Interview Tips

Do you know how many steps there are in a typical pharmaceutical sales or medical sales hiring process?  We do.  At Tom Ruff Company, we have done our homework.  We have been working with medical and pharmaceutical hiring managers at top health care companies across the United States for over a decade.

You know that you must distinguish yourself from other candidates.  Common sense tells you that.  Sales managers view extra preparation as a direct reflection of how you will conduct your business as a sales representative.  Be sure you read all of these tips.  There will be a test. (It is called an Interview.)

Before the interview

• Research the company and position that you are interviewing for.
• Visit the company's website. Read a copy of the annual report (typically listed on the website.) Get a feel for the company philosophy and approach to business.
• Call a customer service representative to get product information.
• Try to contact a sales representative to solicit advice and relevant information. DO NOT contact a representative that might be getting replaced. Use extreme discretion.
• Talk to a physician and/or pharmacist about the company and the products you would represent.
• Prepare the following materials and information: 
• A "Brag Book" including your resume, sales number documentation, copies of awards, rankings, achievement certificates, copy of college diploma, training certificates, and any other accolades that will make you stand out. Use a professional binder with printed tabs.
• Be prepared to share a list of three reasons why XYZ company should hire you.
• Be prepared to share a list of three reasons why you want to work for XYZ company.
• Be prepared to answer the question: "Why do you want to get into medical/ pharmaceutical sales?"
• Be prepared to spontaneously "sell" something to the interviewer.

During the interview

• Arrive at least 10-15 minutes early: DO NOT BE LATE. No excuses.
• Dress appropriately: Men should wear... navy blue or black, single breasted suit, white shirt with heavy starch, freshly shined conservative shoes, conservative tie and limited jewelry and cologne. Women should wear... conservative navy blue or black suit/skirt with white blouse and limited jewelry and perfume.
• Make a strong first impression and establish chemistry. These are two of the most critical elements of every interview. Have a firm, confident hand shake. Smile.
• Maintain intense eye contact. Show constant enthusiasm for the job.
• Ask for a business card at the beginning of the interview. You’ll use this to follow up with the interviewer immediately following the interview.
• Be clear and concise. Do not ramble! Remember, you only have 5 seconds to convince a doctor to spend time with you. The interviewer will want to see that you can make an immediate impression.
• Never make a negative reference to any of your previous positions or employers.
• CLOSE THE INTERVIEWER: When the interview is concluding, look the interviewer in the eye and ask: "After meeting with me and reviewing my background, do you have any reservations or concerns that would stop you from bringing me back for another interview?" Address any concerns and ask again. ASK FOR THE JOB: "Before I leave here today, I want you to know that I want this job."
  

• It is critical to send a follow up "thank you" email to the interviewer the same day as the interview.
• When interviewing in a hotel, go to the lobby and handwrite a thank you note.  Give it to the front desk or bellman to deliver to the interviewer.  Then send an e-mail when you return to your computer.
  
  You might wonder why we are so specific with our instructions.  The reason is because at Tom Ruff Company, we are committed to providing our clients with top-notch candidates - that's what makes us one of the foremost medical and pharmaceutical sales recruiters in the country.