A new year has dawned, bringing with it fresh hope, great expectations and dreams.

The Pharmaceutical and Medical Sales Industries were not recruiting in great numbers between August 2009 and December 2009.

In the main only experienced candidates were being hired as Medical Sales Representatives.

Has the situation changed in 2010?

In reality it is too early to say.

What can the novice Medical Sales Representative do to secure an interview and ultimately secure a job?

1. Prepare a good CV. 

It must read well, be well laid out and reflect your strengths and abilities.  It must stand out from the other 25 the Regional Sales Manager is going to receive.

2. Work with the Recruitment Consultants.  You should be with at least five agencies.

The Recruitment Consultant knows the Client company very well and knows what they are looking for.  Listen to their advice.  Ask for their help in preparing for an interview.  Be guided by them.

3. Research the Company, their products and their competitors very well.

Consult their website, MIMS and the Irish Medical Directory.

4. Take an Introduction to Medical Sales course.

Such a course will help you decide if you are suited to a career in Medical Sales.  Taking such a course will also show terrific commitment and dedication to the cause.

5.  Shadow a Medical Sales Representative.

Spending time with a Medical Sales Representative will show you how the job is done, what the job entails and why the industry employs Medical Sales Representatives.

Finally a word of caution:

Two years ago it was realistic to register with a Recruitment Agency and have a first round interview within 4 -5 weeks.  Now it is possible to wait 3 months for an interview.

Use the time to read and research all you can about Medical Sales.

It really is a battle to obtain employment now.  The competition is fierce so arm yourself, prepare yourself and GOOD LUCK!

I was once interviewed for a job on my birthday.  As the interview went on the questions were getting harder and harder.  In total exasperation I jumped to me feet, banged the table and shrieked that it was my birthday and that it was unfair to be asking me all these difficult questions!! The interviewers roared laughing but carried on asking the difficult questions……moral? Be prepared for the difficult questions and do not offer excuses.

Would you say you are underqualified or overqualified for this job?

The answer you give should reflect that you are both.  You are underqualified but willing to learn and your overqualification brings a maturity, understanding and confidence to the job.

What are your strengths?

This is not the time to brag about drinking seven pints and still being capable of discussing the finer points of Ulysses.

List your strengths and relate them to the position you are interviewing for.

What are your weaknesses?

Weaknesses can sometimes be strengths so list your weaknesses, relate them to the position and turn them into positive strengths.

Oh by the way I was offered that job on my birthday and accepted! Always be yourself at interview.

To those readers doing interviews today or sometime soon..GOOD LUCK! KNOCK ‘EM DEAD!!

The next sction of the interview will focus on YOU

The questions will focus on YOU as a person and will be asked to ascertain your personal qualities, skill set and attributes.

This is your opportunity to really shine

The first question will be fairly general: Tell me about yourself

You should outline your background, educational achievements, goals and aspirations.  Be as clear, succinct and articulate as you can.

Personal attributes of

• Ability to sell
• Good raport building skills
• Highly organized
• Good planning skills
• Good communicator
• Highly self motivated
• Highly driven
• Thrive on a challenge
• Enthusiastic
• Friendly
• Fast learner

These are the attributes the interviewer is looking for.

How would your friends describe you?

This is a common question which allows the interviewer to see what you think of yourself through someone else’s eyes.  It is a clever question.

The ideal answers are:

• Friendly
• Outgoing
• Charming
• Loyal
• Highly organized
• Practical
• Team player

What do you think of your present boss?

Always be POSITIVE!  A typical answer might be: I am very lucky in my present boss.  He/she is firm but fair, demanding but realistic, and above all encouraging and supportive.  He/she is a great leader.

Name three things you like doing

• Interacting with people
• Organizing my day myself
• Achieving targets on a daily basis

Always remember the golden rule of interviews: Never say anything that is not documented on your CV and cannot be substantiated.

Good luck with those intervews!

Every interview is different but as said in an earlier post, there is a common structure to each interview.

The first section will relate to your CV

You will be asked to talk through your CV, starting at any point.

HINT: KNOW YOUR CV BACKWARDS

The second section will focus on what you know about the job

HINT: DO YOUR RESEARCH THOROUGHLY

This section will include the following three questions:

What so you think the most difficult aspect of the job of Medical Sales Representative is?

The simple answer is ACCESS

The Pharma Representative (calling on GPs and Retail Pharmacists) will have to contend with the receptionist

The Pharma Representative will also have to work with GPs who do not see representatves or who see only once a year by annual appointment.

The Medical Equipment Representative will have difficulties making sure that they are seeing the right person and are in front of the purchaser.

How would you reach a doctor who does not see representatives?

Liaise with and work with ancillary staff (receptionists, medical secretaries, Practice Nurses, Ward Nurses, Theatre Staff, and Practice Managers)

Ask if you could write to the Medical professional and send him product information and literature

Invite him to spreaker meetings

See him at CME meetings

Support his practice or team in other ways (always complying with Code of Practice 2008 (IPHA)

You have strong Nursing experince/Management experience - why should I hire you as a Representative?

You could answer: I bring a wealth of experience which I can apply to managing my territory as a small business.  I have managed and been managed and in adopting the best of all that experience I would be an active team player, a willing employee and an excellent Medical Sales Representative

The next section of the interview will focus on YOU and questions abot YOU, your qualities, personal attributes and skills

Every interview is different and may be quite difficult but there is a certain structure to each interview and you can actually prepare for most of it

1.  There will be an introduction by both sides

2. There will be a review of your CV.  You will be asked to talk your way through your CV from any year and backwards and forwards. (HINT - know your CV very well)

3.  There will be questions arising from your CV

Questions will then follow on THE ROLE OF THE MEDICAL SALES REPRESENTATIVE:

4.  What is the role of the medical sales representative?

Pharmaceutical and Medical Equipment Companies employ Medical Sales Representatives to COMMUNICATE directly with the Medical Profession, CONVEY MEDICAL INFORMATION, and SELL COMPANY PRODUCTS

The role of the Medical Sales Representative is to improve patient lives by bringing the doctor the most up to date information and to increase market share.

5. What is the job of the Medical Sales Representative?

Increase Sales

Increase awareness of the brand

Increase market share

Meet and exceed targets

Achieve 6-7 face to face calls per day

Manage the territory like a small business

Build relationships

Convey product information

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In part two of this post we will look in detail at WHY you want to be a Medical Sales Representative and WHAT research you have done