Job Interview Questions

1. Why do you want this job? What are your career goals?
Because I like to work in the Health market and I think that in Brazil the
Healthcare system needs much more informatization. Working in the Healthcare
area you have a very noble purpose because you sell and bring results to people’s
lives. So, you can change their lives in a positive way.
I’m 51 years old and I did many things in life, specially for my family. So now I
think it’s time to grow in my career. I’m divorced at the moment so I would be
willing to travel if needed. And it’s very important to work in a multinational
company because I can practice and improve my English.

2. What do you know about this industry and the position you’re applying for?
The Executive Account position consists in prospect new customers in existing
accounts to sell the company solutions.

3. Why should we hire you? Tell me a little about yourself.

I have 30 years of experience working with Technology and I worked with Health
in Next Saúde company and now they were incorporated with Benner Soluções. I
started in this company working as an Account Manager and after 3 months I
received a promotion for the Sales Manager position. I had five people in my
team and two of them were from the Marketing area. We had a software called
ERP to computerize all of the sectors of Healthcare (primary, secondary and
tertiary). I planned all the sales strategies and marketing.
In my last job I’ve worked at Diebold Nixdorf, the world’s most important
company of the bank industry, for 11 years. In the first 3 years, I worked with
Project Management at Albert Einstein Institute. They bought software, hardware
and services to install at 14 unities of the Primary Healthcare integrated with SUS
systems (the Public Integrated Medical System in Brazil). I was a PMO and I
managed all the teams there. After that, I received a proposal to change
departments to Sales area and I worked with small bank accounts and other
customers. After 3 years approximately, I got another proposal to move to Retail
area because Diebold bought one company with new solutions and they wanted
someone to fill this position.
In the first year, I sold the informatization system for all the Brazilian Carrefour
unities and self-check-out machines to the pilot project of gas stations.

4. What are your strengths in problem solving? Give me an example.

I think I’m very creative when it comes to help my clients. One time the customer
was buying a software and I knew that he needed another one but he told me
that the purchase would only happen in the next semester. I offered him a
possibility to buy both products with discount using a different strategy for
payment. He accepted the proposal and we sold both software.
 5. What are the things you need to improve? Give me an example.
What I need to improve the most is my English. I’m having private classes twice a
week at the moment so I can develop my speaking, vocabulary and grammar.
Recently, I took a course about Technical Negotiation to understand what I
needed to improve in my career. In this course I learned a lot about how you
prepare the strategies before negotiations.

6. Would you like to know anything else? Do you have any questions?

Important words
traceability: capability to trace something. In some cases, it is interpreted as the ability
to verify the history, location, or application of an item – RASTREABILIDADE
serialization: is the process of converting an object into a stream of bytes to store the
object or transmit it to memory, a database, or a file. SERIALIZAÇÃO
compliance: ethical rules you must obey to avoid corruption. Company policies.
There’s no accurate translation for that word in Portuguese.

Video with British accent from Tracelink about Serialization:

https://www.youtube.com/watch?v=VceeVMGDpmY

Do you think the interview will be a competence-based one? How will the recruitment process
happen?

Study a lot of vocabulary from the area and research about the company and position
beforehand.

Have a script for the answers.

Ask questions and show interest to learn during the interview.

TraceLink is seeking a full-time, experienced Account Executive to join our team. We’ve
built the world's largest cloud-based network that is eliminating a $75 billion counterfeit
drug problem that leads to 200,000 – 1 million deaths every year, and improving the quality
of human life by delivering medicines to people everywhere in the safest, most secure, and
most timely manner possible. Businesses across the globe, including 16 of the top-20
pharmaceutical companies, trust us to help them manufacture and deliver safe, secure
medicines to the patients who need them anywhere in the world. We need game changers
ready to break down business barriers, master new technologies and become trusted
advisors for some of the largest and fastest growing companies on the planet. TraceLink is
dedicated to achieving regulatory compliance and shaping the future of global digital drug
supply chain with information-sharing networks for the pharmaceutical and healthcare
industry.

Responsibilities: The successful candidate will sell directly to existing customer and
prospect accounts and be responsible for developing new accounts in the region. With a
consultative sales approach, you will manage the entire sales process from initial outreach
through contract negotiations. You will work collaboratively with a Sales Development
Representative to prospect into named targets throughout the US and work collaboratively
with a Solutions Consultant to present and demonstrate TraceLink’s solutions and to
propose the differentiated value of partnering with TraceLink. This position will require in-
person sales meetings and presentations which represent travel to assigned accounts (up
to 50% travel anticipated).

Minimum 5+ years’ experience as a field sales executive selling enterprise software

Demonstrated understanding of and success in the full sales life-cycle: prospecting,
qualifying, presenting, developing proposals, overcoming objections and closing sales
Previous sales experience in SaaS, ERP, CRM, Business Intelligence, etc. (SaaS
preferred) Experience selling into the Pharmaceutical/Life Sciences Industry is a plus
Strategic and Consultative Sales experience is required; Value-based/ROI sales
background is preferred Proven ability to effectively build and execute a sales plan to
achieve revenue targets on a quarterly basis
Ability to document sales pipeline including sales forecasts, prospect details, current
engagements and future planned activities Execute customer centric meetings,
presentations and product demonstrations both virtually and in person with key decision-
makers and influencers Outstanding verbal, written, organizational, and interpersonal skills
Proven success in a