day in the life of a Scientific Sales Representative
Switching off the alarm at 5.00 am, I admit, I do tend to have second thoughts about the job I do. Was it really necessary, I wonder, to make my first appointment at 9.00 am, 200 miles away? Now that I've got your sympathy, allow me to dispel some myths and let you know what being a sales representative within the scientific community is really like. I must make one thing clear though, before going any further: there are sales reps and there are sales reps. Two distinct phenotypes with many subgroups! Having seen life from both sides of the bench, I know that most scientists will have encountered the terminally boring type (don't all shout out their names at once). They can be spotted (and avoided) easily. They have nothing new to say or sell, and generally wear the same old suit. As anyone who knows me will testify, I am the Alternative Phenotype. I've always got some new gossip, I'm always plugging new products and I never wear the same suit twice.
My leap over the bench from research to sales was easy. To be honest, my research training helped provide me with the necessary skills to do my current job well. I agree that on the surface the two careers seem poles apart, but the ability to communicate well, be eternally optimistic, assimilate information quickly, present technical dexterity, be self-motivated and develop a weird sense of humour are essential qualifications to enjoy working and succeeding in both fields. All of these skills have been perfected and added to during the transition from a large multi-national company, via several smaller companies, to my present position as Technical Sales Manager. Now I have input in all aspects of running the company, ranging from the marketing and choice of product lines to staff training and occasionally stuffing catalogues in envelopes.
Long car journeys, tedious though they are, do provide preparation time for presentations and for (hands-free) telephone conversations. Today I've dictated several quotations for equipment that will be faxed out within a couple of hours, and I've arranged meetings with distributors, all while on the move. My car is my 2.5 litre V6 mobile office with leather trim, air-conditioning and cruise control. Perk number one: shiny new car. I spend the morning drinking coffee, demonstrating thermal cyclers, sampling vast quantities of consumables and collecting pipettes for repair and recalibration. And now it is time for the serious business of the day. Perk number two: occasional free lunch. Today's venue is a very pretty university campus restaurant in Surrey, with some of the friendliest customers I've met so far. The rapport I have with everyone I encounter, from parking attendants to senior researchers, is important as it can make a good day into a great one. Driving back to Oxford I discuss with my colleagues, again by telephone, the promotions offered via our website and the sponsorship of a five-a-side university football team. This ability to communicate and discuss new ideas when they are fresh in my mind and put them into practice without delay is like discovering a short cut to an accepted technique. It's my way of working smarter.
I'm a little early for my next appointment so I pop into the Library to catch up on what has been happening journal-wise. I get a few strange looks from some people who recognize me. They are most probably thinking "Read? Reps can read? Well, whatever next!" The rest of the afternoon is spent visiting the departments that currently hold stocks of our consumable products. I like to ensure that everyone is happy with the service they are receiving and also to collect items for recycling (e.g. pipette tip racks). Another reason for spending an extra hour or so is to thank all those purchasers who supported the company in our latest Tender for laboratory supplies. I found out today that the tender had been successful, which is a tremendous boost to any fledgling company, and justly consolidates the belief I already had in the products I sell.
Competition is one of the most important aspects of scientific sales. A major part of my job is to be aware of and to be proactive about competitive activity. This involves not only knowing about the existence and comparative quality of competitive product lines, but also being aware of the activity of other companies' sales reps. Unfortunately some companies do resort to rather extreme measures to secure sales and contracts, which can involve some pretty nasty tactics. I pride myself on the relationship based on trust that I develop with all the customers I deal with. I don't see customers as price tags and I'd hate them to see me as just another rep out to get an order. No one likes to feel that they are being coerced into making a purchase, no matter what the price or product. The choice lies ultimately with the customer and they deserve to be happy with their purchase. It goes without saying, therefore, that I'm delighted when I supply the goods. After all, I am a salesperson.
As you can imagine this is all very thirsty work and tonight I'm delighted to be invited to an impromptu wine tasting at a certain Yeast Genetics laboratory. Perk number three: social gatherings involving vast quantities of alcohol. This is most welcome as it sets me up for the last task of the day - setting up a display stand and equipment for an exhibition at one of Oxford's many biotech companies. When well attended these one-day exhibitions can give a great boost to the company profile, profits and mailing list! It is at times like this that I feel lucky to do my job. It can often be stressful, but most of that is car related, i.e. traffic hold-ups and lack of parking places. The variety of laboratories and personnel I visit in industry, hospitals and universities is immense and ever increasing. Really, I do enjoy the company of scientists and find their enthusiasm so refreshing and infectious that I wouldn't change what I'm doing now (unless I won the lottery of course!)
Career Tips
- Entry qualifications: a good science degree with some research experience is useful, and makes the job easier and more enjoyable, but is not essential.
- Career path: junior sales, to senior sales representative, to key account manager and possibly sales manager for part or all of the country. After that there is the possibility of setting up on your own.
- Salaries: as with all jobs in the private sector they are very variable but £15-30k is average. There is the benefit of the company car, commission schemes, health insurance, etc. The whole package must be taken into account
- Further info: each company is different, which is why using a recruiter to represent you ensures you are kept abreast of all the latest vacancies, taking the pressure off you.
With thanks to Kate Feeney for allowing us to use this article to inform and give a realistic insight into the daily life of a Scientific Sales Representative.
If you are interested in looking for a new position within Life Sciences in Sales and Marketing, Business Development or Account Management take a look at our Quick job search for details about positions we currently have available or send us your CV.
