Sometimes a very experienced medical device sales rep. is up against a relatively inexperienced rep. for a job they both want.
In what scenario does the experienced sales rep. lose?
The main one, in my experience, is when the seasoned rep. appears to be tire-kicking. A laid back, casual attitude, conveying an impression that they are just sniffing around the opportunity versus someone sitting there ready to run through walls can be the difference maker in the interview.
If you have done your research and decided you want the job, show the interviewer what it looks like when you really want something no matter how experienced or accomplished you are. Resting on past awards, relationships, experience creates vulnerability.