By Patrina Pellett, PhD (Follow me on LinkedIn)

Most aspiring MSLs walk into an interview as their personable, engaging selves and then something strange happens. They switch to “robot mode,” giving overly formal, rehearsed answers. The warmth and authenticity that make them memorable vanish, and what’s left is a version of them that’s… well, not quite as likable.

This common misstep is a big reason why candidates don’t land MSL roles. Hiring managers are looking for more than just scientific expertise. They want authenticity and personality. These traits are critical for showing that you will be able to connect with KOLs and HCPs and represent the company effectively. MSL candidates overlook this trait and as a result, don't get the job. 

95% of MSL Candidates Overlook This Trait—And Don’t Get Hired 

Hiring Managers Want to See the Real You

As Sarah Snyder shared in a recent video, being yourself in an interview is crucial. Sarah described working with a naturally personable candidate who, once he started answering interview questions, became stiff and robotic. Her advice? “Be yourself.” This simple shift allowed him to relax, show his authentic self, and ultimately land a job offer.

An MSL role relies heavily on building trust with KOLs, and that starts with being personable. When candidates let their personalities shine, hiring managers see them as people who can connect well with stakeholders. One of the most critical elements of success in this field.

What MSL Hiring Managers Really Want

Beyond technical skills, hiring managers prioritize a few key qualities in MSL candidates:

• They look for people who are eager to engage in frequent travel
• Are reliable team players who bring positivity to the group
• Know how to build relationships
• Work well cross-functionally

The ability to connect with others is just as important as scientific knowledge, and it’s what separates candidates who blend in from those who stand out.

Bridget Rammusson, from the Carolan Group, offers this additional advice from the mouths of hiring managers (read the full post here):

▶ 1. “SPARK.” This Manager noted that he was looking for a go-getter who had “spark.” He wanted to hire someone with notable passion, palpable excitement, and clear motivation to jump into the position and hit the ground running immediately.

▶ 2. “I am looking for an engaging MSL personality.” This Manager noted the importance of charisma and soft skills in the MSL role – and the ability to build lasting, meaningful relationships. It’s great to have the science down, but a stand-out MSL is also an exceptional relationship-builder.

▶ 3. “Turn-key, pre-existing KOL relationships.” This Manager noted that in their specific scientific niche, relationships mean EVERYTHING. Therefore, her most critical need was someone who had a pre-established, well-developed KOL network they could utilize and leverage from Day 1.

▶ 4. “Loyalty.” This Manager stated eloquently, “I want to hire someone who is loyal – loyal to our science, to our patients, and to our team.” This team’s science will impact a Rare Disease community subject to progressive vision loss – they want folks who will commit to their mission to change lives for the better and save the vision that they can.

How to Show Your Personality Without Going Overboard

Showing personality doesn’t mean going off-script or being overly casual. Being overly casual can also cost you the job. It’s about finding a balance between professionalism and authenticity. Here’s how:

• Let Your Passion Shine: Enthusiasm is contagious. Instead of sticking to technical responses, share why the MSL role and the therapeutic area excite you. Your excitement, when authentic, leaves a positive impression.
• Be Yourself, Not Robotic: As Sarah advised, avoid “robot mode.” Focus on genuine, conversational responses rather than memorized ones. Imagine you are speaking to your best friend. This approach makes you more relatable and memorable.
• Demonstrate Mission Alignment: Think about what inspires you about their company’s work, and share that. Aligning your passion with their goals makes you memorable and helps build rapport.

Avoid These Common Pitfalls

Even strong candidates can get stuck in “robot mode” without realizing it. Here are a few mistakes to avoid:

• Overly Scripted Responses: Practicing responses is helpful, but don’t lose your natural tone. A conversational approach builds stronger connections than perfectly polished phrases. It's so obvious when you are reading from a script. 
• Neglecting Soft Skills: Relationship-building and storytelling are core to MSL success. Talk about how you’ve used these skills in past roles to engage and connect with others.
• Ignoring Non-Verbal Communication: Non-verbal cues play into your likability factor. Practicing eye contact and maintaining open body language can project confidence and approachability. Also, read their body language. Are their eyes glazing over?

If you are struggling with highlighting your transferrable skills check out this free webinar on how to land an MSL role without experience. 

Boosting Your Soft Skills for Maximum Impact

If you’re looking to further develop your presentation skills and make a lasting impression, consider enrolling in our Presentation Mastery Course, designed specifically for MSLs and other pharma and biotech professionals. This course will help you bring your authentic self into your presentations, reduce filler words, and connect with your audience naturally.

Conclusion: Show Up as Yourself to Stand Out

In the competitive MSL job market, credentials alone won't get you the job. Hiring managers want to work with someone personable and engaging, someone who can make genuine connections with KOLs and colleagues. Show up as your true self. Let your personality, enthusiasm, and values shine through. Avoid “robot mode” by focusing on authenticity, because likability isn’t just an added bonus. It’s often the key to landing the role.

Get Your Step-by-Step Blueprint to Landing Your First MSL Position

Navigating all the conflicting advice about how to land an MSL role is confusing and tiring. If you want a step-by-step guide, check out the Aspire MSL Program. You also get an amazing community of like-minded people! Members tell us it's the best money they have ever spent.