Preparing for a Pharmaceutical Sales Interview
Author: Lou Christian

Preparing for Your Interview

Although getting your first interview in pharmaceutical sales is an outstanding accomplishment, you’ll need to prepare yourself adequately. This is your time to impress the representatives of the company interviewing you by showing them that you are a good fit in their organization.

Research the Company

To prepare do your homework; research the company you will be interviewing with. You need to be knowledgeable about the companies’ portfolio of products, culture and product pipeline. Obviously, you won’t be expected to know all the clinical details of the drug. However, a general understanding of the disease state will almost certainly impress the interviewer. It shows that you’ve gone that extra mile to prepare for the interview and is always appreciated. On more than one occasion I’ve seen candidates make in to the next round of interviews simply because they took the time to learn about the product. Don’t underestimate this tactic because sometimes it’s enough to overcome any mistakes or faults you made during the interview. Virtually anything you need to know about can be found on each company’s website.

While it is not necessary for you to become an expert on each of the company’s products, it is definitely to your advantage to have an understanding of what disease states they treat and what class of drugs they belong to. Try to get a PI sheet beforehand for the drug. The PI (product information) sheet can be found in the drug’s box or can more than likely be found on the internet. You can always go to a doctor’s office and ask for one. It may be a lot of extra work, but that is exactly what I did with the second Pharmaceutical Company that I worked for. Two days before the interview I stopped by my primary care physician and was able to get a PI sheet. It was obvious that the interviewer was impressed and ultimately I did get the job. Always remember that preparation is vital and what it gives you in an interview is not only knowledge but confidence.

Know What a Pharmaceutical Representative does on a Daily Basis

Having an understanding about what a typical day is like for a pharmaceutical representative is also to your advantage. If you are new to the industry, the personal experiences of other sales reps will be your biggest asset. Take time to talk to sales reps and ask them specific questions about their daily activity. Finding reps to talk to is probably easier than you think. Do you have friends, relatives, or acquaintances connected to the medical industry? If not, you can always visit your family doctor or a specialty physician because they along with their staff will have strong relationships with the local pharmaceutical reps. Introduce yourself to one of the staff members and tell them that you are pursuing a career in pharmaceutical sales and would like to get a few business cards of reps.

Chances are you’ll get plenty of names and numbers very quickly. When you call a pharmaceutical rep tell them that you were referred by Dr. Jones. The rep will most likely want to help you and will want to keep Dr. Jones happy since he referred you. Also, if you are recommended by a representative and are ultimately hired, that rep will receive a “finder’s fee” which can range from ,000-,000. Therefore, most reps will be eager to take some time to talk with you. It’s important to be respectful of the person’s time and keep your questions brief. Ask if they know of an upcoming position with their company. You’ll want to ask some general questions that will elicit a detailed response such as:
1. What qualifications does your company seek in a sales rep?
2. What is the manager looking for in a rep?
In addition, ask some specific questions such as:
1. What products will I be selling?
2. What is the geographic territory?
Ask for the manager’s address and send them a cover letter and resume. Ask the rep if you can use his or her name in the cover letter.

It is important that you relay to your interviewers that you have the knowledge and the necessary abilities to perform the duties of a pharmaceutical sales representative. If you are confident that you will enjoy the job of a sales rep, your interviewer will take notice. This is beneficial to you because pharmaceutical companies invest a lot of time and money training new hires and the last thing they want is for someone to quit in a year or two. Sell the interviewer on the fact that you’ve done your homework and are confident that this is the right job for you. Brag about all the time you have spent questioning other reps and assure him or her that you’ll be happy.

Necessary Skills

Computer skills are definitely mandatory skills you must have to perform your job on a daily basis. Although you don’t need to be a computer whiz, any computer skills or proficiencies you have should be elaborated upon during the interview. Pharmaceutical Reps enter “Call Notes” on a daily basis and later upload them to the company’s servers. It will be a plus if you are proficient in Microsoft Office and/or Lotus Notes. Most companies elect a sales rep once a year to be the computer trainer for a district which will generally consist of 10-30 reps. If you get the job, you may be one of the lucky few to hold this title.

Dress Professionally

First impressions are critical in this industry. It might sound simple, however you should always wear a professional looking suit to your interview. Women need to dress conservatively and avoid wearing too much perfume or jewelry. Men should wear a well tailored dark suit and all clothing should be neatly pressed. Your professionalism will show your interviewers that you know how to present yourself to their clients in a professional manner.






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Lou Christian has over nine years experience as a pharmaceutical sales rep and is an expert in her field. The author of Pharmaceutical Sales: How To Get a Job, visit Lou’s website http://www.pharmaceuticalwork.com/ to find out more information about a career in pharmaceutical sales

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