In this episode of CPhT Connect, host Mike Johnston, CPhT-Adv, talks with Tonique Hendrix, CPhT, TSBP, IV Cert, a healthcare sales professional who has successfully transitioned from the clean room to the boardroom, going from a 15-year career as an IV-certified home infusion technician to a high-performing Account Executive in the DFW market.
Tonique walks us through her unconventional entry into pharmacy through a 10-month trade school program, and the six-week internship where she treated the role like a real job from day one—asking endless questions, taking notes, and mixing medications early. That work ethic led to a job offer before she’d even finished the internship, and set the tone for a career built on proactively seeking the next opportunity rather than waiting for burnout to force a change. We dig into what actually pushed her from the pharmacy into sales, why clinical experience gives former technicians a real edge with gatekeepers and prescribers, and the relationship-building mindset she now teaches through her platform, “Pharm Tech to Sales Rep.”
In this episode, we discuss:

• Treat Every Rotation Like the Job: How taking a six-week internship seriously—asking questions, taking notes, and going above and beyond—turned into a direct job offer with no formal interview required.
• Pivot Before It Gets Bad: Tonique’s philosophy of proactively seeking new opportunities rather than waiting until she’s burnt out, stuck, or underpaid to make a move.
• From Clean Room to Boardroom: Why her clinical, hands-on experience with therapies and drugs gives her an edge in medical sales that colleagues from outside pharmacy don’t have.
• Building a Book of Business from Day One: Her long-time habit of collecting names, emails, and connections from every pharmacist, rep, and colleague she’s ever worked with—long before she knew it would become her career.
• Certification Stacking: Her advice to techs who don’t want to go back to school—stack IV certification, compounding certification, and other credentials to build leverage and open doors.

About Our Guest:
Tonique Hendrix, CPhT, TSBP, IV Cert, is a healthcare sales professional and former IV-certified pharmacy technician with 15 years of clinical experience in home infusion. She successfully transitioned from compounding life-saving medications to driving business growth as an Account Executive in the DFW market. Through her platform “Pharm Tech to Sales Rep,” Tonique teaches pharmacy technicians how to leverage their clinical expertise to break into pharmaceutical and medical sales. Her mission is to empower healthcare professionals to elevate their income, confidence, and career trajectory.

Listen now to hear Tonique’s take on relationship-building as the real currency of sales, and her encouragement for any technician who feels stuck: everyone has a genius-level talent, and opportunity is usually connected to the next person you meet.