From Pushing Pills to Selling Skills

Jim Dart is an example of someone who left the pharma industry but still serves it.  After 3 years as a pharma sales rep, he left to start a recruiting company aimed at placing those with pharma experience.

He sat down with us at After Pharma to talk about some of the skills he picked up in pharma that he was able to leverage in serving it from the outside.

Name: Jim Dart
Pharma Career: 3 years
Position(s) Held: Sales Rep
Highlight of Pharma Tenure: Celebrex vs. Vioxx battle
Currently Keeping You Busy: Owner, MedAccess Recruiters

1.  Jim, if you could give any advice to those thinking of leaving their pharma to start a new career, what would you say?

I’m a big believer in following your dreams. In my job as a recruiter, I regularly hear people speak about an entrepreneurial venture they would love to try but their reality in Pharma is just too attractive to leave.
As people find themselves on the wrong side of a downsizing this is a great opportunity to explore the ideas they have always dreamed of pursuing.  Sometimes a negative experience like getting downsized can turn into something very positive.

2.  Leaving Pharma means leaving a very comfortable lifestyle. How did you prepare to replace the perks?

From my experience leaving a Pharma sales job, it is important to figure out what you’re going to do about replacing your car and cell phone ahead of time. This will relieve a bit of the stress associated with a career change.

3. What was the hardest thing for you about leaving the industry?

It’s funny; I still think of myself as very much a part of the Pharma Industry.  Sometimes I have to remind myself that I’m not actually a part of the different organizations I work with.  Thinking back to when I was leaving I think sometimes people can experience tunnel vision in any industry – the feeling that a given industry is the “only” place to be.  The hardest thing for me was breaking through that tunnel vision and having the courage to step out and pursue my business.

4.  How long has it been since you left the industry, and where has life taken you After Pharma?

I left Pharma in 2004 and began recruiting for the industry. Many people develop an expertise within the Pharmaceutical industry based on time and exposure. My expertise was people.  My network within the industry was strong and I loved the challenge of competitive sales environments, so recruiting was a natural fit for me.  I started MedAccess Recruiters 4 years ago, and have never looked back.  I think the next few years is going to be a time of innovation in Pharma, with much of that being driven by people who take their expertise outside of their particular companies and offer solutions on an outsourced or consultative level.

5. Any regrets?

That’s an easy one!  My biggest regret came in 2002 when Pharmacia’s hockey team lost 3-2 to BI in the finals of the Pharma Hockey Tournament.

6. Any Life Motto or Words to Live By?

“Those who risk and persevere, win”

You can reach Jim at:  jimdart@medaccessgroup.com