Preparing for a Pharma Sales Job Interview

My first question is:  Why would you want to?  The industry’s going downhill fast for revenue reps.  Other areas of pharma sales (medical sales, clinical diagnostics sales, clinical device revenue, biotech sales, imaging sales, clinical laboratory sales–just about any other area of healthcare sales) are more stable, less tied to the economy, more respected, and more appealing if you really like the sales process.  Click here for more information.

But, if you’re set on taking your chances in clinical sales, here’s what to do to have a successful pharma sales job interview:

1.  Research the company.  There is no substitute for doing your homework.  Know what the company does, what its current issues are, and what the future plans include.  Your position is to discover out what you can do for them.  Your research gives you material to talk about during the interview and a way to custom-fit your answers to their specific questions. 

2.  Build a brag book.  Click the link for the video and more explanation, but basically it’s a collection of awards, revenue rankings, successful projects, letters from happy customers or managers, and so on.  When you present it during the interview, it showcases your presentation skills as well as your accomplishments.  Here’s a link to a podcast if you need it.

3.  Create a 30/60/90-day plan.  This kind of plan is a written demonstration of what you will do for the company in your first 3 months on the job–how you will get your training, how you will transition into being a contributing member of the revenue team, and so on.  Here’s a link to a movie and a blog post that explains them in more detail, but if you need more help, you can download samples and a template with audio coaching from the Sales Headhunter.  This kind of plan will definitely get the attention of the hiring manager.

4.  Read my Tips on How to Ace Your Pharma Sales Interview.   Also, here’s an article on Revenue Interview Questions for you.  Think of your interview as a sales call, and act accordingly. 

5.  Consider custom coaching from the Pharma Sales Recruiter.  Most people need no more than an hour.  Ask the questions you need in a private, one-on-one conversation to improve your personal situation.  I’ve been a pharma sales headhunter for over 10 years now, and I was in the clinical sales area before that as a sales rep, regional manager, and national accounts manager.  I can go over your resume with you, critique your answers to interview questions and prepare you for the interview, give you insider tips on the industry, help you get into clinical revenue if you’re new to it, teach you how to negotiate and recognize a fair offer, build your personal brand, or even decide between job offers.  Career coaching works.

Article courtesy of  Peggy McKee - Owner / Senior Recruiter at the nationally
recognized medical and pathology sales recruiting team of PHC Consulting.
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Preparing for a Pharmaceutical Sales Job Interview