Sales: An alternative career for a scientist
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Dr. Mark Hodson shares his journey from a scientist with a PhD to a technical sales representative, highlighting his reasons for shifting careers, such as the desire for stability and better job opportunities. He discusses the various roles available in the sales field, the skills required, and the benefits and challenges he faces in his new career. Ultimately, he emphasizes that skills gained in sales can lead to further opportunities, including higher-level management positions.
Sales: An alternative career for a scientist
- 1. An Alternative Career for a Scientist Dr Mark Hodson
- 2. An Alternative Career for a Scientist A Brief History • Grew up in Norfolk • Average A-Level results (I would not get into Leicester now!) • 1st Class BSc in Biochemistry from the University of Leicester (2006) • PhD from the University of Leicester (2011) (Professor Ian Eperon)
- 3. An Alternative Career for a Scientist Why did I study for a PhD? • I enjoyed doing day-to-day experiments • The intellectual challenge • I wanted to make sure I used my degree • I enjoyed learning
- 4. An Alternative Career for a Scientist The Void After my PhD Why I Loved being a Scientist. • Great fun! • Planning my own days • Speaking with colleagues about Science •Learning new things all the time. • Thinking of Innovative and interesting ways to look into scientific questions Why being a Scientist was not for me. • No stability • Lack of a defined career path • Lack of job opportunities in my interest area • I hate writing, scientists do a lot of writing! • I wanted to go and earn some money
- 5. An Alternative Career for a Scientist What to do next? • Option 1 : Non-Academic Scientist • Option 2 : Technical Support role, Marketing, Project Manager Very few opportunities, many applications, no Interviews More Opportunities, Interviews with interesting feedback Feedback from an Interview for a Technical Support Role A very good candidate, but would get bored by repetitive nature of the role. Well suited to a sales based role! What???
- 6. An Alternative Career for a Scientist What to do next? • Option 3 : Sales! My Preconceptions of a salesman
- 7. An Alternative Career for a Scientist Sales! There are many levels to sales Pressure selling (Double Glazing salesman on your front door) Consultative Selling (Scientific Sales) Would you buy a Next Generation Sequencer (£1 Million +) if you felt pressurised?
- 8. An Alternative Career for a Scientist What do I do? Job Title : Technical Sales Representative Area Covered = Northern England, Bangor to Hull and Sheffield to Lancaster
- 9. An Alternative Career for a Scientist What do I do? Job Title : Technical Sales Representative Understand the products that I am offering, what they can and can not do. Be able to advise customers as to whether any of what we can offer will be suitable for what they want. Maintain contact with, and support customers who have purchased equipment from us.
- 10. An Alternative Career for a Scientist What do I do? Job Title : Technical Sales Representative Sell the companies products Qualify leads Lead generation Understand the accounts in the area, purchasing procedures etc Understand whether someone is really likely to purchase
- 11. An Alternative Career for a Scientist What do I do? 80% on the road, responding to enquiries, meeting with new people, demo’s of equipment and installations. 20% at home, writing quotes, keeping notes, forecasting the business that will come in over the next week, arranging meetings.
- 12. An Alternative Career for a Scientist What do I do? 7.30 Leave house 8.30 -9.00 Arrive at destination 9.00-10.00 Call customers about potential orders, speak with head office. 10.00 – 4.00 Meetings, Demos, Installations 4.00 – 4.30Communicate with colleagues, emails to customers 4.30 Head home 5.00-6.00 Get home, notes on days meetings, further administration
- 13. An Alternative Career for a Scientist Why do I do it? Good Bits Keeping abreast of current technology Speaking to scientists about their work Identifying solutions to a customers problem Understanding the technical nitty gritty Challenge The Buzz of a sale Job Security – Salespeople are the last to get sacked! Good Pay and benefits
- 14. Bad Bits Peoples perceptions Pressure to achieve targets Knock backs Why do I do it? An Alternative Career for a Scientist
- 15. An Alternative Career for a Scientist The Void After my PhD Why I Loved being a Scientist. • Great fun! • Planning my own days • Speaking with colleagues about Science •Learning new things all the time. • Thinking of Innovative and interesting ways to look into scientific questions Why being a Scientist was not for me. • No stability • Lack of a defined career path • Lack of job opportunities in my interest area • I hate writing, scientists do a lot of writing! • I wanted to go and earn some money
- 16. An Alternative Career for a Scientist What do employers look for in a salesperson? (an incomplete list) Genuine enjoyment in dealing with people and an ability to communicate Ability to work quickly, accurately and consistently under pressure and to prioritise effectively Excellent organisation, time and resource management skills A creative and resourceful problem-solver and solution-finder Willingness to put in extra effort (and hours when required) to get the job done properly High technical ability Ability to respond to different personalities and circumstances An ability to cope with stressful situations and ‘keep your cool’
- 17. An Alternative Career for a Scientist Qualifications for Field Sales Dependent on entry level Low value consumables sales – relevant BSc, usually some laboratory experience. Less technical High value equipment sales - relevant BSc and MSc, often prefer PhD. Relevant laboratory experience necessary. More technical
- 18. An Alternative Career for a Scientist What jobs are there?? • Sales Representative (Field) • Technical Sales Representative (Field) • Key Account Manager (Field) • Application Scientist (Field) • Technical Support (Inside) • Tele Sales (Inside) • Product Manager (Field) • Marketing Executive (Inside)
- 19. An Alternative Career for a Scientist What can you do after being a salesperson? By being a salesperson you have demonstrated that you can •cope with pressure •can communicate well • can understand and take on new ideas • enjoy working hard If you look at the career many chief executives / managing directors have had, many will have been a salesperson at some point
- 20. An Alternative Career for a Scientist Any Questions?