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October 2007

Following a varied career of many years in ‘big pharma’, David Brown moved to Ipsen, where he now works as Business Unit Director, Endocrinology and Oncology. Pf asked David what attracted him to the company and what has kept him there for the last ten years.

What do you think has been your best move, role- or company-wise?

Joining Ipsen was undoubtedly my best move. Moving to Ipsen was a fascinating and refreshing experience. The opportunity to become more involved with the business and help shape the direction of business has been interesting, challenging and a great learning experience.The product portfolio is second to none and being able to clearly identify the benefits delivered to patients is extremely satisfying.

What attracted you to Ipsen?

Ipsen has a terrific culture and everyone is treated as an individual not a number. Previously I’ve experienced the frustrations which surround organisational issues in large organisations which can lead to slow decision making processes and even poor business decisions.

Ipsen is really focused on high-tech pharmaceutical products for use in specialty disease areas. Everyone involved in the sales and marketing activities of our brands is truly involved in the whole promotional programme and the inclusive culture was certainly a key attraction

What do you enjoy about your current role and what do you find challenging?

My current role is to lead the sales and marketing team, which provides many different challenges.These range from day-to-day tactical activities related to Code of Practice approvals and daily management tasks, through to being involved with the strategic direction of the brands and my Business Unit. It’s a very busy role which has many demands placed on it from a variety of angles, but it is also this diversity that provides real enjoyment.

What advice would you give to an ambitious sales person hoping to progress their career?

Take every opportunity for self-development, since breadth of experience is really important. Many individuals thinking about development think about a training course, but there are many other ways to enhance your experience and develop your competencies. Working across functional teams and learning from others around you is an excellent way of gaining further experience. Be smart, work hard, be positive and take a genuine interest in people.

When it comes to the crunch, are you able to convey your true potential? Lucy Randle advises on how to make the best of an interview.

Research

• A lack of research could mean that you will fail to convincingly express your interest in the company.
• Thoroughly research your potential new employer: look at their website, ask your recruitment consultant about them and, if discretion allows, talk to everyone you know who has dealings with them.
• Find out about the company values and objectives, look into any published financial information such as share prices and ascertain who their competitors and affiliates are.
• Ensure that you really do understand the role that you are applying for and practice pronouncing the names of the products! Make sure you understand how the products work and what they are for. Research the geography of the territory and its customers.

Preparation

• Double-check with your recruitment consultant that you have the correct date, venue, time and name of interviewer. Look up your route or book your tickets for the journey well in advance of the big day.
• Try on what you’re going to wear and ask a friend or partner their opinion of it. Do this a week or so before the interview so that you have time to go shopping or to the dry-cleaners if necessary!
• Ask your recruitment consultant to talk you through what to expect from the interview they may have dealt with this manager before and be able to advise on how best to impress them.
• Practice answering competency questions; memorise some examples of key successes; get your brag file up-to-date and well organised; think of at least two or three questions you might like to ask.

The Interview

• When you meet the manager, smile and extend your hand for a firm handshake.
• Maintain a positive attitude throughout, don’t criticise current or previous employers or colleagues.
• Know your CV inside out: be ready to answer questions about why you have left previous jobs and, more importantly, why you would be good at this one!
• Use your brag file to illustrate the examples of successes that you give.
• Listen carefully to questions and give concise answers.
• Always ask a question and always close.

TIP

The STAR team is constantly being exposed to useful and innovative ideas relating to aspects of employment and recruitment. Each month, a member of the team will share a favourite tip with you.

Steve Davis - Recruitment Consultant for Scotland and Northern Ireland.

Think of a job interview as a first date, where you are both trying to decide if there is a match. Thinking this way means: you come across as curious, not desperate; you are genuine; you are more likely to ask questions to help you assess whether you want the job.

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