Dear Cindy – Underemployed and Wanting More

Here I sit with a Master's degree and 22 years of (varied) professional experience … underemployed, undercutting myself on salary (I've researched salaries) at a NFP hospital. It seems my résumé doesn't "fit" into the box employers seem to want, but I have great skills, knowledge, and experience. In fact, I feel it's the varied experience that makes me good at my job(s).

I am now searching for a job outside of healthcare in which I can utilize my experience in project and process management and business. I'd like to switch into a research or bio organization, but I don't know how to "sell" my skills. I don't know how to fit my skills into the job descriptions or how to ask for the salary jump I want. Help!

Sincerely,

Underemployed

You've figured out your main problem: You have to make your résumé fit what employers want. Remember: Varied experience can be a huge asset or it can be a big problem. You want an employer to see that you have what they want and more, rather than to think that you're unfocused or have piecemeal experience (or as the old saying goes, that you're a "jack of all trades, master of none"). A busy employer may not have the time or discernment to read through every detail of your résumé and make connections. You have to put the puzzle together for them.

It comes down to three things:

Specifically, you need to craft a different résumé (and, of course, cover letter) for each job of interest, in which you foreground your transferable skills, experience, and education according to what is stated in each job post. Since you're looking at somewhat of a career switch, you may want to use a combination or functional style résumé in which you can foreground skills and accomplishments that are of the type they need, though perhaps not in the specific field they want. People don't usually need 100% of the requirements; they just shouldn't be lacking any of the "must haves."

If you don't have experience with a particular item, but have something close; briefly explain what you can bring to the job. Also, if you can find information from the employer's website about corporate environment or processes that you have experience in/with, but aren't mentioned in the job description, make connections to these as well. If you have a references from a past job (that's relatively recent, not "ancient history") that addresses your competence in something the employer wants, include it with your résumé and cover letter as a preliminary reference.

Also consider calling employers to ask if you can come in to talk to the hiring manager about your background and possible opportunities, e.g., "Hello, my name is A. I have a degree in B, and a background and experience in CDE, and would like to talk to someone about opportunities in your company." It's often easier to sell yourself in person than on paper (but of course, have copies of your résumé with you). This is also useful for having yourself considered for new positions being created, but they're not yet entirely sure what they're looking for.

Regarding salary, do exactly what you did that led you to discover that you're underpaid in what you're doing now. Find out what the range is for the type of job you're seeking in the location in which you're applying. When you arrive at the negotiation stage, coming armed with these facts, and with the ability to do the job they want, should make for a fair salary.

Good luck!