The pharma sales interview: Do you really care? You'd better!
If you want a job in the competitive industry of pharmaceutical sales, you must have a passion for sales, and that includes selling yourself during the interview. How do you best convey that passion, when you might have only one shot to show it? In this timely article, MedZilla asks the experts and presents their best strategies.
Marysville, WA (PRWEB) July 16, 2004 --Theresa Castro remembers what clinched her job as a sales representative and new hires trainer for Merck & Co.
She closed" the interview as she would a sales call by asking for the job.
She had been through six grueling interviews and was tired and frustrated. In her last interview, Castro was asked if she had any questions. She replied: This is my sixth interview, and Im very interested in this job. Obviously, you are very interested in me. What it is going to take for you to hire me? What is going to take for you to offer me the job?"
The sales manager looked like she would stand up and applaud, as if to say, What a beautiful close!"
Castro, who worked for Merck for eight years before becoming an author of The Dark Before the Dawn: 70 Secrets of Self-discovery, motivational speaker and life coach, says job candidates should walk into the pharmaceutical sales interview thinking sales call. This is because hiring managers are looking for people who are passionate about sales and can overcome difficult one-on-one situations with energy and enthusiasm.
This passion is something that is hard to fake, says Frank Heasley, PhD, president and CEO of MedZilla.com, a leading Internet recruitment and professional community that serves biotechnology, pharmaceuticals, healthcare and science. If you appear to be standoffish and aloof people will probably get the correct impression that you are probably not really interested in sales. To be successful, you have to really care. You need to make it clear that you really do care. Be as enthusiastic as you are."
Be ready for what might happen during a real sales call, Castro says. Many pharmaceutical managers at companies that conduct multiple interviews set up a good cop-bad cop" scenario for interviewees. One manager might take a laid back and easygoing role, while another manager will play the bad cop-- someone who is difficult.
The reason they do that is they try to simulate the pharmaceutical sales call. You might have a physician who is super laid back and agreeable, or a physician who is just a total jerk and doesnt want to spend any time with you," Castro says.
Dr. Larina Kase, a psychologist at the University of Pennsylvania and the president of Performance and Success Coaching LLC, a Philadelphia-based sales coaching company, says the prospective pharmaceutical reps interview performance must be superb.
She suggests:
1) Have a couple hip-pocket stories" of stellar sales experiences. These are stories that you can pull out to show how well you work with physicians and health care professionals, how much you enjoy the sales process and the types of numbers you achieve.
2) Emphasize your unique combination of skills. In health care,
biotechnology, and pharmaceuticals, if you can show knowledge and interest in science and research combined with excellent social and presentational skills, you will be a cut ahead of the rest.
3) Have several examples of why you love sales handy so you can bring them into the conversation casually. For instance, part of what I really enjoy about sales is the opportunity to get to know the physicians I work with and meet their needs in the most effective way."
4) Ask great questions. Engaging in a dialogue to understand clients needs is the key to effective sales. The same holds true for interviewing. Ask questions to better understand what the employer is looking for and to show your level of intellect, curiosity and knowledge.
5) Follow up. Be persistent and continuously convey your interest and enthusiasm. Write a thank you letter, call one week post-interview to follow up, and offer to provide references from both past employers and customers to whom you sold.
6) Look the part. Pharmaceutical reps dress impeccably and present themselves professionally. Make sure you convey this image for your interview. If you are not sure what the proper image is, ask to meet informally with a current rep prior to your interview. You can also use that opportunity to learn more about what that company emphasizes (i.e., past sales experience versus knowledge of genetics or biotech products).
Marky Stein, a career coach and author of Fearless Interviewing (McGraw-Hill 2002) and Fearless Career Change (McGraw-Hill 2004), says there is no better indicator for conveying passion for pharmaceutical sales (and to demonstrate your passion for a particular company) than to know, inside and out, the minute details and mission of the company you are applying for and to convey some of what you know about the company and the industry at the interview.
The industry has gotten so competitive that knowledge and a track record might not be enough," says Michele Groutage, MedZillas marketing director. We keep hearing that employers want to see real passion."
About MedZilla.com
Established in mid 1994, MedZilla is the original web site to serve career and hiring needs for professionals and employers in biotechnology, pharmaceuticals, medicine, science and healthcare. MedZilla databases contain about 10,000 open positions, 13,000 resumes from candidates actively seeking new positions and 71,000 archived resumes.
Medzilla® is a Registered Trademark owned by Medzilla Inc. Copyright ©2004, MedZilla, Inc. Permission is granted to reproduce and distribute this text in its entirety, and if electronically, with a link to the URL www.medzilla.com. For permission to quote from or reproduce any portion of this message, please contact Michele Groutage, Director of Marketing and Development, MedZilla, Inc. Email: mgroutage@medzilla.com.
# # #
|
