Challenge:Pharmaceutical Sales Interviews
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).
-
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.
Research web sites:
