|
 |
Pharmaceutical
Sales Interviews Can Be Challenging
By Pat Riley
I hear
Pharmaceutical Sales Interviews can be real challenging? Is
this true?
As a 6-year veteran of pharmaceutical sales
recruiting I answer this question with an absolute YES and
NO. How can my answer be both yes and no? Well, if you correctly
prepare, your interviews should be an easy flowing conversation
about you, the company and the job opportunity. If you don't
correctly prepare and know what to expect during the pharmaceutical
interview you will get flattened! Guaranteed! Competition
for a pharmaceutical sales position is too tight to just "wing
it" and hope you get the position with a big smile and
witty answers.
Interview Process Overview:
This is a usually a 2 to 6 step interview
process lasting anywhere from one week to a month...depending
on the company's hiring policies and the companies urgency
to hire. An initial phone screen is usually followed with
several face-to-face interviews.
Basic Pharmaceutical Sales Interview Preparation
Know the latest interviewing techniques, questions,
and how to correctly answer them.
You must be prepared for the SITUATION, ACTION AND OUTCOME
type of interview questions. Situational questions will be
asked and your answers must include the actions taken and
the outcome of your actions.
For example: The situation (problem) was X. I did the following
X, X, and X, resulting in X dollars in revenue or increased
sales/decrease costs.
Know your 90 second commercial
The "90-second commercial" is
about you, what you have done, and why they should hire you.
This needs to be concise and focused on your RECENT accomplishments.
(A typical pharmaceutical sales representative spends less
than 2 minutes in front of the Physician, so his/her sales
pitch needs to be clear and concise...much like your 90-second
commercial).
90-second Commercial Script
- Hello, my name is "X".
- I am interested in a pharmaceutical sales
position with your company.
- I am currently with (or I was most recently
with) company "X", where my title was "X".
While in this position, I sold "X" products and
earned the following awards: "X", "X",
and "X". I increased sales "X", "X",
and "X", resulting in an additional "X"
dollars in revenue. My clients were "X" and my
contact points were "X".
- I am interested in making a career move
into pharmaceutical sales because of "X", "X",
and "X".
- I received my 4-year degree from "X"
University with the following honors: "X", "X",
and "X".
- My first job out of school was "X",
where I was responsible for "X". While at company
"X", I was in charge of "X" or accomplished
"X". I chose to further my career by leaving this
company and going to work for company "X".
- Repeat until you are at your most recent
position.
Know the company, products and
job description:
The company website is an excellent place
to start. Pharmaceutical company's websites provide you with
a wealth of information, but do not stop your research here
(see list of resources). While on the website, look for the
following information: job description, corporate headquarters,
senior management, current products and indications, research
and development, financials, and press releases. (Special
note: press releases are a hidden jewel of recent information...Ask
the hiring manager about a recent press release and see how
he/she reacts).
Know how to close the deal:
Tell the hiring manager you want this job!
Don't forget to write a thank you note (letter or email) with
in 24 hours of the interview.
Other Research web sites:
About the Author
Pat
Riley is the president of 10
Abbott Street L.L.C., an executive search firm specializing
in pharmaceutical and medical sales and the author of "Secrets
of Breaking Into Pharmaceutical Sales", and "57 Most
Frequently Asked Pharmaceutical Sales Interview Questions ...and
Answers that Win the Job".
Both E-Books are available at by Clicking
Here
|
