How Does a Nurse Transition into Pharma Revenue? Clinical Device Sales? Pathology Sales? Here’s a Job Search Strategy for You

Nurses have a few natural advantages when it comes to breaking into medical sales.  They have the solid science background, and they have on-the-job technical experience with the products that clinical sales reps sell.  (That’s a lot.  If you were the customer, wouldn’t you rather buy a product from someone who’s used it?  It wouldn’t be your entire reason, but it would be a definite point in favor.)

The weak spot for the nurse who wants to transition into a pharma revenue career then, would be the “sales” part.  But, where there’s a will, there’s a way.  A nurse who has nice communication and interpersonal skills and is ready to work for it has an outstanding opportunity to transition into an exciting, rewarding new career in any area of pharma sales, like clinical device, biotech, pathology, research products, imaging, hospital equipment, surgical supplies, clinical diagnostics, or medical sales.

Here’s a career-transition strategy:

• Set up some informational interviews with medical sales reps or managers who work in the areas you’re interested in.  Keep it simple, maybe take them out for a coffee or lunch (no more than a 15-30 minute meeting, please), and ask your questions.  If they can’t meet with you but offer to answer your musings by email, then by all means ask them.  Research before you ask so you don’t waste good time, and be sure to send ‘em a thank you note.
• Bridge your sales gap by reading books on sales to increase your knowledge of the sales process.  Think “revenue techniques,” “sales strategies,” or things like that.  I personally love SPIN Selling by Neil Rackham.   Or take a sales course.  If you wanna go all out, you could consider an MBA degree (education is always helpful), but it’s not essential.
• Set up a professional profile on LinkedIn.  You can learn a tremendous amount by joining revenue groups and checking out their talks, and most people are very willing to answer queries and help you out.   And an gracious, professional profile is your first step to gaining the attention of clinical sales recruiters or hiring managers.
• Find a pharmaceutical sales rep or two who will let you ride along with ‘em for a day.  Position shadowing will (1) give you hands-on experience of what the job is like, (2) arm you with critical keywords for your CV, and (3) impress hiring managers with your willingness to invest the extra time and effort before you even get the career opportunity.
• Polish your RESUME and interview skills.  Research how to write a good RESUME for sales career opportunities.  Sales job interviews are tough, so practice, practice, practice.  You’ve to be smooth, confident, and able to answer objections (just like in a sales call).
• Create a 30/60/90-day sales plan for your interview.  A 30/60/90-day sales plan is just an outline for what you will do in your first 3 months on the career opportunity–broken up into your first 30 days (like training and introductions), your first 60 days (like more field time), and the first 90 days (starting to pull in new business).  I can’t emphasize enough how well this works.  It helps the hiring manager to see you in the position, and lets him know that you do understand how to be successful in this new career area.  That takes away a lot of the risk (in his mind) from hiring you.
• Consider personalized career coaching.  Everyone’s situation is different, and what one candidate really needs to work on is not the same as the next one.  A nice career coach will quickly see the best way for you to market yourself as a pharmaceutical sales position candidate, discover the most efficient way for you to fix your weak spots, help you practice the best answers to interview queries, tweak your RESUME for maximum effect, and give you a map for the process.

I can’t guarantee you that doing these things will land you a medical sales job, but I will guarantee you that they will make the most of what you got to offer, and give you your best possible territory to transition into pharmaceutical sales by setting you up as a very gracious candidate who stands out from the competition.  Best of luck to you.

Article courtesy of  Peggy McKee - Owner / Senior Headhunter at the nationally
recognized clinical and medical sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved

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How Does a Nurse Transition into Pharma Sales? Medical Device Sales? Lab Sales? Here’s a Job Search Strategy for You