From Pharma to Hospice

[Anonymous]

I'm looking to transition to hospice sales from Pharma. I'm miserable in Pharma (as everyone is) and think that hospice seems like a rewarding opportunity. Has anyone else made the transition? Any general insight??

 

[Anonymous]

I went from pharma to home health (almost identical customer base as hospice), and be prepared for a lot of changes. It is a highly competitive field, and you have to think of creative ways to set yourself apart. It is also a highly unregulated industry, marketing-wise. Some of your competitors will be underhanded and will even go so far as to paying off referral sources and directly marketing to patients in hospitals or SNFs. Taking the high road will go far with your ethical referral sources and you'll sleep better at night.

First, most home health/hospice companies are small and low tech. You may get a laptop, you may not. You will most likely get paid mileage and not with a car allowance. Get a cheap, fuel-efficient car if you don't have one already, so you can actually pocket some of your mileage reimbursement. I leased myself a bare-bones Honda Civic and I manage to get back the lease payment as well as gas expenses with a little to spare.

Working in pharma tends to narrow your view, as you're only calling on physicians. You will be calling on a much wider variety of customers...physicians, surgeons, hospital case managers, social services directors, assisted living directors. Every one of those customers takes a different approach, and decision makers are frequently people you wouldn't think to spend much time on in pharma...medical assistants, receptionists and nurses come to mind.

Networking is a big part of this. Try to find senior advocacy groups in your area and attend their meetings. Your clinicians are frequently working at multiple facilities and locations. Find out where they are and use them to get access to hard-to-reach referral sources.

Finally, this is a much more team-oriented effort than you may be used to. A good branch manager will make your job a breeze, a difficult one will result in non-admissions. broken promises and pissed-off customers. Treat your clinicians well and turn them into your little marketing minions. They are your eyes in the trenches and can prove very useful if you can show them how to look for opportunities.

Overall, I find it much more interesting and fulfilling than pharma. No more box-checking, no more being a glorified caterer. I have full control over my numbers and I actually have contact with the patients I'm helping.

 

[Anonymous]

I went from Big Pharma to hospice sales after being laid off last year. I could not be happier with the change. No more ride alongs, box checking, being told who to see and what to say. I make my own decisions on where to focus my time. I call on hospitals, specialists, LTC facilities and occasionally primary care. I find people are more open to talking to me now, and the conversations are much more meaningful. You need to be empathetic and patient focused, but at the same time driven. I say go for it!

 

[Anonymous]

I recently went from Pharma to Hospice as an Outreach Provider Rep, working for a non-profit Hospice in the SE. I enjoy the work and find it much more rewarding than pharma, however, the pay is much lower here with no bonus or incentive. We get a laptop and blackberry but only get reimbursed $.40 per mile. With the gas prices rising each week, I am barely breaking even on the gas expense. Wondering how other Hopsices pay their reps- I am making about half of what I did in my last year with big Pharma (and that was a few years ago as I took some time to stay home with kids). With so few pharma jobs out there, I decided to take this job as a way to re-enter the healthcare marketing field. We shall see where this leads.......

 

[Anonymous]

I am looking at this industry and from what I read it sounds very interesting and like something I would love. The problem is I am in device. Device is starting to be hit like pharma did in its own ways. I have a job but am so sick of it and the STRESS! So I have to ask what is the average salary?

 

[The brown hornet]

I recently went from Pharma to Hospice as an Outreach Provider Rep, working for a non-profit Hospice in the SE. I enjoy the work and find it much more rewarding than pharma, however, the pay is much lower here with no bonus or incentive. We get a laptop and blackberry but only get reimbursed $.40 per mile. With the gas prices rising each week, I am barely breaking even on the gas expense. Wondering how other Hopsices pay their reps- I am making about half of what I did in my last year with big Pharma (and that was a few years ago as I took some time to stay home with kids). With so few pharma jobs out there, I decided to take this job as a way to re-enter the healthcare marketing field. We shall see where this leads.......

You are with a non-profit hospice so the pay and benefit are usually pretty bad. Most companies pay 42-44 cents per mile. With bonuses, usually pretty good bonuses. I average 1000-1600 a month in bonuses. Make sure your salary is over 50,000 a year min. If not, you are just getting jerked.

 

[Anonymous]

I made the transition from pharma to Home health and I couldn't be happier. A good salary is 65,000 right now. A couple years ago you could expect 70,000 but with the flood of pharma sales reps and the Medcare cuts 65,000 is good. Mileage 45 cents. This is so much more rewarding.

 

[Anonymous]

try home health care hospice is very , few patients, family is involved its very emotional you meet with the patients and family. Very rewarding but home health is easier as a transition