A personal view on careers in scientific sales Steve Cole

About me Graduated 1982 Pharma / Lab equipment / IT Birmingham University BSc 2ii Biological Sciences Pharma / Lab equipment / IT UK sales International sales management Direct experience of marketing and customer service Board level experience of finance, R&D, production 2005 set up own business Sales training & interim management

60 second challenge Talk to another person near you Find out something unusual / interesting you didn’t know about them….. Hobbies / interests Achievements Travel Famous people they have met

60 second challenge How did you get on? What do people like talking about most? BECOME NATURALLY INQUISITIVE STEP OUTSIDE YOUR COMFORT ZONE

Customer facing roles in the commercial world Scientific Sales Customer service / internal sales Application specialist / technical support Marketing Field service

What could it lead to? Sales management International distribution Marketing Applications / technical support Office / admin management General management Self employment / consultancy

A day in the life of a professional sales executive 7 7

A day in the life of a professional sales executive 8 8

A day in the life of a professional sales executive “Solution selling” We are in the business of helping people solve their problems 9 9

A day in the life of a professional sales executive 10 10

A day in the life of a professional sales executive 11 11

Professional selling – what it isn’t……. Making people buy something they don’t want! Foot in the door Phoning people in their homes at night Driving around in a flashy car being nice to people

Professional selling – what it isn’t……. 13 13

What are your options? What kind of business do you want to work for? High tech specialist manufacturer of instrumentation Wide ranging equipment supplier Consumables Pharmaceuticals IT

What are your options? Is size important? Geography New start up Established SME Global corporation Geography UK International

What sectors do they operate in? Private sector Pharma R&D / biotechs Food production / agriculture Environmental / waste management Energy Public sector NHS Clinical diagnostics Medical devices Pharmaceuticals Academia / research Others

This is a good job for you if.... Good communicator Enjoy discussing science Outgoing Naturally inquisitive Team player Embrace change Willing to step outside comfort zone Organised & disciplined Self sufficient Results and task oriented Flexible & committed – not a clock watcher

Routes into a career in scientific sales Get experience in sales eg Shop / restaurant Start working in internal sales / customer service Select your “target” employers & apply direct Attend industry exhibitions – leave your cv

Routes into a career in scientific sales Find a good recruitment agency Workshops / training Interview prep “Debrief” the interview I can recommend some to approach…. and some to avoid

The employer’s perspective We see thousands of CVs We interview hundreds of candidates We look for reasons to EXCLUDE Spelling mistakes Grammatical errors Don’t lie! Take care what you post online…

The employer’s perspective We look for good people that can stand out from the crowd Qualifications alone are not enough We want you to demonstrate either ACHIEVEMENT or POTENTIAL - preferably both We want people who are effective now AND have the potential to be leaders of the future

Stand out from the crowd Sales experience – anything is better than nothing Spend a day “shadowing” a sales exec Demonstrate leadership and initiative achievement and results overcome difficult situations Complete an online personality profile eg BELBIN 22

Stand out from the crowd YOU Life experiences Influencers Sales / customer experience Situations where you had to change peoples’ thinking What you have learned from them

How to be a winner at interviews

Your cv 3 pages maximum Focus on your achievements AND what makes you different Include a variety of aspects of your life Include a reference (personal and professional) Write a personalised cover letter Explain why you are suitable for this job

Common mistakes TYPOS SPELLING ERRORS GRAMMATICAL ERRORS LIES

Interview hints and tips Preparation – what can you do? Questions you want answered Questions they will want to ask you Research the company Shadow someone already doing the job The interview The follow up

Conveying the message Remember the KISS principle Simple/ Short/ Sharp What makes you different from every other graduate?

Interview hints and tips Arrive early! Smile Firm handshake Good eye contact Upright body position Clear voice Dress code No spinach on your teeth!

Interview hints and tips Bring your “brag file” with you Show us you are a bit different Show why you would be a good choice for us Take the opportunity to ask any questions you want Employment is a two way contract MAKE SURE YOU “CLOSE” AT THE END

The follow up Debrief with the recruiter Write / email the interviewer

Choosing the right job for you Don’t just accept the first offer that comes along Make sure it is the right choice for you

Choosing the right job for you Career options Make sure you choose an employer that commits to training & development Personalities / “chemistry” Don’t worry about the money!