Smith & Nephew Mock Interview
Practice 35 Smith & Nephew interview questions covering medical device innovation, clinical expertise, and global orthopaedic markets.
Question 8 of 35
In the medical device industry, many of our sales relationships are with large hospital organizations. In previous roles, how have you made connections with the right people in large hospital organizations?
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Jaymie Payne is passionate about talent acquistion and has nine years of experience in corporate and healthcare recruitment.
B2B sales are critical in the medical device industry, but oftentimes, it is really hard to find the right person to talk to because of the size of these entities. Think about the persistent methods you have used to make a connection with the decision-maker to increase sales.
Jaymie Payne is passionate about talent acquistion and has nine years of experience in corporate and healthcare recruitment.
"I have done B2B sales before and my first step is looking at the CRM platform to see who the contact is. I reach out and if that isn't the right person or that person has left, I do a LinkedIn search to see if I can figure out who is in that role now. I use many reach-out methods including phone calls, emails, LinkedIn messages, and even dropping by the facility. By covering all of my bases, I am usually able to find the right person and figure out a way our products can add value to their patients."
Jaymie Payne is passionate about talent acquistion and has nine years of experience in corporate and healthcare recruitment.
"I have a lot of industry contacts. In large hospital organizations, often times it is the chief supply chain officer versus the chief medical officer that you need to start with. I reach out to some of my colleagues who have products in other spaces to see if they know who I should start with. Because of the relationships I have built, people want to help me and they know I will help them. I think my connections could be really valuable to Smith & Nephew plc."
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Anonymous Answer
Most private physicians have relationships with hospitals and universities. Leveraging those relationships are integral and imperative to growth in your territory. All of the big accounts I was able to close was due in large part to a relationship that I had with a physician. When you're setting up appointments and lunches, ask questions. It will help drive your business to the next level.
Rachelle's Feedback
You sound highly capable when it comes to building critical relationships. Again, avoid 'you' statements and use 'I' statements. This makes all the difference in tone (answering directly vs teaching the interviewer).
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