This is being done as a public service to those out there researching AM for a job opening. Reading these posts can get overwhelming b/c of all the blind anger or kool-aid drinking. And while one can come to a consensus conclusion with enough reading, I thought I would give a calm, rational, "no ax to grind" perspective from a current rep so that you know the real deal...
Before I took the job at AM, I deducted from cafepharma posts these basic tenants that have been true:
- AM is a good place to land a medical device job if you don't have MD experience but have a strong sales background. In other words, a good way to get into the industry. This is accurate, plus, this job requires that you get good at selling in the OR, and that is a skill other MD companies look for (as you plot your career). That being said, I don't know how recruiters etc value AM on the resume.
- AM is cheap. Oh, that they are (and we are not talking salary yet). You find out immediately in training b/c you share a room for 3 weeks with someone. I have read some on here saying "no big deal." I disagree. First, we are all adults, and I think that means that I shouldn't share a room with a complete stranger (opinion). However, the practical comes in when you see how fast flu/colds spread through a class. It's an intense 3 weeks and being distracted by illness should be avoided. And if your roommate gets sick, you will as well. Other areas of cheapness: no medical coverage during these 3 wks, so good luck with a flu. And there are countless other examples, but they all add up to one thing: AM is a cheap company (I have never heard anybody disagree about this point).
- AM salary & benefits are well below industry standards. Of course, there are a lot of variables here: territory, your work ethic, unique challenges, contracts. But on average: TMA's will make about $70. TM's about $80. This is probably the biggest challenge to reps over the next couple of years: how to make $$$. The industry is changing at a break neck pace. Contracts have become more important than Dr relationships/selling. AM has always done comp plans on growth. But in a lot of territories, growth is limited/not possible. They will need to comp on keeping existing biz. AM needs to do a much better job w focusing on contracts with these GPOs/IDNs. Second, benefits are weak. Med is expensive. 401K is a joke (I've run the numbers, it makes no sense to join their 401K with the miniscule "matching contribution.") Car allotment is fine. In total, below most other companies in industry.
- The corporate environment is good but has a high turnover. I would say that I like most everybody I work with and have met in AM- more than in any other company I've worked for. However, the adage: 'your mgr makes you or breaks you' will always be true. I've been lucky in this department. Turnover is high, probably to do with the above points. My mgr told me when I interviewed that most come into AM for 2-3 yrs and take their skills elsewhere for better compensation. Well, that is the case. Currently, there are 15% of total positions deemed "open." That means that AM hires and trains people at a slower pace than those that leave. How you interpret this is up to you b/c I think it can be both a good thing individually, but bad for the company as a whole.
Other points to consider that I have picked up:
- Energy. It's 1.5 yrs away at best. I could speculate as to why, but it would be only speculation. This is a much different market than what AM is used to. Contracts are everything here. There are a lot of high quality products. Unlike trocars, just b/c ours is less doesn't mean jack. The tech is changing too. Chordless? They weren't thinking that when they started developing ours. AM should also pay attention to turnover here too: yes, it's about contracts, but this is also an area reps and their relationships is vital to the total sell.
- Doing expense reports will drive you batty b/c they chicken hawk them. But as we have no expense account, there is not many items to expense!
- Not sure the grass is greener. Our major competitors are laying off reps. With the new MD tax looming, the MD job market is slow and I don't see a lot of hiring out there. AM should watch this, b/c once hiring does start, I know of a lot of good reps ready to leave. That will be interesting.
- Company's vision. I am unclear here b/c I think they are as well. The latest is to sell Advanced Fixation heavily into accounts as a long term plan to secure trocar biz. I think they overestimate the impact. They have commoditized (sp?) trocars but now it's about the technology? There is a lot of lack of "real world" understanding within the company. There is too much listening to engineers and too little listening to what the reps on the ground experience. Great, you made a 5mm clip applier & bag that only fits down an AM 5mm trocar. What if the account doesn't have AM trocars? SOL. Too much MGMT dictates of "if its not on contract, you should sell to Drs and have them demand it!" Yeah, it doesn't work that way anymore guys. But overall, I do think we have some quality devices. Covidien is easy to sell against b/c their rival products are weak. Ethicon makes good stuff, but can be sold against. But there is a bit of AM being too cute by half. They make it harder than it should be. But those aspects are in every company. One thing is for sure: the next two years will see a lot of changes in AM, but I don't think anybody has a crystal ball.
Hope this helps with your decision!
Before I took the job at AM, I deducted from cafepharma posts these basic tenants that have been true:
- AM is a good place to land a medical device job if you don't have MD experience but have a strong sales background. In other words, a good way to get into the industry. This is accurate, plus, this job requires that you get good at selling in the OR, and that is a skill other MD companies look for (as you plot your career). That being said, I don't know how recruiters etc value AM on the resume.
- AM is cheap. Oh, that they are (and we are not talking salary yet). You find out immediately in training b/c you share a room for 3 weeks with someone. I have read some on here saying "no big deal." I disagree. First, we are all adults, and I think that means that I shouldn't share a room with a complete stranger (opinion). However, the practical comes in when you see how fast flu/colds spread through a class. It's an intense 3 weeks and being distracted by illness should be avoided. And if your roommate gets sick, you will as well. Other areas of cheapness: no medical coverage during these 3 wks, so good luck with a flu. And there are countless other examples, but they all add up to one thing: AM is a cheap company (I have never heard anybody disagree about this point).
- AM salary & benefits are well below industry standards. Of course, there are a lot of variables here: territory, your work ethic, unique challenges, contracts. But on average: TMA's will make about $70. TM's about $80. This is probably the biggest challenge to reps over the next couple of years: how to make $$$. The industry is changing at a break neck pace. Contracts have become more important than Dr relationships/selling. AM has always done comp plans on growth. But in a lot of territories, growth is limited/not possible. They will need to comp on keeping existing biz. AM needs to do a much better job w focusing on contracts with these GPOs/IDNs. Second, benefits are weak. Med is expensive. 401K is a joke (I've run the numbers, it makes no sense to join their 401K with the miniscule "matching contribution.") Car allotment is fine. In total, below most other companies in industry.
- The corporate environment is good but has a high turnover. I would say that I like most everybody I work with and have met in AM- more than in any other company I've worked for. However, the adage: 'your mgr makes you or breaks you' will always be true. I've been lucky in this department. Turnover is high, probably to do with the above points. My mgr told me when I interviewed that most come into AM for 2-3 yrs and take their skills elsewhere for better compensation. Well, that is the case. Currently, there are 15% of total positions deemed "open." That means that AM hires and trains people at a slower pace than those that leave. How you interpret this is up to you b/c I think it can be both a good thing individually, but bad for the company as a whole.
Other points to consider that I have picked up:
- Energy. It's 1.5 yrs away at best. I could speculate as to why, but it would be only speculation. This is a much different market than what AM is used to. Contracts are everything here. There are a lot of high quality products. Unlike trocars, just b/c ours is less doesn't mean jack. The tech is changing too. Chordless? They weren't thinking that when they started developing ours. AM should also pay attention to turnover here too: yes, it's about contracts, but this is also an area reps and their relationships is vital to the total sell.
- Doing expense reports will drive you batty b/c they chicken hawk them. But as we have no expense account, there is not many items to expense!
- Not sure the grass is greener. Our major competitors are laying off reps. With the new MD tax looming, the MD job market is slow and I don't see a lot of hiring out there. AM should watch this, b/c once hiring does start, I know of a lot of good reps ready to leave. That will be interesting.
- Company's vision. I am unclear here b/c I think they are as well. The latest is to sell Advanced Fixation heavily into accounts as a long term plan to secure trocar biz. I think they overestimate the impact. They have commoditized (sp?) trocars but now it's about the technology? There is a lot of lack of "real world" understanding within the company. There is too much listening to engineers and too little listening to what the reps on the ground experience. Great, you made a 5mm clip applier & bag that only fits down an AM 5mm trocar. What if the account doesn't have AM trocars? SOL. Too much MGMT dictates of "if its not on contract, you should sell to Drs and have them demand it!" Yeah, it doesn't work that way anymore guys. But overall, I do think we have some quality devices. Covidien is easy to sell against b/c their rival products are weak. Ethicon makes good stuff, but can be sold against. But there is a bit of AM being too cute by half. They make it harder than it should be. But those aspects are in every company. One thing is for sure: the next two years will see a lot of changes in AM, but I don't think anybody has a crystal ball.
Hope this helps with your decision!