Customers are rep's first priority

Along with self-discipline, David Kazan Jr. attributes 20 successful years in pharmaceutical sales to a lasting commitment to his customers. "That's why I've been successful - just letting them know I'm here for the long term," he said. "I let the doctors know what I can do to support them in their practice."

Selling Immunex's oncology products for the past eight years has been rewarding but challenging. Some of Kazan's doctors won't see him more than once every three to four months. This drives Kazan to be even more prepared and knowledgeable when he does see them. From preceptorships to cancer board meetings, he takes every opportunity to learn more about oncology and the needs of his customers and their patients.

Understanding his customers is Kazan's way of doing business: "I always try to look at it from his or her standpoint. If I were the doctor, what type of information would I want from a pharmaceutical representative?"

Kazan tries to keep his own needs in mind, too, and with a five-year-old son and a two-and-a-half-year-old daughter, he has a lot of balancing to do. "It's tough," he said. "Sometimes it's not that easy, but you just have to spend quality time with them and it works out."

Kazan loves what he does and it is evident. "It has to come from within," he stressed. "The person has to really love the profession because a lot of times salespeople are degraded. You have to let your customer know that you're there for the long term and not just for the one-time sale. I think that's really the key."