Competition for skilled workers. The growing importance of specialists in the pharmaceutical and medical equipment industry
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The pharmaceutical and medical equipment industry in Poland is experiencing dynamic salary growth. Market development, an expanding portfolio, consumer demand, and intense competition are driving the sector, which results in pay raises for employees.
Dynamic salary growth
Since 2022, there has been a steady increase in salaries in the pharmaceutical and medical equipment industry. Average salaries have risen by 5-7% over the past year, influenced by the increase in the minimum wage. The average salary level is dependent on the position, candidate’s portfolio, and the size of the company.
Poland is a leader in the dietary supplements and OTC drugs market, reflecting a growing focus on health, preventive care, and awareness of medical screenings. The increasing interest in a healthy lifestyle is driving higher sales and wages in this industry, adds Marta Lebuda, Sector Manager Antal Sales & Marketing, Antal Pharma & Medical Devices.
Competition for qualified specialists
Pharmaceutical companies are actively seeking experts and specialists with experience in product management and deep market knowledge. The highest salary increases are noted in R&D, sales, and marketing departments, where not only skills but also industry connections and knowledge of specific therapeutic areas are valued. Particularly sought after are passive candidates who, after recent pay raises in their current companies, are able to negotiate even better terms with a new employer. The salaries of marketing professionals in product/brand manager positions have increased from PLN 16-18 thousand to PLN 22-25 thousand gross per month, while sales positions such as sales representatives, KAMs, or KASs currently range from PLN 8 – 19 thousand gross depending on the specifics of the role.
In the pharmaceutical industry, all roles are interconnected vessels, each being crucial and key from a business perspective. From clinical trials to drug registration, safety monitoring, medical support, and, of course, sales and marketing, companies are now focusing on individuals with experience in the specific area they are recruiting for. If it’s the OTC/Supplements market, they will seek candidates with experience and contacts with key networks in the area. If it’s the development of new drugs in the cardiology field, the natural choice for the company will be to acquire a candidate from the competition who can quickly promote the drug among Key Opinion Leaders in that therapeutic area and take care of the most crucial centers, comments Marta Lebuda, Sector Manager Antal Sales & Marketing Pharma & Medical Devices.
An unconventional yet crucial tool in the pharmaceutical industry – marketing
The development of the generic market brings many changes. Innovative pharmaceutical companies are losing patents on their products, leading to the emergence of new drugs that are equivalents of the originals. In response to these challenges, some organizations are undergoing restructuring. Generic manufacturers are expanding their portfolios, increasing the number of actively promoted products. Therefore, a growing trend in the pharmaceutical and medical equipment industry is the increasing demand for specialists in R&D and sales and marketing. Marketers, in particular, require attention, as they are currently highly valued. The marketing department’s structure is an integral part of business growth—without a good marketing strategy, effective sales are impossible. The highest number of job offers for marketing positions is available in the Mazowieckie Voivodeship.
When we observe the loss of patents in original companies, we can expect that the structures of generic companies will expand as they introduce equivalents of those drugs. The increase in demand is observed as business operations expand into new business lines, new therapeutic areas, and new drugs entering the promotion stage. As a result, demand is directly dependent on the company’s development and product portfolio, summarizes Marta Lebuda, Sector Manager Antal Sales & Marketing Pharma & Medical Devices.
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About the Antal Salary Report
The "Antal Salary Report" for 2024 was prepared based on an analysis of the salaries of 4,952 specialists and managers participating in Antal's recruitment processes during the second half of 2023 and the first half of 2024. These data were verified and supplemented with information from recruitment processes conducted by Antal consultants in 2023, as well as telephone interviews with employers and candidates.
About Antal
Antal is a leading company in the CEE region, providing solutions in permanent recruitment, HR consulting, and outsourcing. The foundation of our success lies in the high quality of services offered and the people whose knowledge is the capital gathered during the company's 26 years of operation. We create methods and tools that exceed customer expectations and market standards, while also being a leader in sustainable transformation (ESG) in the industry. Antal's support is very broad—from the implementation of comprehensive permanent recruitment processes, through outsourcing services, including RPO and contracting, to Employer Branding activities, HR Consulting, and comprehensive market research and analysis services.
