How to Prepare for a Biotech Sales Interview: Tips for Success in Life Sciences Sales

Ace your biotech sales interview with these proven strategies. Learn how to research companies, explain complex products, and close with confidence.

Understand the Biotech Landscape

To succeed in a biotech sales interview, you must understand where the company fits within the broader life sciences ecosystem. Biotech companies can focus on:

Therapeutics (e.g., gene therapy, monoclonal antibodies)
Diagnostics (e.g., PCR tests, biomarker detection)
Research tools (e.g., reagents, lab equipment)
Medical devices

Do your research:

What does the company sell?
Who are its customers—labs, hospitals, pharma companies?
Who are its main competitors?
What differentiates their products?

Pro Tip: Check recent press releases, investor reports, and LinkedIn posts to stay current.

Brush Up on the Science (Without Overdoing It)

While you don't need a PhD to land a sales role in biotech, a basic understanding of the science will help you connect with educated buyers.

Focus on:

What the product does
How it works at a high level
The clinical or research need it addresses
How it compares to existing solutions

Use keywords like:

PCR, ELISA, CRISPR
Monoclonal antibodies
Next-generation sequencing
Cell and gene therapy

💡 You’ll often be selling to scientists, lab directors, or clinicians—they value accuracy, not buzzwords.

Know Your Numbers and Sales Strategy

Every great biotech sales rep knows how to balance technical credibility with business acumen.

Be prepared to discuss:

Quotas you've met or exceeded
Sales processes you use (e.g., SPIN Selling, MEDDIC)
How you handle long sales cycles or technical objections
Your average deal size and customer journey

📌 Example (STAR format):

"At XYZ Corp, I exceeded my $1.5M quota by 20% by identifying underutilized accounts and introducing a higher-margin diagnostic test."

Prepare for Common Biotech Sales Interview Questions

Expect a blend of behavioral and technical sales questions. Prepare clear, concise answers to:

“How do you sell a complex product to a highly educated buyer?”
“How do you gain product knowledge quickly?”
“How do you respond when a clinician challenges your product’s data?”
“Describe a time you missed a goal and what you did about it.”

Practice aloud and keep your tone confident but coachable.

Understand the Customer Mindset

Your biotech sales customer may be a PhD, MD, or lab manager. They are analytical, evidence-driven, and skeptical of hype.

To sell to them:

Ask thoughtful discovery questions
Bring credible data or case studies
Position yourself as a problem-solver, not a pusher

🎯 The goal is long-term trust, not a one-time sale.

Ask Smart, Insightful Questions

Interviews are two-way streets. Asking intelligent questions shows initiative and helps you gauge company fit.

Try these:

“What technical training do new sales reps receive?”
“What are the biggest growth opportunities for this product line?”
“How are reps supported in the field—through MSLs, marketing, or clinical liaisons?”

💡 Don’t ask questions easily found on their website.

Dress the Part and Send a Follow-Up

Biotech companies value professionalism. Whether it's a Zoom or in-person interview:

Dress in business formal
Be punctual
Show up with notes, enthusiasm, and curiosity

Post-interview tip: Send a personalized thank-you email within 24 hours. Reiterate your interest and highlight a key takeaway from the conversation.

Final Thoughts: Sell Yourself with Confidence and Credibility

Biotech sales isn’t just about charisma—it’s about understanding the product, the customer, and the business impact. By doing your homework and speaking the language of both science and sales, you position yourself as the kind of rep biotech companies want on their team.

Want to explore sales roles in biotech?

Check out the latest listings on biotechbusinessjobs.com —the only platform built for business-side biotech careers.