Dear Entry-Level Clinical Revenue Candidate,

I just finished up searching for 4 specific jobs where the company wanted to find someone with an undergrad science degree (biology, chemistry, etc.). But really, they could live without the science degree if they discovered the right person with the kind of personality, drive, desire and presence they needed. So, the upshot is that for some areas of clinical revenue, a science background is a plus, but not always required. Go to www.phcconsulting.com/ to see if there are any that interest you.

But, even with flexibility from employers on background, there’s still a lot of different ways people can shoot themselves in the foot in the interview process—and I ran into a few this week. (These are not unusual, either…I get responses like this with disappointing frequency.) For example, after one person had described her background and experience, she summed up her desire to be in medical sales as “medical terminology makes me happy.” As a recruiter, that kind of statement makes me wanna run in the other direction (laughing, but still running). You could say that that’s not such a big deal, but it sounds a little goofy, it doesn’t show a lot of maturity, it doesn’t show a lot of thought, and it’s an additional thing she just said to fill space. So, if you’re trying to get a medical sales job, DON’T FILL SPACE. Usually, you’re going to fill it with something that’s going to hurt you.

Another man with a very strong medical laboratory background wanted to get into clinical sales but complained that “they just want so much sales experience.” If you’ve read my blog for very long, you know that I don’t think that clinical sales requires reps to be all that skilled in revenue: they don’t ask for a close, they don’t place orders, they have no power over pricing, and they have no power in the relationship…so, when he said that to me, it made me think he hadn’t done his research about the different types of revenue jobs, or really put that much thought into it at all. When I told him that with his background, he should think about laboratory sales, or field applications, he said to me, “All I want to do is get off the bench.” Well, a lot of scientists will say that, and I can appreciate that… but as a recruiter, I don’t want to hear it. When you’re interviewing for a laboratory revenue job, I wanna know that you’re running to something, not running from something. I’ve had managers comment to me about that to me, too: “I’m not sure they wanted THIS job…I think they just didn’t want the job they have.” So, when you’re in the interview process, be running TO something. It may not sound like a big deal, but it is to hiring managers. (Really, all hiring managers wanna know that you’ll be enthusiastic about the job they need you to do.) They’re going to spend somewhere between $25,000-$50,000 training you in the first 6 months, and they don’t want any questions about whether you’ll be successful.

Which leads me to the next point: Don’t ask your headhunter if she thinks you’ll be successful in medical sales. If you’re not confident, I won’t be confident, and my hiring manager won’t be confident… and I won’t present you for the career opportunity.

These are just some things that you wanna think about as an entry-level person in the clinical sales field and what you got to do. The major things you can do: be flexible, be available, be honest, and DO YOUR HOMEWORK. So when I ask you, “What have you done to prepare for a sales career opportunity?” don’t say what one person told to me this week: “Why, nothing. I don’t have a sales career opportunity yet, so how would I prepare?” That’s not what I wanna hear. I want to hear someone who’s creative in their thought process, has looked on You Tube for instructional videos, has read some books, and has done a ride-along or a job shadowing. I wanna see someone who knows why he wants a job in pharmaceutical sales, pharma sales, biotech sales, clinical device sales, or pharmaceutical sales. I want to see someone with energy, drive, passion, and a desire to do something more, and different, and to make themselves better, more and different.

Good luck,

Peggy McKee

The Clinical Sales Recruiter

Article courtesy of  Peggy McKee - Owner / Senior Headhunter at the nationally
recognized pharmaceutical and medical sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved

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