Blog 2: Working with medical sales recruiters
Have you ever been contacted by a Medical Sales Recruiter? If so, you know that if you talked to 1 recruiter, you have talked to 1 recruiter (IFYKY). This article is going to be about preparing for that exciting first step in the interview process.
First, it is important to recognize the two different types of recruiters; Corporate Recruiters and Agency Recruiters.
Corporate Recruiter (Internal): these recruiters are employees of the hiring company. They work solely for one organization and coordinate with the human resources department and hiring managers to determine specific criteria that are being looked for in a candidate. They typically are involved in the initial screening process of applications submitted directly from candidates, internal referrals, and they may do an active search and engage active and passive candidates on websites like LinkedIn. If the applicant/candidate passes the initial screen, their resume along with notes from the discussion will be passed along to the hiring manager to determine if they will move forward in the process. After the initial screening, this type of recruiter typically transitions into the role of an intermediary, arranging subsequent interviews between the candidate and the hiring manager.
Agency Recruiter (External): These recruiters work for a recruiting agency and are contracted to assist in finding talent for a corporation that is hiring. The bottom line, they only get paid when their candidate gets hired. They may be contracted with different companies at the same time and corporations may also have multiple agency recruiters working on the same open position. These recruiters move fast, and it’s important to respond quickly when they reach out. My experience with Agency Recruiters is that they are more involved throughout the hiring process. They seek feedback from you after your interview with the hiring manager and will provide you with the hiring manager's feedback after each interview. They can also offer coaching throughout the process, as they have a clear understanding of the hiring manager's expectations and requirements. Remember, they want you to get hired so they can get paid. However, they likely have submitted multiple candidates to be interviewed and will provide the same coaching and feedback to your competition as long as you are moving forward in the interview process.
One very important thing to understand about Medical Sales recruiters (whether corporate or agency), they work for the employer. They do not work for the candidate. The best recruiters I have worked with give actionable feedback and are transparent if the employer decides you are not moving forward. This, unfortunately, is not always the case. Ghosting is very common in this industry.
It's also important to recognize that this is a networking opportunity, regardless of whether the job is the right fit for you or the hiring company. You have the chance to build rapport and advocacy, and the recruiter will remember you and keep you on a talent list for future opportunities.
Now, on to the actual interview. It’s impossible to know exactly what that conversation will sound like. Some Agency Recruiters will not share who the hiring company is and only want to understand your background to determine fit. Some Agency Recruiters will share the company and provide a great overview of the position and what the company considers a “good” candidate. Some recruiters will not only screen your background but will ask situational questions. The point is, all you can do to prepare for these conversations is treat it like a formal 1st round interview with a hiring manager. Think of how you would answer the typical 1st round interview questions like “Tell me about yourself” (this is NOT a time to do a full resume review), “What was your greatest accomplishment”, and “Why are you leaving your current company”. Hmmmm, maybe my next blog post 😂. Also, be prepared to discuss your salary expectations. Salary expectations are a delicate conversation as you don’t want to leave money on the table or have your salary expectations beyond their range which could eliminate you from moving forward in the process. There are ways to figure out the salary range if it isn’t included in the job posting. There are also ways to get the recruiter to share the range before you state your expectations. This is something a coach can help you with—something I can help you with!
Below are a few ways to ensure you are prepared for your Medical Sales recruiter interview:
Respond to the recruiter quickly—they will move on from you quickly unless you are perceived as a perfect fit
Agree to the interview but ask questions to qualify your time (only ask if any of the below are deal breakers as they will likely cover the topics in the interview)
What is the territory?
What is the therapeutic specialty?
Can they send you a job description
Do ample research with as much information as you have been provided ahead of time
If they share the company name—look the company up
If they don’t share the name but give disease state or job overview—search to see if you can find the company or one similar to understand more about the opportunity
Confirm your interview the day before, and send them a PDF copy of your resume.
Come to the interview with thoughtful questions
Tell me about the hiring manager.
Why is this position open?
What is the process for hiring?
What is the timeline for hiring?
What is the compensation package?
Questions about the company/product?
What qualities are they looking for?
Be prepared for situational questions.
Do “close” the Recruiter on moving forward in the process and if they agree ask for more feedback about what they are looking for in a candidate.
As I mentioned before, this is the start of a potentially long-term relationship with this recruiter. The position you are interviewing for may not work out but they will continue recruiting in this industry and if you make a good impression they will keep you in mind for future opportunities that may be a good fit.
If you have been invited to one of these screening interviews and want help getting prepared, visit my “Services” page and schedule a 1:1 session. Getting assistance from someone who has done hundreds of these types of calls can make all the difference in your interaction with the recruiter. Invest in yourself!
“You only get one chance to make a first impression”!
