1. A personal view on careers in sales, marketing and customer service
Steve Cole

2. 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

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

4. 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

5. Professional Selling – how would you describe it?
“Professional: business to business”
“99% perspiration – 1% inspiration”
“The most fun you can have with your clothes on!”
“Challenging and rewarding – in every sense”
“ A great stepping stone for any career”

6. Marketing – what it should be

7. Marketing – advertising & promotion - building the brand

8. Marketing – strategy and product life cycles

9. 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

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

11. 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

12. Are these roles suitable for you?
“People person”
Good communicator
Self sufficient yet enjoy working in a team
Results oriented
Outgoing and willing to step outside your comfort zone
Flexible & committed – not a clock watcher!
Embrace change

13. What could it lead to? Sales management International distribution
Strategic marketing
General management
Applications / technical
Service management
Office / admin management
Self employment / consultancy

14. Career development hints
Make yourself valuable
Transferable skills
Knowledge
Get qualified (esp for marketing)
Network around your chosen industry
Don’t worry about the money!

15. How to be a winner at interviews

16. 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

17. Common mistakes
TYPOS
SPELLING ERRORS
GRAMMATICAL ERRORS
LIES

18. The employer’s perspective
We see thousands of CVs
We interview hundreds of candidates
We look for reasons to EXCLUDE
We look for good people that can stand out from the crowd – tomorrow’s leaders
We want you to demonstrate either ACHIEVEMENT or POTENTIAL
Preferably BOTH!

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

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

21. 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

22. Interview hints and tips
Find a good recruitment agency
“Debrief” the interview with the recruiter