Break into the Healthcare Field... Even If You're Not a Brain Surgeon

Healthcare is one of the strongest career fields; and it has a constant need for many types of professionals -- not just healthcare providers. If you're not already in the healthcare field, consider using these tips to break into medical, pharmaceutical, or other healthcare sales.



In this video, Medical Sales Recruiter Peggy McKee tells how to get your foot in the door, even if you don't have a sales or medical background. Here's a quick peek at what Peggy explains:

1. How to write your resume:
Include keywords.
State a clear job objective.
List your technical degree, if you have one.

2. The value of a preceptorship (aka job shadowing)

3. Online and in-person networking tips
Ask your network for introductions.
Say specifically what you want them to do.
Use email (not the phone) to stay in touch with your network.

4. Interview Advice
Research and understand the company.
Answer questions to the interviewer's satisfaction.

If you want to try your hand at medical, pharmaceutical, or other healthcare sales, check out Peggy McKee's many videos. Also see these related posts:

MBA in Healthcare, What to Do With It
Find a Mentor for Your Medical Sales Career
MyMedicalSalesJobs (job board)

Curious about pursuing a job in healthcare? Check out some of these:

Paramedic
X-Ray Technologist
Medical Billing and Coding Specialist
Phlebotomist
Occupation Therapist

Recession -Proof Jobs

This video explains how to find a wide range of jobs in the healthcare and education fields. It also includes advice on what transferable skills to highlight on your resume to meet those job requirements.

Job Search Websites

There are so many job search websites, it's often difficult to find what you need. Here are two sites that have compiled lists of what they believe are the best of the best job search sites:

The Top 100 Sites for Job Hunting on the Web
The Nurse's Ultimate Online Job Hunting Toolbox (good for more than just nurses)

Perhaps they can help you get in the know and on your way toward your next job! What sites do you especially like?

How to Work a Tradeshow / Career Fair

In this video, Peggy McKee gives some great tips on how a job seeker can best prepare for and attend a tradeshow. Peggy is a medical sales recruiter, but her advice is excellent for job seekers in most professions going to a tradeshow or career fair. Check it out!

Online Application at Kaiser Permanente

As part of my research about Electronic Resumes, I investigated Kaiser Permanente’s online application process. For this post, I’ll refer to Kaiser Permanente simply as Kaiser.

Notes from my interview: I spoke on the phone with a Kaiser Permanente employee, who kindly answered questions about how Kaiser uses the recruitment system on their Careers webpage to handle job applications. Following are my notes from that conversation.

Each applicant (whether a current and prospective employee) creates a profile in Kaiser’s online recruiting system and manages his or her Kaiser job search using that system. Once a profile is created, the applicant can enter her resume and cover letter manually line-by-line or copy and paste her resume into the profile.

If someone doesn’t have access to a computer or the Internet, she can walk into a Kaiser Permanente recruitment center, which is manned by a receptionist who will scan the applicant’s hardcopy resume. (The scan is a snapshot of the hardcopy – which has not been processed by Optical Character Recognition software .)The receptionist will also help the applicant create an online profile and attach the scanned resume to the profile.

It’s up to each applicant to check job postings at Kaiser and apply for desired positions, using the online recruitment system. Multiple job applications are allowed simultaneously. However, only one resume and cover letter can be in an applicant’s profile at a time. The applicant can edit her resume, cover letter, and profile at any time. In her profile, the applicant can create a list of preferences and indicate that she would like to receive email alerts when a new job opening matches her list of preferences. She can then apply for ones that interest her.

Part of managing one’s profile includes ensuring accuracy and appearance of content. In other words, there are no data entry people at Kaiser cleaning up resumes so a job seeker must take responsibility for proper spelling, grammar, spacing, etc. When a resume is copied and pasted into the system, features such as horizontal lines and borders are stripped from the document, but overall the resume formatting is not changed much. The system preserves most symbols, including bullet points. However, the applicant should carefully review the text and formatting before clicking Submit. There may be some changes needed for the resume to look appealing and easy to read. As the saying goes, “What you see is what you get.” In other words, what the applicant sees on her screen is what the Kaiser recruiter or manager will see on his screen.

Speaking of Kaiser recruiters: Each recruiter is seeking to fill a particular set of jobs. Once an applicant applies for a job, the appropriate recruiter is automatically notified to look at the applicant’s online profile and resume. The applicant can apply for more than one job at a time, in which case the same resume and cover letter will be pulled up (as part of her profile) by more than one recruiter.

My online experience: I went to the Kaiser Career site, where I created a profile as if I were applying for a job. It was incredibly easy to create a profile in which I copied and pasted a cover note and resume directly from my MS Word document. The system accepted all my characters perfectly, except it did not keep my italics. In the copy-and-paste window itself, the resume looked like a mess. But when I clicked “Done” and went back to View the resume, it looked almost perfect. The only thing I had to do was delete an extra space that had replaced one of my horizontal decorative lines on my original MS Word resume. It kept all my bullet points, quotes, spaces -- everything except the italics! All my text was left justified (even lines that had previously been indented or right justified) and the font was changed from my original Palatino (a serif font) to a sans serif font (probably Geneva or Helvetica) – similar to what happens when a document is converted to Plain Text.

Here’s what my resume looked like in MS Word before I entered it into my online profile:


Here’s what my cover letter and resume looked like once I copied and pasted them into the online profile:

Dear Hiring Manager,
I am a freelance writer who would like some part-time assignments creating technical or marketing copy for your organization.

Thank you for considering my application.
Susan Ireland

Susan Ireland, Resume Professional
(510) 524-5238 • sireland1@aol.com • susanireland.com

SUMMARY OF QUALIFICATIONS
• Author of four job search books and resume writing software.
• Manager of professional resume team that has served thousands of clients since 1989.
• Featured on TV and in major publications.

PROFESSIONAL EXPERIENCE
1989-pres. Author and Resume Professional

Publications and TV
• Authored four books, each about 300 pages. (Alpha Books)
The Complete Idiot’s Guide to the Perfect Resume (now in 4th edition)
The Complete Idiot’s Guide to the Perfect Cover Letter
The Complete Idiot’s Guide to Cool Jobs for Teens
Get a Better Job the Lazy Way

• Created Resumes That Work, a CD-ROM featuring interactive resume, cover letter, interview, and salary negotiation coaching. (Macmillan Digital)

• Self-published Ready-Made Resumes and Cover Letters, which is sold to job seekers as downloadable software and licensed to organizations.

• Former editor of Resume Pro Newsletter, published by Yana Parker for career development professionals.

• Featured in segments of "Career Advantage," a 26-part telecourse distributed by PBS and syndicated to colleges nationwide.

• Interviewed for national and regional TV, radio, and print media.

Resume Writing
• Worked individually with more than 1,000 clients in three-hour sessions to create personalized resumes — not boiler-plate forms.

• Wrote resumes for diverse careers and levels of employment: executive and middle management, academic, technical, and trade.

• Manage Susan Ireland's Resume Team (also called The Damn Good Resume Team), a national resume writing service.

Teaching
• Presented hundreds of resume writing workshops and lectures at career centers, universities, professional conferences, and corporations.

• Former resume instructor and counselor at Alumnae Resources Career Center, which received more than 100,000 client-visits a year.

• Led train-the-trainer resume workshops for federally funded One-Stop Centers and as part of professional seminars by Yana Parker.

EDUCATION
Graduate, Yana Parker's Resume Apprenticeship Program
Liberal Arts, Antioch College, Yellow Springs, Ohio

I was truly impressed with how friendly the Kaiser career site is and how it empowers the job seeker to conduct a Kaiser job search. I want to thank my interviewee at Kaiser Permanente (who did not want her name disclosed) for sharing her insight with me.

Pharmaceuticals to Home Health and Back

Question
I recently left a very coveted job in the Pharmaceutical industry to sell Home Health. I was lured by a very attractive compensation and a very eager friend who wanted me to work with her. After just three months, I find myself missing Pharmaceuticals and realizing that the grass is definitly not greener. I have an upcoming phone interview and hopefully a few face-to-face interviews with a Pharmaceutical company and need help explaining why I left and now just 3 months later want to come back. I have pasted below what I have formulated and I would really appreciate your opinion and help! Thank you in advance.

Why did you leave? And why do you want to come back?

My proposed answer:
I have always been motivated by challenge and I embrace the concept that change often leads to improvement. With that being said, I wanted to experience selling in a different business arena and felt I was being offered an opportunity that was not available to me otherwise. It did not take long to realize that my heart is in Pharmaceuticals. The Home Health business model is not as strong as Pharmaceuticals and the Pharmaceuticals way of selling is where I excel. The opportunity to get back into Pharmaceuticals is one that I can now fully embrace and make a long and successful career out of.

-Kim

Job Loungers, Kim needs your help. What do you advise her to say or do to make a smooth transition back into her former industry? Click "comments" and give her your two cents.

Switching Careers Again at 46

Question
My situation concerns several areas. The first is that as a 46 year old male I am aware of and concerned about age discrimination. I have been employed in the human services field for the last five years and our site has recently lost its funding. This was anticipated; during the end of the last quarter of 2006 we were informed about the eventual closing of our site but not offered any transitional positions or assistance.

That’s ok; I’ve learned to look forward. I would like to remain in the human services field because I really enjoy the work. It’s very satisfying although, unfortunately, the salary is not.

I have thirteen years experience in the medical claims processing field prior to this at various health insurers (three). In between I decided to make a change of career and left the insurance field in 1999 and studied pastry. I quickly learned that 12 hour shifts in a small pastry station did not go well with a forty year old back.

The most experience I was able to get was from my externship which went well but I wound up taking a job as a career sales agent for a major life insurer after obtaining the required state license. This wound up being the hardest job of my life and lasted only 8-9 months. During this period 9/11 occurred and I could not re-enter the medical insurance field no matter what I tried. I was hurt because I always left my previous jobs in insurance (health/medical) on good terms. I then spent another 5 months selling food service equipment.

Throughout all this I never finished my college education. My course study was public administration which I have honestly lost interest in (80 credits) and I am now studying on-line in the IT field. I do know that I am paying the cost for years of poor study habits but am concerned that my resume will look like I am unable to finish what I start. I am also trained as a paralegal.

How can I effectively reintroduce myself to the health insurance field? My experience ranges from: subscriber relations, correspondence assistant, quality assurance analyst, claims examiner.
Thank you,
Joseph

Answer
by Bridget Oakes, Senior Search Consultant

Joseph, thanks for the question. I think this is something that many people have struggled with recently, when they’ve transitioned out of a troubled industry, taken “what’s available” and are now finding it difficult to make their way back into their field of choice.

From your email, it appears as though you left the health insurance field about 8 years ago and since then have worked as a pastry chef, a food equipment sales person, life insurance sales person and most recently in human services. I’m guessing you have about 5 years experience in human services.

If I were evaluating you for an opportunity with my organization, it’s likely I could come away with the impression that either you don’t finish what you start or you can’t decide what you want to be when you “grow up,” neither of which are good things for a hiring manager, HR representative, or recruiter to think about you.

So, how do you address this? First we need to clarify and cement your objective.

From your email, I’m confused as to your career objective. Either you would like to remain in the human services field because you really enjoy the work or you are trying to find out how to effectively reintroduce yourself to the health insurance field.

If we assume that you’re looking to get back into the health insurance field, you’re going to have an uphill battle.

But here are the basics (which actually apply to any job search):

Structure your Resume for Greatest Impact:
I would suggest that you write your resume in a functional format. This format groups experience and accomplishments by functional area, and allows you to bring relevant information of past positions to the top of your resume.

An exceptionally strong summary statement will be necessary as well. This should state your objective, clarify your career goals, and provide an overview of what you can bring to an organization or company.

I suggest this because, to be absolutely honest, if, as a recruiter, I don’t see what I’m looking for in the first page of a resume, I usually don’t bother to turn the page.

I’m sure that the professional resume writers that contribute to the Job Lounge would have better advice on this topic.

Don’t Rely on Your Resume:
You need to market yourself aggressively. This is my best piece of advice for anyone looking to make a career change. Make a list of target companies and call them, find out who manages the group you’d be interested in joining and call that person. Introduce yourself, explain that you are exploring a return to the industry and “pitch” your experience and qualifications. (This is “recruiting in reverse” and can be a great way to get your foot in the door.) The goal here is to get your name and information to the decision maker. If that decision maker likes you, the objections that Human Resources will likely have regarding your background will be minimized.

Bridget Oakes is a Senior Search Consultant with Partners in Technology. With nearly 10 years experience in executive search and recruiting, she is well equipped to provide advice and guidance to candidates searching for new careers, and welcomes the opportunity to do so through Job Lounge.

Susan Ireland’s Two Cents
I love this post: I’m a Damn Happy Jack by Lisa, who had a 15-year stint in the healthcare industry before changing “jobs” again to become an entrepreneur. Her entire post is worth reading but here are a few excerpts:

I don't know who it was that said that "the average person will change careers at least seven times," but they were wrong. I think the number is more like twenty. How many jobs does it take us to really get that it's not the job that defines the man? Our jobs may change and so might the title on our business card. People might respond to us differently depending on the profession we claim ourselves to be a part of. All of this doesn't matter. What matters is whether or not we enjoy the work we do.

Lisa goes on to talk about why she thinks most job seekers change jobs and careers so often:

Many of us have had so many jobs or have held several jobs at the same time because we're passionate about a lot of things.

She then lists the 18 (count them!) jobs she’s held in her 25-year worklife.

Job Lounger, do you have a question? Email (joblounge@aol.com) it to me and I’ll post your question and an expert’s answer here in The Job Lounge.

Snow On the Roof and Still Smokin’ Hot!

Question
I just resigned my position after working there for (off and on) 17 years. I will be 65 in May. Is it realistic of me to look for work? I have a solid background as an administrative assistant/office manager. Should I resign to take just part-time jobs? What are my chances really -- even though one should not be discriminated for one's age.
Thanks for you help.
-- A Senior

Answer
by Ronnie Ann, Work Coach

This is a great question that many of us baby boomers are thinking about. The short answer is: There’s no way to know until you try. But the good news is your chances are much better than they used to be.

While studies show on average people over 50 get only half the interviews of younger applicants, more and more companies are starting to see the value of experienced workers. And as Baby Boomers age into their 60s, there will be a larger proportion of older workers than ever before – helping make the whole thing more natural and therefore a little easier for us all.

But each case is slightly different. For example, in your case I’m not sure whether you live in a small town or large city – this will certainly influence your options and chances. It’s also important that you have a good reason for leaving your last job and are able and willing to come to any interview with a positive attitude ready to take on whatever they have for you.

Some of the bad rap older workers get is that they are inflexible - unwilling to learn new methods or skills. And, fair or not, companies also worry that older workers might not be willing to work overtime or that they might be sick more often. Plus there is a not-all-together-unfounded fear of company health insurance premiums skyrocketing if the company gets too many older people.

But don’t let all that talk stop you from what you want to do. I’ve personally gotten “impossible” job offers by not listening when people tell me why I can’t do something. It’s a waste of time to focus on all that. Your time is better spent thinking about how to get yourself where you want to go. And there are definitely jobs out there for older workers – you just need to help interviewers see you as the potential asset that you are.

So arm yourself with the following interview basics (which anyone any age can use):

• An energetic appearance
• Solution-oriented approach
• Show that you’re a team player (and not a been-there, done-that know-it-all)
• Be willing to listen and learn
• Come prepared with real-life examples of things you handled well in your previous worklife (not boasting, just sharing)
• Show up looking well-groomed and rosy-cheeked. (You can even slip in that you do aerobics regularly, if, in fact, you do.)
• Let them see that you have a can-do attitude (and not a “can’t-be-done” scowl)

Be proud of who you are and your experience. Walk in as someone ready to roll up your sleeves and get the job done. No one wants to hire a worker who has her head hanging low or seems to be begging for work. You are offering them a seasoned worker with excellent skills. No apologies necessary.

You mention you’ve had office manager and admin experience. Great! Definitely apply for jobs in that field. Also, if there are temp agencies in your town, this is a really good way to ease into the next job. Sometimes you even find yourself a permanent position this way – and the best part is you and the company get to try each other on for size. (If only we could do that with elected officials!)

Another thought…if you are open to using this as a chance to learn new skills, the medical support field is growing. Doctors’ offices, clinics, and hospitals need help – especially if you’re willing to learn how to deal with their billing. Some people even figure out a way to freelance these skills and not only charge a good rate, but get to be their own boss. Not a bad thing.

Or you might want to look for an opening in a company and job you’ve never considered before. To help trigger some thoughts -- Don Browne’s blog Southwest Florida Online - Sunday Morning News suggests taking a look at the AARP’s list of 30 companies that are very friendly to hiring older workers.

In fact, as Browne mentions, some employers actually want more seasoned employees who have a solid work ethic. And they know you aren’t just job-hopping so you will very likely stick around longer than some younger workers. I used to help with hiring and hoped to find older workers for those very reasons.

The main thing is to go into your search with an open mind and a good attitude. You may have to bend a bit here or there, but haven’t we learned to do that by now? Polish up your resume, present a well-groomed energetic appearance, and don’t stop until someone says “yes.” And while I can’t guarantee you won’t wind up with part-time work, there is nothing to stop you from aiming to find that full-time position you want. Just remember to brush off the “no thank yous” and keep going until you find the job that says "yes." You only need one.

Good luck! Please let me know how it goes.

Susan Ireland’s Two Cents
Red Alert | An Over-50 Jobseeker Has Just Entered the Building is a post by Teena Rose,in which she gives interview advice to job seekers over 50. Here’s a short excerpt from that post:

Keep a positive mindset and you’ll appear young and lively. An optimistic outlook is not always easy, particularly when you’ve gone on several interviews that don’t result to job offers. Support and golden age groups -- provided by county career centers and sponsored by colleges -- will provide support, a networking forum, and employment contacts that will make your job search flow smoothly.

Job Lounger, do you have a question? Email (joblounge@aol.com) it to me and I’ll post your question and an expert’s answer here in The Job Lounge.

MBA in Healthcare, What to Do With It

Question
I am a graduate from economics and did my post graduation in MBA Hospital and health systems management (India) which I completed in 2006 June. For the last 9 months I have been working in a multi-speciality hospital and have been looking for a change in jobs. I wanted to study something further in a related field in the USA but could not decide on the course that I should take up. Please advise on that.
Thank you,
Shashwat

Answer
by Richard Yadon, CPC, President/CEO, HealthCareerProfessionals

Shashwat, there are two major drivers in the US health care industry – clinical technology and financial efficiency. Clinical technology has made the US health care system the most admired in the world. However, it has created an escalating financial burden upon hospital systems, insurance companies, and the economy in general. Businesses and people who can offer solutions to this problem are in high demand.

I'm sure your MBA studies included a strong dose of financial knowledge. Healthcare is no different from other businesses in that you have to increase revenue, control expenses, and improve the bottom line. What is unique in the US health care industry is how this is actually accomplished.

My advice for you is to gain experience rather than more studies. Many of my clients are hospitals and health insurance plans. They always want people with relevant experience within their respective business environments. An operations executive's responsibility at a hospital is very different from a peer at a health plan. See if you can find a role in claims, reimbursements, operations, or finance within a health insurance plan. Many of these functions are being outsourced to India. Your marketability will be much stronger with practical experience rather than more book work. You might also visit the American College of Healthcare Executives website for additional information.

Richard Yadon is President/CEO of Health Career Professionals, an executive search and employee development company focused in the healthcare industry.

Susan Ireland’s Two Cents
Job Lounger, do you have a question? Email (joblounge@aol.com) it to me and I’ll post your question and an expert’s answer here in The Job Lounge.