Can An Ex-Pharmaceutical Rep Transition Into Medical Device Sales?

With the decimation of pharmaceutical sales forces of the last few years, the medical sales job market has been flooded with out-of-work, but still talented, pharmaceutical sales reps looking for new work. As a medical sales recruiter, I've seen firsthand what pharma reps face in that struggle. But more importantly, as a career coach, I have been able to coach a number of candidates through this process to success.

Pharmaceutical sales reps face an especially difficult time when going after medical device sales jobs. Hiring managers often hold some prejudices about them, such as the perception is that they can't perform in a "real" sales process.

Transition Coaching

The key here is that if you are a former pharma rep looking to move into medical device sales, you have to quit talking in terms of "we," and focus more on the individual. What have you done? What will you do? Medical device sales jobs are much less team-focused, and sales reps are individually accountable.

Can An Ex-Pharmaceutical Rep Transition Into Medical Device Sales?

As in any job interview, you have to speak to the issues the hiring manager is most concerned with:

Can you do the job? Will you do the job? Do you understand how to be successful in the job? Will hiring you pose a risk to the hiring manager's own continued employment?

The best way to communicate these to a hiring manager is with a 30/60/90-day plan: it's a written outline of what you will do in the first 3 months on the job. It's a plan of attack, and a strategy for success. It helps you be especially strong in the interview.

You also have to demonstrate hard-hitting sales skills. The hiring manager must understand that you know how to ask the difficult questions, and that you can close the sale. You have to be able to take rejection well, and you must understand that you will be expected to produce results-if you don't, you'll be terminated from your position.

If you really want to separate yourself from other candidates, find a career coach. Career coaching is the most effective way for you to re-package yourself and market yourself as a top-notch candidate.

Can An Ex-Pharmaceutical Rep Transition Into Medical Device Sales?