sales
Manager
• RA Manager
• Business Unit
Manager / Division
Manager / Sr
Manager
• Sales & Marketing
Manager /
Marketing Manager
/ National Sales
Manager
• RA Manager
• General Manager
• Marketing Director
/ Sales Director /
BD Director / …
• Regulatory Affairs
Director
• Regional Manager
/ Director
• Managing
Director
• CEO
• Chairman
• V / President
Job titles cld be deceiving!….important to know the job description, turnover, roles &
responsibilities, company size, …
Money is NOT everything!….other important factors to consider include work environment,
prospect and advancement, job enrichment, learning environment, …
Consideration:
(1) Job description (2) Management/Supervisor (3) Colleagues (4) Environment (culture) (5)
Career advancement (6) Remuneration

30. 31
So many options….
Which is “best” for me…?

31. 32
Know “yourself” & your career goals, aspiration, …
Which is “Best” for me…?
• KNOW YOURSELF:
1. Like to meet people?
2. “Thick” skin? Shy?
3. Freedom or “9 to 5”? Working
weekends? On call…?
4. Physical pressure vs mental
pressure, sales pressure…?
5. Like to travel? “Homely” type?
6. Status conscious: job, company?
7. Monetary reward vs job nature?
8. Etc, etc, …
• JOB & COMPANY:
1. Job (clinical) knowledge
2. Focus vs multi-tasks
3. Clinical environment vs retail environment
vs office environment vs “field” works?
4. Career development / opportunities
5. Travels (esply if regional role)
6. Local vs MNC?
7. “Big” vs “small” companies?
8. Etc, etc, …

32. 33
Whatever you do . . .
Take home message . . .

33. 34
Aptitude vs Attitude

34. 35
IQ, SQ & EQ

35. 36
IQ vs EQ
“It is not the strongest of the species that survive, nor the
most intelligent, but the one most responsive to change.”
~ Charles Darwin

36. 37
What are the attributes of a “Ideal” (good) employee?
• PERSONAL QUALITIES:
1. Communication skills
2. Decisiveness
3. Dependability
4. Independence
5. Creativity
6. Human relations skills
7. Teamwork
8. Initiative
9. Adherence to policy
10. Deportment
• PERFORMANCE:
1. Job knowledge
2. Job scope achievement
3. Productivity
4. Effectiveness & accuracy
5. Problems analysis and judgement
6. Availability
7. Organizing ability
8. Administrative skills
9. Maintenance and operation of
equipment
10. Responsibility
“PTCA” qualities:
Proactiveness/Positiveness Teamwork/Transparency
Communication/Commitment Action-oriented/Attitude

37. Career development
Who owns the development plan?
Employee responsibilities Manager responsibilities
Identify own development needs Help identify strengths & opportunities
Initiate discussion with manager Provide honest feedback
Seek assistance on development
options if needed
Familiarize with available options and
direct resources to support
Document development actions Formal mid-year review progress
Actively manage progress Observe and provide feedback

38. Two sets of competencies (ref: LF Asia)
Middle management or below:
• Core
- Communication
- Customer Focus
- Jon Knowledge / Technical
- Results Orientation
- Teamwork and Collaboration
- Execute Seamlessly
- Innovation
Management:
• Leadership
- Think Strategically
- Customer Focus
- Lead Courageously
- Engage Others
- Execute Seamlessly
- Promote Innovation
- Develop People
- Build Community
- Influence and Collaborate

39. 40
Talent Grid
Unproven
Showing signs of high
potential but performance
yet to be proven
Star
Top talent, acts as role
model in current role,
ready now for next level or
beyond
Developing Star
Demonstrates lots of
potential to advance further,
still room for maximizing
performance
Questionable
Seems to have potential but
still questionable, something
is blocking them ;
performance not
demonstrated
Strong
Valued at this level. Room
to maximize performance,
High Impact
High achiever, exhibits
some competencies
beyond current role
Highly Valued
Valuable employee,
experienced, high
professional expertise. May
have reached career
potential
Solid
Consistent contributor . May
have reached career
potential. Can become a
subject expert
Under Perform
Fails to deliver,
performance at risk
HIGH
LOW
P
o
t
e
n
t
i
a
l
P e r f o r m a n c e
Mapping Performance and Potential Assessment Data
High – potential
for significantly
larger and
complex role
Medium –
potential for
broader role with
Increasing
complexity
Low– potential
for development
at current role
only
High – consistently
exceeds expectation
Medium – Meets
expectation
Low – Below or
Partially meets
expectation
Human Resources & Organization: Talent Management & Succession Planning (Ref: DCH Auriga)

40. Potential
Criteria
Factors to look at Low End
( 1-5 )
High End
( 6-10 )
Intellect ❑ General intelligence
❑ Breadth and depth of
perspective
❑Learning fast and respond
Comfortable with reasoning and
understanding of issues but the
ability to think profoundly and
abstractly is limited
High mental power. Comfortable with
complexity. Makes fresh connections between
different situations and concepts. Learn from
new experiences and apply them in new and
unfamiliar challenges.
Relating to
Others
❑ Understanding self, goals,
intentions, responses, behavior
and all.
❑Understanding others, and their
feelings and manage relationships
Gets feedback on own strengths and
limitations mostly from others. Most
at ease with people who are like them
. Manage relationships well but
challenged in conflict situations.
Disconnect when under pressure
Emotionally intelligent leader. Manage own
and others negative emotions well. Think about
the team and their concerns before oneself.
Socially open and work well with anybody and
everybody. Great communicator and inspire
others to act. Allow others to shine. Ability to
build strategic relationships
Drive ❑ Take Risks
❑ Resilience
❑ Perseverance
At their best when able to focus on
familiar goals or non-challenging
tasks. Work hard. Satisfied with
current circumstances and
management level
Relentless and ambitious in driving for success.
Steadfast in doing something despite difficulty.
Keep trying until they reach their goal. Strong
desire for advancement. Optimistic and
motivational.
Change Agility ❑ ability to deal with ambiguity
and in an unclear operative
environment
Is most comfortable with the “tried
and tested”. Less efficient and
productive under ambiguity
Confident in dealing with ambiguity and
uncertainty, operate effectively when the
strategy is unclear. Cope effectively with the
discomfort of rapid change. Enthusiastic
supporter of change and positive influencer of
peer and team.
Rating Scale
Potential Assessment (Ref: DCH Auriga)
High potential traits that we would expect to
see at any level

41. Interview Tips

42. 43
yongkohpng@dchauriga.com
http://sg.linkedIn.com/in/ykpng