This is a presentation given at the University of Leicester, UK, in February 2013 by Dr Mark Hodson as part of the annual Careers After Biological Sciences program. Mark discusses his role as a technical sales representative. At the time of the talk, Mark was working for a company called Labtech. He has recently moved to a similar role within a larger company called Thermo. More careers are discusses at www.biosciencecareers.wordpress.com

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?