Jump into the unknown, taking the sales leap into the medical and pharma sector

The pharmaceutical and medical device sector is rapidly changing and evolving. With vast amounts of funding being ploughed in to the research and development of medicines and medical devices in order to improve lives and to fight disease, the growing aging population and gene mutations, this sector is forever changing and can be one of the most challenging sectors for the sales professional. 2017 saw a rise in new technology within the healthcare sector and significant changes in gene mutation research, stem cell technology and surgical advances in the use robotic surgery. The market is very competitive and having the ability to sell these products takes a certain kind of sales person, but is it as hard as you think?

Be realistic

Sales can be challenging, you do a job most people are too scared to do. Medical device and pharma sales can be even more so. You are often selling equipment that is expensive, to people that have budgets. Dealing with some of the most specialised and trained professionals in the world, such as surgeons and professors and pharmaceutical giants, these people know their stuff, so you need to too. It often involves a lot of travelling, not only to clients, but seminars and training weekends. A lot of your time is spent in the field, attending surgical procedures, explaining how equipment works and trying to convince healthcare professionals that your product is worth investing in and that it’s the best for the patient. It’s not a job for the lazy, its long hours.

Experience

You cannot deny that some kind of medical background or knowledge in health care would be advantageous, as the ability to know your product well, its effects, its benefits, its cost vs older models and to be able to persuade healthcare professionals, such as surgeons and doctors that your product is better than the rest, is incredibly challenging. It requires constant training seminars, updating of your knowledge of the products and knowing what your clients needs are.

However top medical device companies, such as Stryker, claim that they don’t necessarily look out for medical experience or knowledge when looking for potential candidates. Jackie Shropshire, Reconstructive Sales Manager at Stryker explains that “We are about people. So just because you don’t have sales experience or experience in the medical device industry that doesn’t mean you’re automatically out of the running. What we look for is someone who is driven and active with different interests or causes. Someone who participates. Someone who has a history of performing well in a different field and wants to transform that into the sales perspective.” (MedReps 2016)

As with most companies looking to recruit sales professionals, what Stryker look out for is a proven track record of success in your current field. Even those without sales experience can transfer current skills into sales skills. From working in a restaurant or as a mechanic, all these professions have requirements which are transferable, such as punctuality, honestly, accountability and the ability to communicate and work as part of a team all of which make a good sales person.

Stand out

Your CV gives the first impression, the format, layout and content are vital and could be the deciding factor as to whether you actually make the first step to getting an interview. What stands out in a sales CV is your ability to be driven, previous records of success and a solid background in your current career. This can be seen by activities you participate in outside the workplace, a passion for something. A covering letter on your CV can make you stand out, in a short paragraph, briefly explain your abilities, skills, successes and achievements. Your passion and drive is what ultimately makes you stand out at first glance. Often pharma and medical companies will request a three-tier interview process, this will include a phone call, a face to face evaluation and a final interview to meet higher heads of department. The ability to come across as passionate and driven through all three stages is vital and will see you through to the end. Ensure to be honest about where you want to go and what you feel is required to get there, they will appreciate your honesty.

Do your homework

Whatever job you are applying for, it’s always best to do a little research before you sit down in front of a panel. Have a look at their website and make yourself familiar with the company’s mission statement. Know who their customers are and what their product/brand is about. If it’s a specific sector, such as pharma or medical devices, make sure you have some knowledge of terminology and who their main competitors are. Even if you are not familiar with the industry, it shows that you have taken the time to do the research.

Sound familiar?

Sales in the medical sector is challenging, but ultimately the requirements needed are no different to those for sales professional in other sectors, whether that’s fmcg, retail, finance. The ability to be driven, strive for success and have a competitive streak are characteristics that make a successful sales person. It is sometimes scary taking a leap into a sector we don’t know or understand, but with these traits, there is no reason why any sales professional couldn’t succeed in any sector. Pharma and medical device companies, such as Stryker, are renowned for their in-house training programs, as long as they have the baseline requirements for drive, ambition, passion that are needed to succeed.

Remember, you are there to win, just like winning a lead.

18/01/2018 – Heidi Bryant