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.