Regulated sectors require sellers who can combine commercial drive with rigour. Oxfordshire has a high concentration of life sciences, MedTech and public sector suppliers around Harwell and the universities. Here is how to adapt your hiring for these environments.
Competencies to prioritise
- Compliance mindset = evidence of working within frameworks and documenting steps.
- Technical fluency = ability to learn complex products and articulate value without over-claiming.
- Stakeholder navigation = experience with procurement, clinical stakeholders and multi stage sign off.
- Patience and planning = longer sales cycles and tender processes demand discipline.
Process design
Include a case study task – for example mapping a value proposition for an NHS trust or a lab at Oxford Science Park. Score on accuracy, judgement and clarity. Run reference checks that probe compliance and record keeping. Keep interview stages tight but thorough – two stages plus the case.
Onboarding for success
Provide product training with a compliance lens, clear documentation standards and a mentor who has sold into regulated accounts. Define realistic ramp milestones and how to engage legal or quality teams early in deals.
Talent sources
Target candidates from complementary sectors; diagnostics, healthcare software, lab equipment and public sector technology. Use passive outreach and referrals, many strong candidates do not apply to adverts.
TY Recruitment sources and assesses sales talent for Oxfordshire’s regulated sectors; reducing risk while accelerating revenue impact.