Sales opportunity management for pharmaceutical

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all right so we are now recording I want to welcome everyone to the webinar we have myself will Moss from HBCU connect as well as the recruitment team from Eli Lilly I asked you guys to introduce yourselves in your roles there at Eli Lilly but just wanted to say thanks to everyone that's joined in on the the webinar so far we've got some great information about careers at Eli Lilly was actually one of the partners here with HBCU connect we thought it'd be a great idea for us to kind of share some information with you about Eli Lilly and Company as well as their career opportunities and careers and diploma suitable sales because it is a hard industry to get into so this will be you know some great information related to that and then if you want to meet the Eli Lilly thing we're actually hosting our annual HBCU Alumni Weekend here in Columbus Ohio and it's and it's this weekend coming up and on Friday we're having our recruitment reception so I know a lot of you guys will be there for that and you'll have a chance to meet the folks here on the fall at that research and assembly which starts with IBM AGM at the Hyatt Regency in downtown Columbus so but without further ado I'd like to ask that you light lily team and go ahead and introduce yourselves and we can go ahead and get started all right good afternoon everyone if your own Eastern Standard Time as we are here in Indianapolis Indiana good morning if you are on the west coast and welcome to the HBCU Eli Lilly and Company company overview what we're going to talk about sales and sales opportunity my name is Mark short I am the campus recruiter for sales also Gordon a lot of our conference activities across the country I've been with Lilly 16 years all in recruiting but prior to that eleven years of sales experience so I was able to tell you my sales experience by recruiting experience into my current job I am joined with a couple colleagues so I'll let them introduce themselves sorry Maya good afternoon everyone my name is Maya Macklin currently I am and the sells recruiter on the experience side so not campus recruiting previously I've been lonely for two years but before that I just took this role in March so I was a pharmaceutical sales rep prior to taking this role and good afternoon everybody I am Tiffany Barrow I used to be for the past eleven years a sales rep in Baton Rouge Louisiana where I worked in neuroscience biomedicine and our diabetes business unit I recently relocated to Indianapolis Indiana and I work as a diversity talent scout in our recruiting department as well so welcome and thank you all for joining and if you see you o proud alum of the University of Louisiana at New Orleans and I failed to mention this but I'm a graduate of Central State University of Ohio Wilberforce Ohio so delighted that I'll be coming back to actually my hometown Columbus Ohio in a couple of days up so folks what we want to do here is I'm not going to beat you to death with slides I only have about 13 slides we're going to talk very high-level some of you may not be as familiar with Lily a lot of you were on Google last night doing your research on our website about who we are what we do what we may so that you could be better informed we certainly appreciate that but we're going to talk about Lily overall kind of give you the scope as William says this is a very hard industry to get into you know pharmaceutical sales in general there's not a ton of positions across the company you can't go up to you know the company on Main Street and ask for the sales position people work out of their homes and you pretty much can only find out about them if they're posted on company's website so this gives you through HBCU connect direct access to these opportunities so with that let me go ahead and get started here switch it slides here so just a little bit about Lille in our fundamentals and we live this every day and it what it really is the heartbeat of our company inside the company and outside the company and what we do is we simply make medicines that help people live longer healthier more active lives we make medicines and I'll talk a little bit about the different areas that we make our medicines our vision is it will make a significant contribution to humanity by improving the global health in the 21st century and our values that we live by here at the company are integrity excellence and respect for people and if you currently know sales reps across the country who work for Lilly that is our reputation so we take that we start with that because integrity excellence and respect is where we start so we are based in Indianapolis we are about a hundred and forty four years old so not many pharmaceutical companies have been around that long and I highlight Indianapolis because not only do we have opportunities in the field but I'm sitting here right now with a couple of individuals who have been in the field and have relocated to Indianapolis for additional opportunities and I think that's significant so while we are talking about sales opportunity now the future could hold other opportunities but make no mistake they would likely leave here to Indianapolis which is the 13th largest city in the United States but I think when you hear Indianapolis if you're across the country you may not think of Indianapolis as being that large of a city so a couple other stats there on the screen if you're able to see them but obviously one that most people know us by is that we we host the largest single-day sporting event in the world and that's the Indy 500 in the Brickyard 400 we're also home to the Indiana black Expo one of the largest black Expo in the country and one of the first classics in the country that we host every October the city does call the Circle City Classic so what do we do what do we make so you may have heard some of our medicines I won't go into particular brand names but we're in the cardiovascular business we make products for diabetes we're one the lead leading manufacturers of insulin in the world we have immunology products products for the musculoskeletal system neuroscience which we'll be talking about some of our neuroscience and headache pain medications today we're also in oncology cancer and well we were in the animal health business if you followed us in the news lately we are spinning off our animal health division Elanco but Elanco has been with us for a very very long time in terms of again defining who we are the type of company that that we are one of the things that we are doing stream ly well and that we are very proud of is how we give back and the way we get back and how we give back we're about 25 percent of the United Way budget in Indiana that gives to the United Way program we make up 25% of that budget we have a program that we started back in 2008 in Indianapolis that now has spread across the country in the world world in terms of our service projects so there is one day a year that we will literally take off the entire day and dedicate back to the city it could be cleaning up parks painting walls building houses city projects in Indianapolis alone there will be five thousand people out across the city doing different community service projects and then our districts across the country will have their own projects in local communities across the country so that just kind of speaks to not only the business aspect and this is just one of many many volunteer programs but other programs you know and when we Lilly says you can volunteer that looks good it's a nice thing to do they don't just mean do it on your own time but there are often times in the past where I've been a read up counselor or I go to schools and read and that's on company time so not only do they encourage it but they encourage it whether it's your work time or personal time and that makes it kind of nice as well we also have another really unique program that we're a hundred employees submit applications called connecting hearts abroad and Lily will send that individual to if they're a world country for ten days all expenses paid in addition to vacation time to do service across the world in areas that really really need additional support so we'll take a team of a hundred people spread them out so again can't go through all the details but I think it's important for you to understand the kind of culture that we are and the type of people that we are looking for and that would certainly translate into people who like to help other people who have a passion for health care and a lot of the people who come to us and I met career fairs and schools it's a result of when they open that refrigerator and see that red lily vial of insulin they immediately connect because that's a medicine that their mother father grandparents are taken that helps them live a longer healthier more active life so last thing before we get to the sales opportunities is another thing that we're extremely proud of here is the diversity at Lilly I can't speak for all the corporate companies but I do know that be a challenge to find more companies that devote more resources to diversity than Lilly does I think that's reflected in some of our diversity rankings but here on the screen you can just see some of the various groups that we have African American Network Africa Middle East Central Asia Japan people respecting individual differences that's our pride group people living with disabilities women's initiatives on and on and on and one that we recently initiated about three years ago or the early career professionals these are all groups that are funded by the company with all missions of trying to give back and educate the entire body so that we can all understand different cultures as we work with all cultures and medicines throughout the world so it's been a source of pride for me I can certainly say but it really gives you an opportunity to to learn other cultures at any point in time walking down the halls of the corporate Center you could you'll see a variety of people Americans people from Japan China all languages so it's really a neat thing to see so again just a snapshot but before we talk about the opportunities you need to know who we are and kind of where we're coming from because you may look at that and go hey that kind of company I want to work for if that's the case that you're on the wrong plane you may exit now yes you may be board the plane at this particular time but if that if that is you then we welcome you to stay so why are we here why are you on this line you're here to talk about opportunities well let's talk about it I run our sales internship program this is a program that we've been doing for about 10 years we may be the only company or pharma company who does a canvass intern program most pharmaceutical companies or you know the top pharma companies really want to hire people with 3 to 5 years of sales experience again going back to what we think is very important early career professionals diversity we like that early talent we think that early talent at campus talent or 0 to 3 years as well as experience gives us a lot of diversity within the company gives us a competitive edge so that's why we do it and we invest a lot of money into it now what's new here is this year we piloted a specialty internship so with Lilly and most pharmaceutical companies you have primary care and then you have specialty your entry level is your primary care but let me talk about the specialty first and I'll kind of work our way through the slide then we'll talk about experience opportunities but specialty I would say a lot more involved territories are bigger access is a lot different in our bio medicines division neuroscience Rheumatology and dermatology post those internships they are 12-week internships for the specialty where in primary care there are 10 weeks and who we're looking for our stew between their first and second year of graduate school so that could be a masters it could be a farm d it could be an MBA but someone's seeking a graduate degree and oh by the way it could be one line study so if you can show that you're taking courses you've completed that first year and you're looking for a quality internship then this may be an opportunity for you so when we get to Columbus on Friday we are interested and even if you know people who might fit this this is a rare and unique opportunity particularly as a specialty level because unlike other companies Lilly will take people with great leadership great learning agility and will train you even at the specialty level where other companies would require three to five to seven years of experience so that is significant and this gives us an ability to to bring those people on board who who believe in helping people have a passion for it good communicators and we'll give them a chance and we'll give them that opportunity so that's number one so and here's a neat thing if you're dialed in from all across the country our opportunities are nationwide and that's the beauty of sales we have doctors offices all across the country so again sales internships specialty we're looking for graduate students between their first and second year of graduate school so I also host our primary care sales internship and you might be on this line right now and you may be thinking that's great for my son my daughter my niece my nephew yes this would be great for all of them what we're looking for here is undergraduates between their junior and senior year we'll have some handouts all that kind of stuff at the event on Friday those are 10-week internships there's a start date in May that really focuses on students who are on semesters and then there's another start date that will accommodate the folks on semesters barely but June if you're on a quarter system you're able to come in and start in June and do your ten weeks we have 60 sales interns across the country we're in specialty we'll have about fifteen or twenty not as many because there's not as many jobs it's smaller much smaller Salesforce so we are looking for primary care and actually it might be diabetes and neuroscience we're expanding so actually I may end up being about 85 190 cells interns that's how committed we are to early career campus hires so I've done a lot of talking so far William if you want me to open it up right now - just to talk about internships before our turnover - our experienced recruiter this may be a good time and then of course we'll have general time at the end for Q&A so I think go on or we can open it up for questions actually we did get some questions looks like partially some of those might have been answered but let me go ahead and fire off the questions that we have so far sure so so from Annette from Hampton University she wanted to know for someone with a farm a degree how they can transition from retail pharmacy to the pharmaceutical industry or specifically liability that's a great question and just so you know Hampton is one of our target schools we are scheduled to beat out in there I think it's September the 26 or 29th whatever that Wednesday is we'll be down there for the big career bear so please please please please look us up will be primarily anchored in the business building so for pharmacist if you are currently in doing your farm B program the only challenge we have for an internship is between that fourth and fifth year pharmacy students are generally doing their rotations so they would be ineligible for the internship and I've had a lot of people come to me and say well can we do it two years before and the answer is no that's that is a longer term thing we love farm bees we love pharmacists at one time Lily only hired pharmacist so we love yet and what I would say to you is when you graduate look us up and we'll get you into the interview process but that rotation between that fifth and sixth year is is a little bit of a challenge for us but we'll be at Hampton in September please look us up we'll be happy to talk more about that okay and this particular person actually recently graduated in the last couple of years and she's already in like pharmacy and she's interested in transitioning over anything and to you know careers potentially with Eli Lilly so she's wondering how she would oh I see what that Pat yeah that's even better what I would say is we gotta figure out a way how to get resumes well if she will be there if there's any chance she would be in Columbus that'd be the perfect time for us to meet now I'm going to hesitate to give my email out because I'll get like a thousand email so maybe William okay you're an email out yeah both can email me resumes just email them to resumes at HBCU connect calm and we have a process to get those into our database and then share them with you so if you have welcome anyone screaming if I could just also add for Annette if she's a practicing pharmacy there are ton of opportunities and rolls inside our corporate office unlike a research side if she's interested in that but if she wants to work themself self initially and possibly take on a career self path into training and leadership or management we there's opportunity there as well because I'm sure her transferable skills as a pharmacist around product knowledge impaired landscape all of that would be helpful in sales and as a manager or trainer or possibly a Director of Sales so there's opportunity ya know that's fantastic and the timing is right because we'll get to this shortly but we're currently undergoing an expansion across the country so you know students or not actually would be students at that point should be you know signing in and registering and applying for those jobs ASAP that is an immediate immediate effort and it will start interviewing for those next week so but let's let's stick with intern any other questions on the internships so we've got a few folks on that have advanced degrees or are working on advanced degrees and they're interested as far as are the internship opportunities only available to undergrad or can folks what's better working on advanced degrees off apply for internships or you know posters or even close after they graduate sure absolutely the answer is yes and this is a new program that we're just starting and that's that specialty so if you're and maybe some people can't see the slide so let me reiterate two opportunities opportunity number one is a specialty sales internship in our bio medicines group neuroscience Rheumatology dermatology 12 weeks graduates this is for graduate students in between their first and second year or whatever year before your graduation what does it sales intern yes might be helpful I said that in both cases primarily you receive two two and a half weeks of training very structure I will tell you very intense so at home get your iPad's you get module sent to you we focus on one product so it's not overbearing one product one therapeutic area you do your home training at home there are a series of tests that you have to take that's product therapeutic area I think there's another one in there but you have plenty of support each intern has a peer mentor their district manager and the area trainer assigned to them we provide plenty of support after that week we can have of that home training we fly all of the interns to Indianapolis at the expense of the company that includes flight lodging and meals and you're in a classroom situation that's both all my interns do that they're in here for basically five days and then they fly back to their territory where we rent our interns cars for the summer so you we do provide a company vehicle for the summer the week that they get back in their territory that first week is what I call a transition week so we don't just say to our interns hey you've been through eight days of home study five days of Indy based training good luck here's your car here's your routing list what we do is we transition them so all of our interns will ride with another rep sometimes different reps each day to learn style office etiquette further reinforced selling technique etc etc so they like see 20 to 30 calls before they get their own territory then that following week they are out on their own doing the job of a sales rep so it is actual hands-on experience for that eight to ten weeks so specialty for graduate students and their primary cares are entry-level jobs for students between their junior and senior year so I've got actually a good amount of questions coming in so I'm for everybody that's asking questions in the chat I'm taking the questions down but for the sake of making sure we get through the entire presentation I'll turn it over to you guys Eli Lilly to continue but I'm taking down all the questions and maybe at the end we can we can go back to the list of questions like out here sure and you know the other thing that we can do when we do have a hard stop at one we can also you and I and the team can reconvene any questions that we can't answer right now I don't have time for we can follow up even in Columbus or we can send out a written response next week so well that's a little bit about internships now let me turn it over to I think Tiffany who's going to talk about the who zone expansion okay let's do Maya let's give high level what we have for experience and they will let Tiffany talk about a day in the life of an experienced sales rep so just to reiterate what Mark has been saying our greatest contributions to society that Lilly has right now is discovering medicines that help people live longer healthier more active life and with that being said for more than 25 years we've been committed to helping people suffering from migraine and disabling headache disorders and right now we're currently expanding we created a neuroscience primary care sales force in which we have already posted over 195 positions that were actively recruiting for this month you know we've talked about themselves in Tiffany we'll talk more about the day in the life of a sales rep but self positions at Lilly much offer a path to not only positively impact patients lives but you're also able to enhance your own personal career path you'll in you'll encounter solid training professional experience and a potential for upward growth within the company but that being said our neuroscience positions are posted now on Lily comm slash careers we have a huge initiative for diversity and inclusion for the Salesforce since it is a brand new Salesforce so if you have an interest in pharmaceutical sales we are looking for experience as well as early career professionals so someone zero to three years of experience outside of a degree we are looking for you if you are interested if you have a thirst for knowledge a competitive skill set if you have that strong learning agility and it can demonstrate that for new products we encourage you to join us and help us meet our goal to make life better for people who are dealing with migraines or any type of disabling headache disorders by applying online today or even meeting with us this weekend to discuss your interest in learn more about the sales positions and what we're looking for for our expansion for our new primary carer Salesforce wonderful so why don't we before we open it up to general Q&A let's talk we'll have typically talk about because inevitably there's somebody on the line who heard about Pharma heard about Lily but still still quite can't figure out what the sales rep is so we asked Tiffany to just kind of go through a day in the life and then after that we'll pretty much open it up to questions okay so what Maya mentioned beginning a career at Lilly in sales to be an opportunity for you to get your foot in the door alright a lot of people even I'm going back to a next question around you know I'm a far farm deeds work in retail pharmacy I'm interested in getting her starting a career at Lille an opportunity could be there for you with cells with this neuroscience expansion with over 200 plus jobs posted a year or two in a role could open the door for you to so much more at Lille so a day in the life right I believe my audience consists of a mix of early career professionals as well as experienced individuals so I don't want to insult your intelligence and start like at the bare basics but basic skills you would need excellent phenomenal communication skills you're going to have to be an uninvited guest in the offices of our customers and you will be possibly the only face or representative of Lily's brand that they will ever encounter so it's important that you have excellent communication skills it's important that you have great learning agility to where your environment I know for me and my environment changed almost every 30 minutes to an hour so what worked in one setting may not work in another setting so you have to be flexible and have the ability to adapt quickly you must be organized right so you will the way this works and it's pharmaceutical companies purchased data from local pharmacies and that how zip codes are assigned to specific territories so whether or not you're working in a silo by yourself or with a partner it's important and imperative that you have a great organizational skills you have to develop a routing and stick to said routing and think of it if you're in sales representatives almost as if you have been given a franchise a little piece of the pie of Lille and they give you that autonomy and flexibility to run your business so you have to be a this owner and you of course I'm mark said you're going to be trained and you're going to have support but you have to show that you can own your business and think on your feet quickly and make decisions on your own that will positively impact your business and ultimately Lily's business if you do have the opportunity to work in a partnership for example in our diabetes business unit we have an alliance with Boeing or Ingelheim to promote some of our oral medications for the management and treatment of type 2 diabetes again you have to be flexible meet with your partners communicate with them strategize with them implement your plans with them you must have strong product knowledge can't stress that enough you represent our brand you have to know mechanisms of actions how our medications work in the body how they're metabolized what the side effects that possibly be and be able to articulate those to the customer and their staff you have to be able to build relationships right I allow it to the fact that you are an uninvited guest and customers office so it's basically like cold calling you walk in you meet that gatekeeper that receptionist and depending on the mood that she's in today he or she is in today they may let you back to see the customer but you have to understand the importance of a total office sale and being able to relate to everyone within the office not just the customer or the physician responsible for writing prescriptions for patients you must also have strong disease state knowledge if you're working in a business unit whether it be neuroscience diabetes oncology dermatology you have to understand that disease state also payer landscape you all know that insurance plays a big part in whether or not our customers can prescribe our medications and you have to understand that process and how medications are approved and paid for through insurance companies to be able articulate that to the customer and what your product has access on the top plans that his patients come in with and again you got to be an overall team player within once you are placed in a territory that territory is part of a district and it's part of an area so a lot of things that you do daily may not be seen by your district sales manager so that's why you have to be a team player pick up the phone call somebody if you need help be willing to recognize others that help you and give them that recognition and other than that that's it I think being a business owner ultimately will lead to success as a sales rep so Tiffany one follow-up question that I think may be on the minds of the way you articulate a very good job but does somebody have to have a science background no sounds like the way we're talking but so can you clarify that so let me just say I actually did have a biology pre-med degree right I had a biology pre-med degree from Xavier University and walk straight into Lille one interview and done still the dealing and got the job but our basic requirement is a undergraduate that moon ring whether it's in communication whether it's in marketing or business or what-have-you we just need that four-year degree as a basic requirement and lilies sales training department does a phenomenal job of making sure everyone's brought up to speed and understand what they need to be successful in the field but again that's why I mentioned being a team player you've got to know your peers on your team you have to not be prideful but humble and be able to recognize them you need help and be willing to ask for help because your experience team members will be able to simplify the complex to where you understand it and then you can put processes and information in your own words to articulate it to the customer so that's that is significant in that many of the companies that you talk to even non sales are very specific we're looking for marketing we're looking for finance HR IT sales is unique which is why I love sales is because we have really a little bit of an eclectic group in sales we may have MBAs we may have undergrads we may have engineers we may have we have some medical doctors we have pharmacists we have music majors we have teachers so that nurses know we've certainly people in the health care field so that that certainly is significant so let me see I've got maybe a few more slides here so I think we've talked a little bit about this about what an internship program looks would look like territory throughout the country highly competitive paid salaries where the people are doing that work chance to manage the territory company vehicle provided two weeks of sales training so we talked about that and then we talked about the day in the life and then just this last slide is we look forward to seeing you on Friday and actually it isn't Friday the third Friday is probably the third so don't show up on Friday to the second show up on Friday August the third as a professional networking employment reception so you can meet us then if you if you are on the line we'll has given you email to send resumes to if you're looking for an internship but I will tell you to streamline it you can do both if you're looking for an experienced position or one of these expansion positions go in by the end of today and apply that is the best way to get seen by our screeners and to get into the system you will have to take a pre climate screen like an assessment everybody has to take it it'll take about 30 to 45 minutes so all of a sudden if it's like a personality profile yeah again takes about a half hour so don't be discouraged but you have to finish that before your application will become complete so with that I think we are ready for we got 15 minutes for Q&A perfect okay so I've got actually quite a few questions so if you want to answer them quickly we can maybe try to get through all of them sure oh absolutely okay so first of all thank you guys for taking the time out to share information on Eli Lilly and careers in pharmaceutical sales appreciate you also coming to our recruitment reception on Friday but yeah let's go ahead and jump into the questions and I'm just going to ask them based on the order that they came in so I don't get so I don't lose track but first one was from Tony and so the question was are there internship opportunities for MBA Jun Agency has a healthcare background and as a registered nurse and healthcare IT and also getting an MBA and health care management but so they want to know if there's internships for MBA students yeah there are but that certainly for sales but if it's non sales there are but they are you know you have to go online to apply for those we're only speaking to sales right now and each function like within marketing finance HR IT they all have different targets cruise across the country but I will also tell you that we also recruit at conferences across the country so for undergraduate we go to Thurgood Marshall we go to MLT for graduate we're at black MBA and other conferences so the answer is yes but that's a pretty broad question but you just have to go to our website to look at all the different opportunities or be at one of our target schools and that function so that that's the answer to that one the next question is from melody along the same line just she's curious if there is if there are opportunities in clinical research there are probably more so on the experience side versus an internship and again that that would be accessible through Lilly calm all right back slash your ears okay so so for related to the primary care internships this is from Dagny and so for students that wish to apply for the primary care internships are there specific skill sets that you are looking for yeah and it's it's pretty one pretty much what would Tiffany alluded to but I can I could summarize it we're looking for in sales leadership so leadership equals self starters people who are hungry there is a lot of autonomy with being a sales rep you're not you know like when I come to work here at Lilly I'm walking through a door I'm badging in when I badge and I'm sure some all my data says mark Schwartz here when I badge in when i badge out when you're out in the field there's no badging in there's no badging out you are just expected and you know no manager parked outside your house seeing when you come leave the door when you come back you are so and that takes a lot of leadership so we're looking for students who are leaders in their organizations who can well you want to answer yeah and I also want to mention too Marcus is spot-on with it but you have to be stuff motivated um as far as how you're incentivized and how do your performance is measured you know you got to perform the only way to document that is proof has to be in the pudding so you have to be out there delivering solid messages creating and establishing relationships to where when you're not in the office their materials there or there's a nurse who you spoke with or recession is you talk to that says oh remember this that patient could benefit from that you gotta have things happening in the office in the absence of your presence so that takes strategy that takes skill that takes consistent showing up and showing out so yeah self-motivate if that's not your deal if being in front of people and speaking constantly influencing influencing others is that if that's not your deal that may be a sales representative role may not be for you but I've seen people you know get and dig their heels in and figure it out and they done well good question so the next question is actually from I think a faculty or staff member at one of the HBCUs that has tuned in on behalf of their students and they have some recent bachelor degree graduates who are not going to grad school but are interested in pursuing pharmaceutical sales are they eligible to apply and if so how do you recommend it yes they are 100% eligible we encourage them to apply they can apply at the Lilly complex careers or like we said we'll be there on Friday and you can express interest and let us know there if they're able to come Friday if not definitely apply online we are at like like Tiffany said our minimum requirement for our sales positions in the expansion positions that are posted now is a bachelor's degree and I also want to and I don't know if you also free debt to offer this but you can find me on LinkedIn Tiffany Barrow that's BA rrow get connected with your and your diversity talent scouts and you know we can help you get connected or direct you and guide you to which sales opportunities may be right for you excellent okay so the next question was are there are there any career opportunities or internships in IT of the company yes I'll go back to my earlier statement you have to look online we have a campus section but also IT as with other functions has target schools across the company across the country and those should be listed on our website but like I think be DPA which is an undergraduate conference is I believe it's this week next week lilies at most of the major conferences and those conferences are an excellent opportunity not only to see lily but other companies who are coming to those career fairs to hire interns or full-time so if I have any undergraduates on this do to my you should be talking to your career services about conferences that you can attend in the summer or the fall where these companies are coming to these career fairs and they're coming with one purpose and that is to hire so you have to take advantage of that so on that along that same you know all the same lines gerande from Morehouse School of Medicine asks will you be visiting Morehouse School of Medicine and also can you talk a little bit about your visiting scientist fellowship and any opportunities in the Southeast region so the Morehouse School of Medicine is would not be on our target list for sales if there are farm bees there we mostly source our farm DS from a pharmacy conference called I think it's called mid-year I may not be called an exact title but if he sends that question in William I can get that information to you for sourcing our farm DS but again just speaking to specifically sales yeah Morehouse Medical is not on the list but again to be to apply for a full-time job it wouldn't have to be that's one so one interesting question is a little bit different is to touch on some like we have an experienced person here that that you know if they're interested they say King touched on compensation and salary as well as territory regular for sales person area yeah sure I think it's okay it's experience because I heard him say experience okay I could talk to both okay so basically you know obviously we can't give out salaries over the phone but I give you I give you a couple key points you know Lily I mean all the major pharmaceuticals are going to offer a very you know competitive salary but what Lily takes into consideration is your degree whether you're bachelors masters pharmd MD is a consideration in the salary as well as your work experience so those are a couple of our Dean's not all the measures but a couple of our key measures that we used to evaluate salary in terms of territory radius there's a I'll give you a general rule if it's a primary-care territory that those territories are smaller our specialty territories where we have fewer reps because they are fewer specialists across the country those territories are larger if you're in a major city whether it's specialty or primary care it's going to be probably a smaller two taury but if you're like in the Midwest or some of the western states your territory could be two or three states so that that's kind of a hard one to answer because you know we may have thousands of territories across the country they're all going to look different but again this near metro area your project I think we generally say expect about 20% travel average in a year for our territories okay so I would provide a company vehicle [Laughter] okay so I'm just taking notes on a couple more questions that came in so are there opportunities to join the company full-time after the internships that's from Tony oh-ho-ho great question our number one objective is to hire our interns because what we find for our intern pool is you know us and we know you so if we make you an offer and they're not easy to get I don't want to you know I don't want to put on any front they they are challenging they are competitive but if you get one you have earned it believe me and our accept rate is about 95% because if this is your thing this is your thing you are energized by it you had great team support you had a great manager and you have worked very very hard to get that offer so I just placed 21 campus hires from our 2017 pool of people about and I'm about four months ahead of time because managers are calling hey who's that intern do you have any interns because they know that that in turn has you know even though it's a small amount of experience the interns still come in at a very hit the ground running at a very fast pace so the answer that I question is absolutely we're not just while we're providing working while we're a nice company to work for we are looking to get a return on investment from that talent so the answer is definitely yes we look to hire our interns so I know we're just got a couple minutes left I'll shoot these couple of quick questions and then we can kind of close it up so is one quick question with for melody is there a way to find out where if Eli Lilly will be like is there a list of conferences there are schools so that people can show up to meet me career vet Lily comm usually or Lily that complex careers both access the same site usually will have where we are going to be located on the website different conferences that come up whether it's a recruit military event will be in New Orleans next week for the national sales network as well as be DPA and then other conferences that we assume usually are on that website page so if you take a look at the site it should be either on the left or the right side where where we will be and you'll be able to see information and sometimes as well if you follow us on LinkedIn or Facebook we have a social media presence and so we send out alerts as to where we will be so there should be something coming up soon about being at national sales network in BB PA out in New Orleans for you all to come out and take a look at us and get to know us at our booth and of course we'll be at the illustrious and distinguished HBCU connect alumni weekend on Friday in Columbus Ohio and we appreciate it though we're looking forward to seeing you guys here in Columbus Ohio I think we're going to have a lot of industry professionals there as well so for those of you that are not aware we're actually hosting our recruitment reception on Friday from 5 to 8 p.m. in Columbus Ohio at the Hyatt Regency downtown so definitely come out and check out Eli Lilly and Company and then there also be a lot of other employers there as well you can check it out website HBCU connect coms last weekend so just we're running out of time here's one o'clock wanted to thank everyone for joining and especially the Eli Lilly time if he lied Lilly and Company for taking the time to speak to everyone so if you have you had any final words yeah again thanks thank you William for this opportunity I know you know I've been talking on and off throughout the year so I'm glad we were finally able to connect it and offer this service and I don't know how many people are on the line but if this has been a value maybe we'll look at doing a couple of these per year but again I would stress particularly for the intern program you know because again there might be some aunts and uncles and moms and dads on the line we're looking for juniors for an undergraduate going into their senior year send those resumes to William or HBCU he'll give you that information again graduate students between their first and second year we've got internship for you and now nearly 200 positions posted across the country and for positions our brand new form newly formed neuro science business unit so Lilly is hiring that's the message excellent and and that email address if you want to send over resumes for this opportunity resumes at HBCU connect comm we'll get those compiled and then share them with the Eli Lilly team so thanks again we really appreciate you guys for presenting this information today you see you audience and look forward to the next time we're able to connect and maybe do another webinar Thank You Sarah have a good day everybody happy winter thanks take care bye bye you