Careers in Pharmaceutical Sales Jim O’Bryan Great Lakes Regional Recruiter Field Sales Division Jim O’Bryan Great Lakes Regional Recruiter Field Sales Division

My Background... Why I chose Pfizer My Career Path What I am Responsible For Why Pharmaceutical Sales is Different From Other Sales Positions Why I chose Pfizer My Career Path What I am Responsible For Why Pharmaceutical Sales is Different From Other Sales Positions

Always Look at Values First Customer Focus Respect for People Integrity Innovation Teamwork Leadership Performance Community

People — Who We’re Looking For Challenging and innovative work Opportunities fueled by company growth Team atmosphere Variety of work Creative risk-taking and problem solving Continuous learning and development Challenging and innovative work Opportunities fueled by company growth Team atmosphere Variety of work Creative risk-taking and problem solving Continuous learning and development Motivated individuals who desire:

Sales Representative Capabilities Core Behaviors for Hiring and Performance Evaluations:  Perseverance  Work Ethic and Initiative  Problem Analysis  Decision Making  Impact  Communication and Persuasive Ability  Technical Knowledge  Relationship Orientation  Service Orientation  Market Knowledge  Teamwork  Planning and Organizing Core Behaviors for Hiring and Performance Evaluations:  Perseverance  Work Ethic and Initiative  Problem Analysis  Decision Making  Impact  Communication and Persuasive Ability  Technical Knowledge  Relationship Orientation  Service Orientation  Market Knowledge  Teamwork  Planning and Organizing

Sales Representative Capabilities Strategic Capabilities: Territory Optimization Customer Focus Team Contribution Strategic Capabilities: Territory Optimization Customer Focus Team Contribution

A Look at Our Culture Open, supportive environment Innovation Work/life balance Respect for people Intense but relaxed atmosphere Teamwork Mentoring Responsibility Open, supportive environment Innovation Work/life balance Respect for people Intense but relaxed atmosphere Teamwork Mentoring Responsibility

Other Opportunities in Sales Related Companies  Marketing  Finance  Market Analytics  Business Technology (IT)  Human Resources  Other Divisions (Consumer Products, Animal Health)  Research  Distribution and Logistics  Marketing  Finance  Market Analytics  Business Technology (IT)  Human Resources  Other Divisions (Consumer Products, Animal Health)  Research  Distribution and Logistics

Daily Responsibilities Start days in the hospital, see doctors and residents Doctors office visits throughout the day  Lunches for doctors and staff  Evening programs, varies from 1-4 per month Responsible for  physicians  other accounts (e.g., retail drug outlets, hospitals, nursing homes)  “Detailing” products - talking about specific benefits of Pfizer products in relation to our competition  Growing market share and dollar volume. Start days in the hospital, see doctors and residents Doctors office visits throughout the day  Lunches for doctors and staff  Evening programs, varies from 1-4 per month Responsible for  physicians  other accounts (e.g., retail drug outlets, hospitals, nursing homes)  “Detailing” products - talking about specific benefits of Pfizer products in relation to our competition  Growing market share and dollar volume.

Sales Force Training Initial Training Four phases during first six months First 3 months spent between the regional office, Rye, New York training center and in the territory Learn clinical applications for product lines Practice selling and marketing techniques Continuous Training at All Levels Product knowledge Selling techniques Educating the medical community University of Pfizer resource Initial Training Four phases during first six months First 3 months spent between the regional office, Rye, New York training center and in the territory Learn clinical applications for product lines Practice selling and marketing techniques Continuous Training at All Levels Product knowledge Selling techniques Educating the medical community University of Pfizer resource

Potential Sales Career Paths *CEO Bill Steere started his career 40 years ago as a Sales Rep. Enter at: Healthcare Representative Promotion Options: Training Headquarter Position (e.g. Marketing) Assistant to Regional Manager District Manager Promotion Options: Regional Manager Promotion Options: Institutional Representative Specialty Representative National Healthcare Operations Sales Operations Vice President

Working in an exciting, high growth industry Producing products that help people live better lives A flexible career path A commitment to continuous learning and development Competitive compensation and long-term incentives A generous customizable benefits program Diverse locations across the country A flexible and family-friendly working environment Working in an exciting, high growth industry Producing products that help people live better lives A flexible career path A commitment to continuous learning and development Competitive compensation and long-term incentives A generous customizable benefits program Diverse locations across the country A flexible and family-friendly working environment What Pharmaceutical Sales Can Offer to You

To Learn More See us on the web at  Learn more about a day in the life of a sales rep  More details on the training sales reps go through  Much much more! THANK YOU FOR YOUR TIME TODAY See us on the web at  Learn more about a day in the life of a sales rep  More details on the training sales reps go through  Much much more! THANK YOU FOR YOUR TIME TODAY