Sales Careers at Purdue

Our Sales Organization is comprised of world-class professionals. Currently, the sales organization is divided into three groups; Sales Force, Managed Care, and National Accounts. Below is a brief description of each group.

There are four categories of sales professionals within Purdue’s Sales Force: Sales Representative, Professional Sales Representative, Medical Marketing Representative, and Senior Medical Marketing Representative. There are established criteria to achieve upgrade to each of the latter three categories.

Sales Force • Managed Care • National Accounts

Sales Force

The Sales Force consists of 250+ professionals subdivided into 4 regions, and 32 districts. The focus of the Sales Force is on office-based and hospital based physicians across a variety of specialties, including oncology, anesthesiology, neurology, rheumatology, pain medicine, primary care, physical medicine, and surgery. In addition, the sales force has responsibility for retail pharmacies, hospitals, clinics, long-term care, and hospice accounts.

Purdue sales professionals undergo a rigorous training program designed to provide them with a foundation of product and market knowledge for appropriate product categories. Purdue representatives are provided access to state-of-the-art databases specific to their own geographic area with which to identify potential prescribers based on criteria established by management. Armed with market research-tested tools and resources, the sales professional focuses on potential clients with a consistent message tailored to the potential prescriber’s specific need.

District and Regional Managers supervise the sales professionals, providing a range of training - from product knowledge, selling skills, business acumen, and planning and organizational skills, to feedback on observed skills and sales results. District Managers plan and conduct local meetings to provide team members with ongoing direction while striving to build a cohesive unit. All Purdue sales managers are charged with evaluating the sales performance and job skills of the individuals they supervise. District Managers are also responsible for identifying the best people within the industry and inviting them to join the Purdue team. Finally, District and Regional Managers play a primary role in the development of their representatives for career advancement.

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Managed Care

Managed Care is responsible for gaining and maintaining formulary coverage for all Purdue products in various market segments, including Managed Care, Long-Term Care, Medicaid, and Medicare markets. The group must develop strong working relationships with decision makers at managed care organizations, long-term care outlets, and state offices impacting Medicaid as well as state agencies and associations. The goal is to ensure access to Purdue products for all patients covered in these market segments and to form partnerships with third-party payers to assist them in managing their patient populations. The group also works with group purchasing organizations to assure that hospitals and alternate care accounts obtain contract pricing and with business managers in closed provider pharmacies to increase business in the long-term care markets.

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National Accounts

The National Accounts group is responsible for ensuring an uninterrupted flow of all our products in the retail distribution pipeline. They work directly with numerous decision makers and executives at all direct and non-direct customers such as wholesalers and chain drug stores. National Accounts is responsible for distribution of both our Rx and OTC products. The group works closely with the buyers at these accounts to manage inventory, and with individuals in operations, logistics, and pharmacist education. National Accounts also manages a network of brokers representing Purdue’s OTC products in supermarket chains.