Career Spotlight: Healthcare Recruiter

I am a firm believer in not reinventing the wheel.  To that end, I have found a very comprehensive description of the Healthcare Recruiter role that I would like to share for this month's Career Spotlight.  It can be found here.

In addition, since this is a role that I coveted and pursued for approximately 10 years and finally, currently find myself in, I would like to add my two cents.  As a Physician Recruiter, I have come to realize a few things:

1.  Recruiting is SALES.  Okay, I already knew this.  This was the angle I always took as I tried to convince other recruiters and hiring managers that I would be a great fit for recruiting.  Not only are you selling the candidate on the opportunity, but you are selling the hiring manager on the candidate. As a (former) pharmaceutical sales rep you are uniquely qualified for this role.  Rejection, as a by-product of sales, is also prevalent in recruiting.  Where someone else may cringe at the thought of rejection, you are well-equipped to handle it with ease and grace.   As with pharmaceutical sales, you will find that your performance is measured by various metrics, but the nice thing is many of them will be within your control.  But, cheer up...there are no district manager ride-a-longs!  ;-)

2.  Recruiting is a learned skill.  There are many recruiters/hiring managers out there that would have you to believe that recruiting requires an extensive amount of experience to be successful.  As a (former) pharmaceutical sales rep you have already demonstrated your ability to learn new information and adapt to challenging situations quickly.  There is an extensive online offering of articles, blogs, certifications, experts, training, webinars and websites that can help you prepare for and excel in your new role.  As with any new skill, practice makes perfect.  In addition to sales, recruiting involves sourcing (finding candidates), interviewing, and negotiating, among other skills.  These, too, can be learned and perfected over time.  I am still learning and have been for the past 10 years, since I first became interested in recruiting.  

Sidebar: My interest in recruiting came about after I realized how much I enjoyed helping others find careers they enjoyed.  As a miserable pharmaceutical sales rep I was constantly in the job market.  I learned through experience how to (1) find jobs at lightening speed, (2) create a resume tailored to that specific job , (3) draft a "creative cover letter" that engages the decision maker, (4) bypass recruiters (I know what you're thinking) and connect with hiring managers, and (5) sell myself in an interview when pursuing a position that I lacked specific experience in.  This experience helped me to help others in my same situation.  I started to explore how I could combine my newfound passion of providing  career advice/services with my pharmaceutical sales experience. Recruiting was the result.  

Sales + Career services = Recruiting.    

3.  Industry experience is key.  The most successful recruiters have specific work experience in the industry for which they recruit.  Having worked with physicians for all of my professional career has made me uniquely qualified to recruit physicians.  In addition, I recruit psychiatrists, on whom I called for the vast majority of my pharmaceutical sales career.  As a (former) pharmaceutical sales rep your options are almost limitless in the field of healthcare recruiting.  You have worked and developed relationships with various members of the healthcare industry from nurses (including nurse practitioners) to physicians to pharmacists to medical practice managers, and the list continues.  Any of these professions are within your scope to recruit.  Heck, you could even recruit pharmaceutical sales reps if you so desire.  If recruiting is the career you choose to pursue, you are definitely a perfect candidate to recruit others like yourself.

4.  Recruiting is a great entrepreneurial venture.  Recruiting, as a small business, has very few barriers to entry.  Literally, all you need is a computer and a phone.  With all of your pharmaceutical career contacts, finding clients and candidates should be a "breeze".  Well, almost.  I don't mean to suggest that starting a business is as easy as pie and a mindless task, but you are one step ahead of the game with all of your industry and professional connections.  It can be as easy as choosing a niche (which is suggested in the world of recruiting) and reaching out to clients and candidates.  Did I mention that independent recruiters command an average of 20%-25% of the candidate's first year salary?  So, imagine recruiting a physician with a $200k annual salary for a 20% fee.  You just made $40k.  Now, keep in mind that the average recruiting cycle for a physician is 6-9 months, but $40k for half a year's work is a pretty good living, if you ask me.  And very close to, if not more than, what you are/were probably making as a pharmaceutical sales rep.  Becoming an independent healthcare recruiter is definitely worth exploring.    

Even if entrepreneurship is not in your immediate future, a significant number of healthcare recruiting opportunities exist within the marketplace.  You even have the flexibility to choose from a host of settings, including, but not limited to, corporate, agency, staffing, etc.  Working from home, as I do, is also an option.  You can earn a salary plus bonus or work on commission.  The choice is yours.

As always, I am here to assist in your transition.  You know where to find me, if you need me.

Best-

Off the Pharm

P.S.  I have an exciting announcement coming soon about my upcoming webinar.  Stay tuned... 

Coast to Coast

When I would feel discouraged during my days as a pharmaceutical sales rep or struggled to put on my "game face" as I entered doctors' offices, nothing would brighten my day like a quick Charles Charles video.  I thought I would share one of my favorites with you.  Hopefully, it will bring a smile to your face and help you make it through your day. 

Enjoy-

Off the Pharm

How To Move Past the Fear of Leaving

As I sit here on an airplane waiting to take off to head back home from a business trip, I am faced with a slight fear of flying.  I have flown so many times in my life I have lost count.  I have never had a problem with or fear of flying...until recently.  As I contemplate this new feeling I am not sure if "fear" is really the right word.  Maybe it's more of an anxiety.  Either way, I am ready for this flight to be over and to be safe and sound on the ground at my final destination.  My seat belt is securely fastened, I have prayed for a safe flight and am prepared for any turbulence we may experience along the way.  In other words, I have done everything within MY control to ensure a safe flight.  The rest is up to the pilots, flight attendants and God. 

As you prepare yourself to "Get Off the Pharm", you may be experiencing some of the same fear or anxiety that I am feeling now as this huge hunk of metal on wheels proceeds down the runway preparing for takeoff.  But, regardless of how I feel right now, this plane is moving forward.  Well, regardless of how you feel right now, if you want a change you are going to have to move forward.  

Here are three tips to help you move past the fear of leaving your comfortable, yet dissatisfying position in pharma:

1.  Fasten your seat belt.  I don't know about you, but I always feel more secure when I fasten my seat belt before takeoff.  Fastening our seat belts has become a universal sign of getting prepared to travel.  A plane won't take off until all seat belts are fastened.  Seat belts help ensure our safety in the event of turbulence or a shaky landing.  While it has been proven that seat belts save lives there are still many who prefer to travel without using them. In the same token, while it has been proven that preparation helps lead to success, many embark on new journeys each day and fail to prepare.  We have all heard the saying, "If you fail to plan, plan to fail".  As you embark on this new journey of searching for a new career, it is important to prepare yourself for the journey.  Preparation for a new career journey includes assessing your gifts/talents/passions and researching career options, dusting off that resume and making some updates/revisions, actually searching for jobs/careers that match your gifts/talents/passions, and reaching out to your network to let them know you are indeed looking for a new career.  Preparation is key if you want move past the fear of leaving pharma.  The more prepared you are the more comfortable you will feel as you make your transition.

2.  Pray for safe travel.  I always pray before I travel because I realize there are things outside of my control...airplane flight being one.  My faith instructs its believers to "pray without ceasing".  Why?  Because there will always be circumstances in life outside of our control.  My father always says, "If you are going to worry, then don't pray.  But, if you are going to pray, then don't worry.  Fear often causes worry.  So, I choose to pray instead of worrying.  On the other hand, my mother always says, "Control what you can control and pray (in other words, don't worry) about the rest.  There will be many things out of your control during this new phase of your career journey, including a recruiter's response (or lack thereof) to your resume, the hiring manager's response to your interview, etc.  You will be busy enough maintaining status quo in your current job while trying to transition into your new career.  No need to add worrying to the list.

3.  Prepare for turbulence.  I have not had too many flights where I have not experienced turbulence.  The worst turbulence I ever experienced was flying into Boston for my initial training with my second and last pharmaceutical company.  It was the type of turbulence that made me swear  I would never fly again.  Well, we know that was a lie.  Nonetheless, it was bad, to say the least.  I should have expected it.  Turbulence is always a possibility when you fly.  Why would I think this flight would be any different?  To that end, unpredictable circumstances are always possible during any journey.  But, one thing we can control is how prepared we are in the event of "turbulence".  What kinds of turbulence can one expect in his/her journey to a new career.  Let's see, there's  applying for that coveted job and getting no response, getting the phone screen and being told your resume will be passed on to the hiring manager and never hearing back, interviewing for a job you really want only to be told that another candidate was chosen over you...shall I continue?  While things will not always go our way, we can be prepared if we do face a setback.  How?  For starters, don't put all your eggs in one basket.  Apply and network for every opportunity that you feel may be a great fit.  Don't just single out that ONE job that you are certain you will get.  Bad things do happen to good people and you are no exception to that rule.  Second, don't take things personally if opportunities don't work out.  It's not always about you.  Maybe the other candidate was just more qualified or simply a better fit.  Sometimes it is a blessing in disguise when we are not chosen for positions.  Finally, know that there are more career opportunities where that one came from.  Have you ever been to Indeed?  Type in any job title or career and there are typically hundreds to thousands of related opportunities.  Be confident that if the opportunity is meant for you AND you are prepared for it, you will get it.

Until then, be strong-

Off the Pharm

Paralyzed by Pharma?

What better day than Labor Day to examine your current career/job status?

I will be the first to acknowledge how difficult it is to leave a comfortable situation, regardless of how dysfunctional it may be.  People face this dilemma in family relationships, romantic relationships, friendships and professional relationships.  As a part of the human condition, we always prefer comfort over discomfort.  Leaving a familiar environment often produces discomfort and we would prefer to avoid discomfort rather than leave dysfunction. 

Let me be the first to say that the pharmaceutical industry is not all bad.  While it has changed significantly over the past 15-20 years there are still some elements of the industry that appeal to many.

1. Prestige.  I believe the most appealing element is the prestige that belonging to the pharma industry provides.  The pharmaceutical sales rep position has been a long sought after position for many, many years.  Being able to work with members of one of the most respected professions in our country (physicians) on a daily basis carries a lot of weight.  For some, it's the next best thing to becoming a doctor.  Pharma sales reps receive some of the best medical and sales training there is to offer and don't have hundreds of thousands of dollars worth of student loans to pay back upon completion.  Let's face it,  whenever we become a part of something that many others want to belong to we feel a significant amount of pride in knowing we accomplished something so many others have not.  And that brings a certain level of prestige. 

2. Pay.  Who are we kidding?  The pay is awesome!  Can you imagine graduating from college and landing a $50k/year job at the age of 22?  Well, that was my experience.   And my salary just kept increasing over the 13 years I was a part of the industry.  I was with just two companies over my pharma sales career and when I left my salary was almost $90k/year.  That doesn't even include my bonus.  Who in their right mind leaves that kind of money on the table?  I did!  I made a decision to choose my sanity over my salary.

3. Perks.  OMG-osh!  Don't even get me started.  A company car, a home office, unlimited flexibility, an expense account, a laptop computer, all-expense paid travel (national/district sales meetings), free meals in 5-star restaurants and broadway plays (in the good ole days)...need I go on?  And, you're getting a significant salary on top of that?  Experiencing this, and getting paid to do it, is awesome at any age. 

So, I totally understand why pharma reps put up with constant sales scrutiny and bogus rankings,  the never-ending success stories, fake enthusiasm at national/district sales meetings, and the dreaded manager ride-along, among other things.   Living with dysfunction is so much easier than making a change.

In my next post I will examine "How to Move Past the Fear of Leaving".  Stay tuned…

Remember, you have options-

Off the Pharm