This document discusses opportunities for veterinarians outside of private practice in the veterinary industry. It begins by outlining various industry roles like professional services, regulatory affairs, pharmacovigilance, and marketing. For each role, typical responsibilities and qualifications are provided. The document then shares stories of two veterinarians who have worked in industry and their career paths. It concludes by offering advice for veterinarians interested in pursuing opportunities in industry, such as networking, attending industry events, and working with a recruiter.

1. Reinventing Your
Veterinary Career:
Is Industry in Your Future?
(or Should It Be)?

2. You have been reading the AVMA Journal diligently
and notice there are ads for a position in your area in
the veterinary industry.
What to do?
You enjoy practice, but always wondered what else
is out there.
During this session, we will talk about what types of
jobs are available in industry, what qualifications are
needed, and how to transition into the corporate
world.

3. Learning Objectives:
• Describe skills needed to transition from private
practice to the corporate environment.
• Explore opportunities available outside of traditional
clinical practice.

4. Opportunities Outside of
Private Practice
• Government
• Academia
• Military
• Non-Profit Organizations
• Associations
• Industry

5. What Is Veterinary Industry?
Make
products
Offer
services
Pet Owners
Veterinarians

6. Industry Companies
• Pharmaceuticals
• Vaccines
• Medical Equipment
• Medical Supplies
• Pet Foods
• Insurance
• Laboratory/diagnostic
services
• Laboratory
supplies/equipment
* Veterinarians are hired in almost every
business that makes, provides or sells these
types of products and services.

7. Why Do Veterinarians Leave
Practice To Work In Industry?
• Looking for a new
challenge (want to
broaden skills)
• Disillusionment
• Allergies
• Injury
• Partial retirement
• Better
compensation/benefits
or quality of life
• More flexibility

8. Considerations:
• Companies want to hire people who have a positive reason
for change such as they are looking for a greater challenge or
want to move to the business side.
• Employers are not looking for those who just want to escape
practice or are running away from something.
• Transition to industry may require you to be farther away
from working with animals.
• You may feel that you are wasting your veterinary school if
you are not in practice but you may actually have the
opportunity to impact more animals.

9. “I realized I could do more good, and help
more animals, by spreading the
information about new treatments in
veterinary medicine than I had done in 18
years of emergency medicine. I touch so
many veterinarians and hopefully inspire
them to do better quality medicine”.
Dan Green, DVM
Source: Career Choices for Veterinarians Private Practice and Beyond
Carin A. Smith, DVM

10. Types Of Industry Job Opportunities
• Professional Services
• Pharmacovigilance
• Regulatory Affairs
• Sales and Marketing
• Liaison / Cross functional
• Business Development
• Research and Development

11. Professional Services:
• Positions exist for
different species
– Companion animal
– Equine
– Beef cattle
– Dairy cattle
– Poultry
– Swine
• Good entry level
position in industry
– Can advance to other
jobs
• Heavy travel
– Can be up to 75%
– +/- Company car or
car allowance
• Require 5+ years of
private practice
experience

12. Professional Services Is:
• Providing product information
to veterinarians
• Giving seminars for sales staff and
practicing veterinarians
• Speaking about their organization’s
products or services
• Providing technical support to
marketing
• Providing technical training
• Riding with sales reps

13. Veterinary Affairs Manager
Responsibilities
• Positioning the organization as a leader among the
academic community and practicing veterinarians
• Provide technical training and development of sales
and distribution
• Assisting on calls with key accounts
• Delivery of technical presentations

14. Veterinary Affairs Manager
Qualifications
• Veterinary degree
• MBA, advanced training and
board certification
preferred
• 2-5 years practice or
academic experience
• Current veterinary license
preferred
• 1-3 years in industry
• 1-3 years public speaking
experience
• Sales, communications or
marketing experience
• Excellent communication
skills, presentation skills
and computer proficiency
required
• Up to 80% travel including
overnights and some
weekends

15. Specialty Account Veterinarian
Responsibilities:
• Make sales calls and
presentations
– Boarded veterinary specialists
in specialty referral hospitals
throughout the region
Qualifications:
• DVM or related degree
• P&L responsibility
• Ability to effectively sell to
boarded veterinary
specialists
• An outgoing confident
individual is desired
• Approximately 75% travel
including overnights is
required

16. Pharmacovigilance
Responsibilities
• Handle complaints about a product and follow up on
the complaints.
• Handle the reporting and tracking of these
complaints.
• Work with regulatory agencies on the reporting.
• Work with a database such as PV Works.

17. Pharmacovigilance Veterinarian
• Review adverse event and product defect claims for
accuracy, completeness and consistency prior to being
submitted to the Regulatory Affairs Group.
• Apply regulatory knowledge to all Pharmacovigilance
practices, assist with the formation of assessments in adverse
event cases and ensure those assessments are included in the
case report.
• Collaborate with QA and Regulatory Affairs to analyze the
trending results and will communicate results internally.
• Assist US Regulatory Affairs and Quality Assurance in the
generation of product reviews for submission and will assist
Veterinary Technical Services.

18. Pharmacovigilance Veterinarian
Qualifications
• DVM or equivalent degree
• 5+ years private practice/
clinical experience
• Valid license to practice
veterinary medicine in the
U.S.
• 1 year pharmacovigilance
experience
• Computer literate
• Understanding of
– companion animal veterinary
medicine and practice
– equine and livestock experience
beneficial
• Knowledge of current U.S.
regulations relating to post-
marketing product safety
• 5% travel requirement
– +/- international travel

19. Regulatory Affairs
• In charge of all
communications with
appropriate regulatory
body
– FDA
– EPA
– USDA
– Foreign regulatory agencies
Example:
• A regulatory affairs
manager takes a new drug
concept to the FDA and
negotiates with the
agency about the work
that must be done to get
it approved.

20. Senior Regulatory Affairs Manager
Responsibilities
• Provide leadership/direction
– manage regulatory goals
through interactions with
federal and state regulatory
agencies
– Ensure all products receive
regulatory approval
– Post approval regulatory
issues
– Input on strategic planning as
related to regulatory issues
Qualifications
• Advanced scientific degree
(ex. DVM, PhD)
• 7-10 years in industry
• 3+ years in leadership
capacity

21. Sales and Marketing
Sales
• Travel to potential buyers
(veterinary clinics)
– Present product
information
– Take orders
• Well suited to people who
enjoy working with people
and travel
Marketing
• Present the company’s
products or services to the
veterinary profession
• May include
– Advertising
– Promotions
– Presentations
• Requires some travel but
not as much as sales

22. Specialty Sales Representative
Swine or Bovine
Responsibilities
• Promote and sell products
in the U.S. market
• Provide technical support
• Set up/perform product
demonstrations
• Build relationships with key
opinion leaders
• Respond to customer
complaints
Responsibilities (cont.)
• Represent company at trade
shows
• Domestic and international
travel required
Qualifications
• DVM degree
• experience in Herd Production
• Knowledge of the swine or
bovine market in the U.S.

23. Senior Technical Service Veterinarian – Marketing
Responsibilities
• Collaborates with the Manager of Technical Services
• Reviews marketing material for technical accuracy and trade
appropriateness
• Works with marketing
– Marketing strategies
– Advertisement
– Product promotions for medical and technical accuracy
– Develop technical product profiles
– Participate in the technical aspects of product positioning
• Act as medical authority
– Scientific articles and presentations
– Assist in technical product training

24. Senior Technical Service Veterinarian – Marketing
Responsibilities
• Review national animal health conditions
• Advise senior management of specific requirements
• Make recommendations toward present/future needs
• Collaborate with the manager to aid in contacts with key
opinion leaders in the Animal Health Industry through
veterinary organizations and technical associations
• Represent the company at technical associations
• Keep abreast of scientific/political changes and will help
to influence change

25. Senior Technical Service Veterinarian – Marketing
Qualifications
• DVM or equivalent degree
• 5 years clinical practice
experience
• 3+ years industry
experience and/or related
business experience
• Understand disease
control, animal
requirements
• Ability to develop
prevention programs
• Strong organizational and
communication skills
• Ability to analyze research
and diagnose serious
animal health problems

26. Liaison / Cross Functional Positions
• Trends
– Particularly in large
organizations
– Veterinarians serving as
a link or bridge between
• Sales
• Marketing
• R&D
• Technical services
• Executive function
• Veterinarians with a
strong background in
– business
management, organizati
onal skills
– people skills

27. Marketing Liaison Veterinarian
Responsibilities
• Support for companion
animal products
– Marketing strategies
– Product communication
– Technical support
• Interface with R&D and
marketing to develop
market support trials
• Resource for pharmaco-
vigilance department in
handling difficult cases
• Discuss/report adverse
reactions, efficacy problems
and formulation complaints.
• Prepare/deliver technical
lectures
• Teach sales reps
• Alert the business
– Emerging diseases
– New trends
• Develop key opinion leader
support
• Attend trade shows

28. Marketing Liaison Veterinarian
Qualifications
• DVM degree
• 3+ years of private practice
work experience
• 3-5 years of industrial
experience
• Expertise and key focus
– Immunology
– Vaccinology
– Shelter medicine and/or
diabetes
• Excellent communication
skills [verbal, written and
listening skills] and
presentation skills
• Work effectively with cross-
functional teams
• Marketing experience
strongly preferred
• 30-50% travel requirements

29. Business Development
• Look for potential new products
• Make deals with other companies
• Business degree is typical
• Technical background is necessary

30. Director of Business Development
• Foster relationships and negotiate deals with
companies in the US and abroad
• Track record in a business development leadership
role with capabilities to manage and support all
business development activities
• Human or Veterinary Pharmaceutical experience
required

31. Research and Development
• Explore if you still want
– hands-on work with
animals
– have an interest in
clinical medicine
• Many positions are
open to veterinarians,
although some require
additional training.

32. Manager of Clinical Development
Responsibilities
• Develop and execute
comprehensive plans for
products in clinical
development
• Design and write study
protocols
• Select veterinary
investigators to execute
clinical trials
• Oversee and monitor
studies
• Interpret study results
• Write study reports
• Prepare submissions to
regulatory agencies
• Provide support to
commercial operations
• Present results of studies
to the scientific
community

33. Manager of Clinical Development
Qualifications
• DVM and/or a PhD in an
animal health related area
• Good organizational and
time management skills
• 1+ years of experience in
product development
within or closely associated
to the animal health
pharmaceutical industry
(preferred)
• Self-motivated, possess good
interpersonal skills and
ability to lead and work
within and across
interdisciplinary teams.
• Travel
– Approx. 25% in U.S.
– +/- limited international travel

34. YOU CAN SEE CURRENT OPEN JOB
OPPORTUNITIES LIKE THESE AND
OTHERS ON OUR WEBSITE:
WWW.THEVETRECRUITER.COM

36. Dr. Thompson
• Education:
- Bachelors in Chemistry/Biology
- DVM
• Associate Veterinarian
• Account Manager/Consulting
Veterinarian
- Responsible for growth of sales territory,
product support and educational training
for veterinarians and team members
• Professional Services Veterinarian
- Supported regional sales team with
technical product support, training and
management of pharmacovigilance needs

37. Dr. Thompson
• Director of US Professional Services
- Led team of veterinarians to provide technical product support and
training for the commercial business.
• Regional Sales Director
- Lead sales team strategies and business support for North Sales
Region
• Vice President of Companion Animal Business Sales
- Lead US sales operations for companion animal business
• Global Head of Professional Services
- Leads and coordinates technical services information among the
global business, supporting global Key Opinion activities and
international project teams.

38. Dr. Hopkins
• Education:
- VMD
- MBA
• Research Assistant
• Associate Veterinarian
• Regional Technical Manager
• Regulatory Affairs Specialist
• Regulatory Affairs Manager
- Responsible for new product approvals
and product dossier maintenance, advised
manufacturing, marketing and
management on regulatory requirements.

39. Dr. Hopkins
• Associate Director of Regulatory Affairs-US
– Lead a team of Regulatory Affairs and Quality Assurance professionals through
the separation from the larger R&D organization.
• Senior Brand Manager
– Managed a 30 million dollar brand.
• Director, Regulatory Affairs-Canada, Quality Assurance and
Pharmacovigilance
• Head, Global Regulatory Affairs-Animal Health
– Lead global team of Regulatory Affairs professionals in supporting the business
by registering and maintaining products worldwide.
• Head, Global Regulatory Affairs-Consumer Health
– Lead global team of RA professionals to support consumer care products
• Global Technical Brand Manager

40. Dr. Reuben
• Education:
- DVM
• Private Practice
• Professional Services Veterinarian
- Develop and deliver sales presentations to
associations, distribution and veterinarians.
- Provide technical support at trade shows.
- Author articles.
• Director, Field Veterinary Services
- Created and management department of
field based veterinarians for sales support.
- Developed sales presentations
- Delivered presentations to
veterinarians, technicians, trade
organizations, distribution and animal
owners
- Interacted with R&D

41. Dr. Reuben
• Director of Professional Services
- Supervision of veterinarians and veterinary technicians
- Provide technical support of product line
- Responsible for pharmacovigilance
- Track and report product trends to R&D and senior management
• Director of Sales and Marketing
- Responsible for sales
- Director marketing budget and activities
- Supervise National Sales Manager, Product Managers and National
Account Managers
- Indirect supervision of salespersons
- Interact with R&D

42. Dr. Reuben
• Director of Business Development
- Role was to identify clinical and non-clinical third-party research
opportunities
- Review scientific literature and interact with leading researchers
- Review and report emerging trends in veterinary practice
- Identify and in-license new products and technologies
- Coordinate research and marketing organizations for negotiation of all
phases of agreements.
• Executive Vice President
- Provide organization strategy consulting with regard to infrastructure
and sales force
- Provide training on biological and pharmaceutical products
- Provide input to Research and Development Strategies

43. How Do I Land a Job in Industry?
• Need a resume
– Must include
• Name, contact information and job history in reverse chronological
order
• Skills and experience, special abilities, honors and awards, groups
or associations to which you belong
– Two pages at most
• Networking or word of mouth
– Talk to sales reps who come in your practice or other
contacts you may already have in industry

44. How Do I Land a Job in Industry?
• Attend industry meetings
– Chat with exhibitors
– Speak with other people in industry who are doing the job you would
like to have
– Invite them to lunch, ask if you can talk with them
• Join the AACPPV
– American Association of Corporate & Public Practice Veterinarians
• Attend meetings, breakfast and luncheons held at veterinary conferences
• Develop a relationship with a good recruiter who specializes in the
animal health industry

45. When Should I Establish A
Relationship With A Recruiter?
• Long before you need one
– you never know when you may need them
– you could be happily employed right now, but who would not leave for
a better offer?
• When you are ready to move your career forward
• Your relationship with a recruiter is one of the most critical
relationships you will have as you navigate your career
• Recruiters can open doors for you. They have more contacts
with hiring managers than you could ever have
• The most sought after jobs are not posted; many can only be
obtained through a recruiter

46. • World’s largest professional network in existence
– > 200 million members and growing
• Get found by recruiters and employers
– Is used by 98% of recruiters
– 48% of them use LinkedIn® exclusively
• Build your credibility and personal brand
• Get recommendations from current and former colleagues
• Is a great tool but you should not rely on this exclusively
• Nothing can replace the value of:
– Networking face-to-face
– Having a good recruiter to partner with you throughout your career

47. Working in a Larger Organization
• Industry jobs require the ability to work within the
structure of an organization where there are typically
many policies and procedures.
• There can be a great deal of bureaucracy associated
with working for a large organization.
• Previous organizational and interpersonal skills will
be a definite plus.

48. Performance Reviews
• Employees are typically evaluated annually for
performance.
• You will normally set goals with your manager
each year and some of your compensation can
be based on whether you meet these goals.
• This is typically tied to a bonus or a merit
increase.

49. Corporate Culture
• Need to be able to deal with uncertainly such
as cultural changes or mergers and
acquisitions which can lead to decreased jobs
or new opportunities.
• This requires flexibility and keeping options
open.

50. Mobility
• You may need to be able to live or move to the city
where the position is.
• Be willing to get your foot in the door.
• Don’t turn down a position because it is not the ideal
job you would like to have.
• Once you have industry experience your options are
wider. Once you are “in the door”, the opportunities
increase. Some companies will cross train their
employees.

51. Assess Your Knowledge and
Skills

52. • Pharmacology, disease
prevention, surgery, understanding of medical
terminology
• Administrative and managerial skills
− Employee supervision
− Clinic management
− Budgeting
Veterinary Skills

53. Other Areas of Expertise
• Areas of study
• Volunteer work
• Speaking/media interviews
• Writing for publications
• Generally don’t have to have a degree
beyond DVM

54. Critical Nontechnical Competencies
• Builds relationships
• Acts autonomously and confidently
• Drives for results
• Demonstrates integrity
• Pursues development
• Demonstrates adaptability and resilience
• Communicates effectively
Nontechnical Competencies Underlying Career Success as
a Veterinarian JAVMA 6/15/03

55. Critical Nontechnical Competencies
• Motivates others
• Influences others
• Coaches and develops others
• Business oriented
• Uses sound judgment
• Thinks innovatively
Nontechnical Competencies Underlying Career Success as
a Veterinarian JAVMA 6/15/03

56. Job Responsibilities
Stacy Pritt, DVM, MS, MBA, CPIA

57. Skills For Success
Stacy Pritt, DVM, MS, MBA, CPIA

58. Basic Skills Required in Veterinary
Industry
• Oral communication skills
• Written communication skills
• Business knowledge
• Computer literacy
• Leadership skills
• Flexible attitude
• Team player

59. Oral Communication Skills
• Offer to give talks
– Local clubs
– Veterinary meetings
• Join Toastmasters
– Non-profit organization
– Can teach you to speak more confidently
• Keep a list of your speaking engagements for your
resume.

60. Written Communication Skills
• Write articles
– Local club
– Newsletter
– Magazine
– Veterinary publication
• Take a course in
technical writing
• Publish case reports in
peer-reviewed journal

61. Business Knowledge
• Understand the business end of your career niche
− If you want to work in industry, understand how their
business works
• Understand client relations, record keeping and
financial management
• Learn how to manage a budget.
• Go to veterinary meetings; visit with those in the
exhibit hall
• Attend lectures on practice management

62. Computer Literacy
• Microsoft Office
– Word, Excel, Outlook, PowerPoint
• Basic and advanced internet searches
• Web-based services for business
purposes
– GoToMeeting, Yahoo and Google Groups
• Skype and Google Hangout
• Practice management software

63. Leadership Skills
• Become an officer in a veterinary association or
civic group
• Volunteer to help organize a veterinary meeting
• Learn time management skills
• Toastmasters
• Hire a business coach
• Take courses on leadership

64. Flexible Attitude
• Must be willing to adapt to the employer’s changing
needs
– If their needs change, your job may change
• Must be willing to continually learn
– Start now if you aren’t
– Track your learning efforts
– Talk to potential employers about your efforts
• Be able to work as part of at team

65. Other Learning Opportunities
• Shadow someone who is
involved in a career you
would like to pursue
• Webinars
• Find a mentor
• College courses via satellite
TV and cable
• Community college
offerings
• Attend workshops
• Read magazines, books and
journals
• Foreign language training
• Evening and weekend
classes
• Volunteering
• Attend veterinary seminars

66. What Does the Market Look
Like?

67. # of Veterinarians by Job Category
12/31/12
64,489
6,563
1,823 1,064 766 3,282 2,187
20,748
1,822
0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
2013 AVMA Report on Veterinary
Compensation
67

68. 2011 Average Earnings
$118,726 $122,794 $115,575
$91,207
$113,881
$171,512
$136,888
$0
$20,000
$40,000
$60,000
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
2013 AVMA Report on Veterinary
Compensation
68

69. 2011 Industry Position Earnings by
Percentile
$124,000
$160,000
$196,000
$264,745
$0
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
25th Percentile 50th Percentile 75th Percentile 90th Percentile
2013 AVMA Report on Veterinary
Compensation
69

70. Salary Info by Position
• Professional services: $65K-$125K (base
salaries-typically have a bonus target and
company car or car allowance in additional to
“normal” benefits)
– $65-75K for capital equipment companies
– $65-$90K with pet food companies
– $100-$125K with pharmaceutical companies
– $125-$150K for Specialty Account Veterinarians
• Pharmacovigilance: $90K-$120K
The Pursell Group LLC, The VET Recruiter ®

71. Salary Info by Position
• Regulatory: wide range from $75K-$200K
(Regulatory specialist to manager to Director
to VP)
• Marketing: $90-$125K
– Director level $125-$150K
– VP $150-$250K
– Size and type of company are factors; occasionally
geography influences salary
The Pursell Group LLC, The VET Recruiter ®

72. Earnings Increase With:
• Years since graduation
• Board certification
• Advanced degrees (masters, PhD)

73. Benefits
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
100.0%
Industry
Private Practice

74. Benefits
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
120.0%
Industry
Private Practice

75. 2011 Hours Worked
49.1
47.5
50.0
45.0
42
43
44
45
46
47
48
49
50
51
Industry Private Practice
Mean
Median
2013 AVMA Report on Veterinary
Compensation

76. Outlook for Industry Veterinarians
• 2012: Supply (3,210 FTE) and demand in
equilibrium
• Estimated 3.75% average annual growth rate
between 2008-2016 (120/year); 1.9%
between 2017-2025 (61/year)
2013 U.S. Veterinary Workforce
Study: Modeling Capacity
Utilization

77. Helpful Websites
• www.aacppv.org American Association of Corporate and
Public Practice Veterinarians
• www.thevetrecruiter.com The VET Recruiter ®
– In addition to jobs that we are actively searching, our
website has information on current events and topics
in the industry as well as interview tips.
• www.animalhealthcareers.com Animal Health Careers
Job Board
• www.animalhealthjobs.com Animal Health Jobs Job
Board

78. Helpful Websites
• www.avma.org American Veterinary Medical Association
• http://www.vetmed.vt.edu/org/md/cpcvm/The Virginia-
Maryland Regional College of Veterinary Medicine has a
Department of Corporate and Public Practice. They help
prepare those who are interested in industry.
• www.linkedin.com LinkedIn is a social networking site
that is geared towards business use.

79. Stacy Pursell
www.thevetrecruiter.com
stacy@thevetrecruiter.com
918-298-7025

80. Karen E. Felsted, CPA, MS, DVM, CVPM
Felsted Veterinary Consultants, Inc.
Karen@FelstedConsulting.com
214-862-3802

81. Sources