As a Medical Affairs-focused recruitment firm, we see MSL interview "wins" and slip-ups on a daily basis. From our experience working with candidates across all therapeutic areas and across the entire United States, I've noticed a few trends that might help you get that next interview "win" under your belt! These are the “hot buttons” that companies and Hiring Managers tend to look for during MSL interviews:

1. The Science and your Clinical Acumen – Any pharma or biotech company will be very interested in hiring therapeutic experts, and impressing your scientific acumen will be extremely important. Be prepared to speak to your scientific background (specific disease states or products you have worked with), and your clinical expertise and/or industry experience in the given space. If you have particular experience working with any of their products (from prior clinical experience, etc.) or in any of their specific disease states of focus, definitely make them aware of your expertise/familiarity.

➔ Note: Prior clinical or direct patient care experience is HIGHLY sought after, and should always be highlighted, if you have it.

• Pipeline review. Also, it is a good idea to thoroughly review the company’s current portfolio and R&D pipeline. This is another opportunity for you to showcase your scientific acumen and to highlight any synergies between your background and the company’s focus.
• They will absolutely ask why you are interested in working with their portfolio and with their science, so make sure you are familiar and can speak to it.

2. Passion and Enthusiasm for the Job – Be prepared to express your WHY and your reason for interviewing for this specific role and company. Hiring Managers are always looking for genuine interest and engagement, and will sometimes not move forward with candidates who they feel are flat or disengaged during the call/interview. Be genuine, bring energy, and be yourself!

➔ Note: Be prepared for such standard example questions as:

• Why are you interested in this specific role?
• Why would you like to work for our organization, and what do you know about us as a group?
• What would you be able to bring and contribute to the team? Any strengths that you have that would be helpful to our MSL team?
• What differentiates you as an MSL and employee/team player?

3. Pre-established KOL/HCP Relationships, Institutional Access, and a Strong Understanding of the Territory – It’s a good idea to re-review the territory you are interviewing for. Prior to your interview, brainstorm on any KOL/HCP connections you may have in this area. Also, be prepared to speak to any academic/medical institution connections where you may already have access – this will show that you are prepared to hit the ground running and have a strong understanding of navigating the specific MSL geography you are interviewing for.

4. Substantial, Thoughtful Questions – You will want to have a few thoughtful questions prepared for HR or the Hiring Manager, if/when they open up the floor to you. You can ask about anything, but will want to be sure your questions have depth and substance – i.e. you can ask about the Manager’s experience at the organization or the company culture, the future of their Medical Affairs team / the vision they have for their MSL team, what attributes/skills they are seeking in their ideal MSL candidate, their R&D pipeline and science, a current clinical trial they are running, etc…

5. Reviewing Recent Company Press Releases – If you have the time, it can be a good idea to bolster your preparation efforts by reviewing recent press releases from the company.

• This will give you great details to utilize during your call, and will show an entirely elevated level of engagement with the process.
• It shows you prepared in significant depth, and Hiring Managers really will appreciate it and know that you are committed.

6. The Importance of a “Thank You” note – This is a really important gesture that many interviewees often skip or overlook. If you have the Manager’s or HR Person’s contact email, you should always try to send a tailored and genuine follow-up “thank you” note within 24 hours (ideally).

• (You can ask your recruiter, if you are working with one, if they have their email address or can get it for you!)
• It is good to tailor these specifically to the recipient and include a detail or two from your particular discussion (it will read as more genuine and sincere).

This is a chance to reiterate strong interest and tactfully highlight once more that you are a good fit for the position and would be eager for next steps. Believe it or not, a simple follow-up “thank you” can play a huge part in the process and shows a high degree of professionalism and integrity.