A Recruitment No No

Why are Recruiters failing our Medical Sales Candidates?

In an interview on Today FM’s The Last Word 2 days ago, Jane Downes, career coach and author of “The Career Book: Help For The Restless Realist” gave the results of a recent survey of jobseekers and their experience of the recruitment process -

77% of people surveyed said they received “absolutely no communication from a company/Agency after sending in their CV to an advertised position”

Whether you are a Medical Company or a Medical Recruiter - the faults are the same - and we are failing our Medical job seekers (Candidates)

40% of candidates experienced an “unacceptable time lapse” between responses to a first-round interview and receiving a second interview.

An “unacceptable time” considered was 2-3 weeks

Yet another shocking finding of this survey was that 28% of respondents experienced a “noticeable lack of respect or understanding from the interviewing panel”, and felt “their situation wasn’t being listened to or acknowledged”.

This can refer again to the Medical Recruitment Agency or a Medical Company

Downes says that interviewed candidates felt the interviewers showed “no sense of empathy to their situation”

Not understanding our Candidates simply implies we are not very good at what we do.

21% of active jobseekers have applied for 30 or more jobs over a twelve month period

In todays tough jobs market, this is totally unacceptable and unprofessional practice in Recruitment in Ireland.

What can we do to improve this for our Medical Candidates?

We, as Medical Recruiters are in the privileged position to help our Medical Sales Candidates to find suitable jobs and if we cant, we need to be upfront and honest.

It takes time and effort to apply for a job but not alot of time from us to at least acknowledge an application

Our Candidates are a vulnerable group of people who have lost jobs, are unhappy in their job or are wishing to relocate, just some of the many reasons people can be looking for a job - all of them serious and stressful.

Take them seriously and take the time to understand them

There is no doubt there has been a huge increase in unsuitable applications coming through due to the current economy -

This is NOT the time to treat job seekers with such disrespect, the increase in applications does not excuse the decrease in standards.

We owe our Candidates a professional service - they owe us nothing.

It takes little time to thank someone for their CV and reject politely stating why.

Candidates wish to be kept informed through an interview process - again, not much to ask?

As an interview is of such huge signifigance to our Candidates, the least we can do is to keep them in the loop between interviews - even if we know nothing and the delay is caused by the Medical company, keep the Candidate informed - they will appreciate it.

These recent facts about how we are failing our Candidates need to be noticed and paid attention to and most importantly, rectified.

For further information, go to the guide on using Recruitment Agencies

Getting in to Medical Sales

How do I get in to Medical Sales?

This is a question we are asked many times a day, one which any good Medical Recruiter should be able to answer.

Not an easy one to answer either as it depends on each individual asking.

In a nutshell, getting a job in Medical Sales was alot easier up to 5 years ago, especially for Nurses.

As long as you had your Nursing/Medical background, you had a chance.

That was 5 years ago!

You then went in as a ‘Rookie’ where Pharmaceutical/Medical Device Companies took you under their wing and trained you up in to the job.

How things have changed!

Does this happen anymore, will any Medical/Pharma Company train up a ‘Rookie Rep’ any more?

NO!

So, nowadays, how do I get in to Medical Sales?

Short answer - with alot of difficulty!

Long answer -

The following is the current list of essential requirements to apply for a Medical Sales job in Ireland -

1. You must have a Life Science/Medical/Nursing Degree to start with
2. A minimum of 2 years Medical Device/Pharma Sales experience (leading to the all too familiar cry of ‘but how do I get that’?
3. A full and clean, manual driving license
4. Contacts, there is still an element of ‘who you know’ in Ireland and if you are well established in a Medical sector and well known by Senior Decision makers - ie Hospital Consultants, you may have a chance without the Sales experience. Contacts are all important in Medical Sales - Key Opinion Leaders (KOL’s) - ie the decision makers are all important, the more you know, the better you know them, the better your credibility
5. Do you know who to get to in a Hospital and how to get to them - ie Procurement and Senior buyers
6. Do you have the full flexibility for a Medical Sales job which may cover 26 or 32 counties? - ie over night stays and weekend exhibitions and conferences up to 8 times a year
7. Do you have that same amount of flexibility around the hours you work per day? - this is definitely NOT a 9-5 job - you may start @ 7am or finish @ 8pm - so if you have small children and creche runs to do, this may not be the job for you
8. This job is not for the feint hearted, it takes passion, persistence and patience to become and remain a successful Medical Sales Rep
9. Are you a student Member of the MRII - Medical Reps institute of Ireland?
10. Have you attended Medical Sales Training courses? - there is no use turning up for a Medical sales interview trying to convince the hiring manager you want to be a Medical Sales Rep without a strong chain of evidence with you

The list is exhaustive, suffice to say, if you do not have 3 out of the first 4 on that list of essential requirements for a Medical Sales Rep, then perhaps it is time to consider an alternative career

Your Medical Recruitment Agency should be able to advise you.

For further information, go to Medical Sales Tips

Stand out from the crowd

In todays market - you need to ’stand out from the crowd’ in Medical Sales.

These are the times when Medical Sales Managers are examining their Sales force for achievements and targets as cuts are being made.

Those who ‘Stand out’ are the ones not losing out.

This is also important in Medical Sales interviews.

Those who come in having demonstrated any of the following are the ones getting to the 2nd interview or getting the Medical sales job -

• Prepare above and beyond what is expected ie dont just learn off the Company website - go out and into the Hospitals, talk to the Specialist Nurses and get the ‘inside track’ on the particular products - go out of your way
• Shine your shoes and file your nails! - yes, gromming is commented on often!
• Know everything there is to know about the competitors - knowing the Company who is interviewing is not enough
• Think ‘outside the box’ and come up with original ideas

In relation to working as a Medical Sales Rep - those who ‘go out of their way’, achieve targets and go about over achieving are the ones being saved currently.

It is not enough today to just do your job - it is unsafe.

It is safer to go above and beyond the call of duty so you become irreplaceable

So remember in todays market of redundancies and cut backs - you must ‘Stand out from the crowd’ in your Medical Sales job AND in your Medical Sales interview

For further information, go to  Medical Sales

Closing the Sale

Don’t forget to ‘close’ your Medical Sales interview.

Many of our Medical Sales Managers are frustrated by the lack of closing the Medical Sales Reps use at their interview.

This is particularly important for less experienced Medical Sales Reps or those trying to enter in to this field for the first time.

A Medical Sales Manager in an interview process sees it as a Sales process and observes the interviewee for their selling ability.

There is no point in spending half an hour of an interview selling yourself to the Company and then walking out the door without securing the sale

See your interview as a Sales Process.

You would not walk in to a Hospital Consultant having spent 6 months securing an appointment, do a great Sales pitch and walk out of the room without asking for the business -  ’sealing the deal’

See your Medical sales interview in the same light.

A Sales Manager is watching you to see if you will ‘close’ at the end of the interview and is frustrated if you do not.

Suggestions for ‘Closing at interview’ are -

1. When will I hear?
2. How did I do?
3. What is the next stage?
4. Do you need any further clarification on anything?
5. When do I start? ( not for the faint hearted! - be careful, fine line and you may appear cocky)
6. What can I expect next?

You should be walking out of a Medical Sales interview knowing exactly when you will hear and what happens next -

This means you have ‘closed’ your interview well.

For further information on Medical Sales interviews, visit our Advice Centre

Medical Device Companies

Some key Irish Medtech facts/ figures:

• There are currently 250 medical technology companies in Ireland, exporting €7.2b worth of product annually and employing 25,000 people - the highest number of people working in the industry in any country in Europe, per head of population.

• Exports of medical devices and diagnostics products now represent 8% of Ireland’s total merchandise exports; and growth prospects for the industry globally remain good.

• Many of the world’s top medical technology companies have invested significantly in Ireland and a number of exciting, research-based, indigenous companies are emerging and competing internationally.

• 50% of the companies in the sector are indigenous (ref Enterprise Ireland)

• The Irish government has identified the medical technology sector as one of the key drivers of industrial growth for the future and provides a wide range of supports to encourage and foster this growth, this is good news for Medical and Science Recruitment in Ireland.

• The medical technology industry in Ireland is changing from being prominently manufacturing to being more complex and driven by R&D. It now involves intensive collaboration between a broad range of partners, including research institutions, clinicians, manufacturing companies and government agencies..

Some key European facts/ figures:

• There are almost 22,500 medical technology companies in EU, employing nearly 500,000 employees, with annual sales of €95 billion*.

• The medical technology industry produces over 500,000 individual products, in 10,000 generic groups*.

• 80% of medical technology companies are SMEs*.

• In excess of €7.6 billion euro is invested in R&D by medical technology companies annually*.

• A new European medtech patent is filed every 38 minutes* .

Ireland is well placed to capitalise on the growing global market for medical technology products and services.

The challenge is to continue to develop and integrate the broad range of strategic competencies and support systems that will enable this island to compete as a mature, high value added economy, with innovation at its core.

*Sources: Eucomed and OECD 2010; European Patent Office 2006

Confidence in a smile at interview

Appearing confident is both essential and a winner in a Medical Sales interview.

We have had a number of disappointed Medical Sales Candidates over the years being told at their post interview feedback that they did not appear ‘confident’ enough.

Understandably, in Sales, this is off putting for Medical sales Managers who will observe their interviewees for their Sales ability.

Medical Sales is all about knowledge, passion and confidence

Here are some of the way you can appear more confident at your interview -

• Dress sharply
• Shake hands with a firm grip
• Concentrate on controlling your breathing
• Stand, walk or sit up straight
• Be passionate about the job, Company, yourself and the Products
• Talk clearly
• Take your time answering the interview questions so you ensure you have heard it correctly
• Smile at evey appropriate moment - very endearing
• Have an open and engaging posture - ie hands open, shoulders straight and head up
• Do not fidget
• Knowledge and research will help in building confidence - if you have researched well, you will be more prepared
• Interview yourself in the mirror before hand to watch how you come across and your body language
• Listen twice as much as you talk
• Take your time
• Have researched, prepared questions to ask at the end
• Close the interview at the end - asking ‘when will I hear next’/what is the next stage?’ etc

You may be a confident person normally, but fall down at interview - this will unfortunately end up with you being penalised - so use the above advice and ensure when you next have a Medical Sales interview that you concentrate on appearing more confident

For more information - go to  Medical Sales interviews

Every body has to learn!

Unfortunately, the day of the ‘Rookie’ Medical Sales Rep has gone.

This is very apparent in current times when Pharmaceutical and Medical Device Companies are recruiting.

3 years ago it was sufficient to have a Medical or Life Science Degree and a Medical Sales course.

Or

A Nursing qualification with some general sales experience eg - Retail

NOT SO anymore!

Now, to apply for a job in Medical Sales, the following is ESSENTIAL criteria -

• Life Science/Medical or Nursing degree
• A minimum of 2 years Medical Sales experience
• This experience MUST be in Ireland as contacts in another county are of no benefit if applying for a Medical Sales job in Ireland
• Exposure and relationships pre established with Key Opinion Leaders in the specific field eg - Diabetes
• Full flexibility to cover a territory - typically a Provence as is typical in Medical Device Sales
• A full and clean, manual driving license
• A wardrobe with polished, professional and highly corporate clothes and shoes!
• A stunning appearance and presence! - (superficial, yes, but true nonetheless)
• Highly Computer literate
• Outstanding Presentation skills

This is today’s Medical Sales market when seeking a Medical Sales job and highlights that the day of the ‘Rookie’ Medical Sales Rep has gone.

For further information on Medical Sales in Ireland -

Medical Sales Advice

Wound Care

Working in a Wound Care Sales job in Ireland is both competitive and rewarding.

While Wound Care is an essential part of patient recovery, it is also a most rewarding aspect where the Wound Care Nurse or Wound Care Sales Rep can measure the improvement - difference their Wound Care products makes to a patient -

This can effect patient time in Hospital and cost.

To work in Wound Care Sales, the following are imperative -

• A passion for Wound Care
• A belief in the ‘right’ Wound Care Management
• Knowledge of all competitors in the Wound Care field
• Cost awareness
• Recovery time
• Benefits of your Wound Care products over the competitors
• A strong relationship with the Key Opinion Leaders (KOL’s) in Wound Care eg  - Consultant Surgeons
• The ability to listen twice as much as you talk
• An ability to build relationships with all the Multidisciplinary Team - ie Nurses, Procurement and the Surgeons

It takes a special type of Sales Person or Nurse to do this job, but if you have most of the above - you are well on your way to a career working in a Wound Care Sales job in Ireland.

For further information on Wound Care Sales jobs -

Contact us

Medical Devices

We have had a recent flurry of Medical Sales jobs recently.

It would seem that the Medical Device Companies are not suffering the same hit on Sales jobs as the Pharmaceutical Sales field in Ireland currently.

Which is very good news!

The down side is that most Medical Device Companies will not seek GP or Pharma Sales Reps for their roles, stating ‘it is a very different Sales approach to GP’s as to Hospital Consultants and Theatre Managers’

So, for those fortunate enough to already have Medical Device Sales experience, we have a good few to choose from -

• Wound Care Device Sales - Dublin
• Intravenous/Acute Care Device Sales - Belfast
• Spine/Orthopaedic Device Sales - Dublin
• Infant Nutrition Sales - Dublin/Wicklow

What our Medical Client Companies seek for these type of roles are the following -

1. A Degree in Nursing or Life Science
2. Medical Device Sales experience in Ireland
3. A full and clean, manual driving license
4. Full flexibility to cover a territory - ie over nights - attending conferences etc
5. Very strong IT skills
6. Comemrcial presentation experience
7. Strong Key Opinion Leader contacts

For further information or to apply to any of these roles, go to -

Medical Sales jobs

You may not always come across as you think!

Research has showed that interviewing yourself in a mirror is a highly effective way of understanding yourself in an interview.

Particularly for Medical Sales jobs seekers this becomes a very useful tool.

Medical Sales interviews are in themselves a Sales process.

How you look and come across in your interview will be observed by the interviewers in relation to how you would come across in a Medical Sales pitch.

Body language is 90% accurate in terms of assessing a Sales person or an interviewee.

By interviewing yourself in a mirror prior to your interview, you will quickly notice the following -

• Are you slumped?
• Do you have a closed or open posture?
• What are your hands doing?
• Do you smile often enough?
• Are you rigid?
• Have you a professional posture or a casual one?
• Do you repeatedly ‘fiddle’ with your hair/ears/nose etc!
• Do you fidget?
• Do you come across as very nervous or relaxed?
• Are you restricted or engaging?
• Do you come across as you think you do?

This list is endless -

We highly reccommend this process to all our Medical Sales job seekers prior to an interview process.

The main point being when you interview yourself in a mirror - you now will understand what the interviewers see and judge you on