Specialty Sales Representative - Kansas City MO 526336

Would you like to join an international team working to improve the future of healthcare Do you want to enhance the lives of millions of people Grifols is a global healthcare company that since 1909 has been working to improve the health and wellbeing of people around the world. We are leaders in plasmaderived medicines and transfusion medicine and develop produce and market innovative medicines solutions and services in more than 110 countries and regions.

Overview:

Primary responsibility of the Specialty Sales Representative (SSR) is to represent the Grifols plasma portfolio with identified regional/local health systems accounts and customers related to disease awareness product discussions formulary coverage pricing (where appropriate) and collaborating with key opinion leaders. Position requires strong sales and clinical expertise business acumen and stakeholder relationships.

The Immunology/Neurology/Acute SSR will focus on sales performance and engagement with the prescribers office decision makers and account targets. SSR will focus on a multichannel strategy and is responsible for the Grifols I/N/A portfolio of products across all accounts in their assigned geography. Current calls include but are not limited to: Neurologists Immunologists Allergists Specialty Pharmacy companies Infusion Center and Hospital accounts like pharmacy DOP and Emergency Room. As the sales lead for a given geography(territory) the SSR will need to work cross functionally to support demand for our portfolio and ensure appropriate communication to all stakeholder in their area. The SSR will have an omnichannel approach to respond to business customers. The SSR will liaise with Marketing Managed Markets Operations CL&D Medical Affairs and Telesales to achieve the goals of the company. The SSR will also be tasked to move at a rapid pace using digital resources for customer engagement and to use technology for call planning/targeting field communications field reporting sales data analysis reporting and generating insights. Territory to include Kansas Kansas City MO and Northwest MO.

Other skill sets:

CRM evolution/expansion

Enhanced approach to customer targeting and engagement

Regular use of analytical data to generate field and commercial insights and monthly business planning discussions with Regional Sales Director

Better use of existing tools like Excel Word

Use of Technology like digital platforms (e.g. Salesforce Concur Power BI etc.

Adoption of new enhancements to build innovate automated and future thinking solutions

Primary Responsibilities:

Sales Excellence/Clinical Expertise

Consistently demonstrate an indepth knowledge of and represent the Grifols immunoglobulin product portfolio with an advanced comprehension of disease state knowledge in neurology and immunology as well as treatment approaches. Provide branded product and clinical insights aligned with the products label to relevant customers.

Lead indepth discussions requiring an advanced comprehension of product knowledge disease state and treatment approaches.

Keep abreast of competitive product dynamics changing treatment practices or guidelines with potential impact on Grifols product positioning or usage.

Engage a broad range of audiences with various levels of expertise. Understand how to work regional/local systems centers of excellence patient advocacy specialty pharmacy customers and individuals involved with the customer journey.

Clearly communicate clinical messages that are relevant and specific to each influencer in the decision process Physician Academic Centers i.e. neurology department with residents and fellows Infusion Suite Nurse Clinical Pharmacists DOP for formulary consideration and specialty pharmacy etc.

Demonstrate accountbased selling skills (including group presentations) with Nurse Educator

Attendance at Grand Rounds Build relationships in institutions aligned with customer segmentation and enhance formulary and dosing protocols.

Utilization of Managed Markets Marketing Ig Nurse Educators MSL etc.

Educate and promote INA product portfolio to customers including Primary Care Physicians Allergists Neurologists Pharmacists and Nurses.

Key Opinion Leader mapping and appropriate relationship with Grifols Medical Liaison.

Business Acumen

Understand the major fluctuations a market can have and overall plasma economics of the system/institution (e.g. GPO SP ADR membership specific account trends)

Knowledge of the distribution of biologics key local customers (i.e. Specialty Pharmacies nonacute accounts) market dynamics (i.e. distribution channels private infusion suites) and local/national demand trends. Ability to build strong working relationships with the distributors aligned with Managed Markets

Understanding of Physician Management companies (e.g. Intrafusion Corinthian Healix etc)

Leverage a deep knowledge of customer needs targeting segmentation and behaviors to apply to territory planning with the ability to change course and modify business strategies or tactics if needed. Must know how to create a plan of action for key accounts through data analysis (i.e. recognize buying patterns trends lost business anomalies in purchases threats opportunities etc.. Thereafter use this information for qualitative customer conversations to generate sales.

Represent customers in the customer forecast process understand national strategy align with contract strategy and represent needs of the customer.

Remain cognizant of managed care coverage throughout the business territory including major accounts and large players (i.e. Commercial Medicare and Medicaid)

Understanding of Hospital formulary with guidance of RSD and NAM/NAD to educate on the Grifols portfolio of plasma therapies to stimulate clinical demand. If a neighboring hospital does not have a formulary contract or use of a Grifols product ability to decipher the best path forward for the territory business and created Grifols advocates for formulary consideration.

Ability to understand and navigate within the Salesforce system/account information.

Stakeholder Engagement

Establish credibility and trust with key targeted customers.

Become a valued strategic partner as well as trusted advisor offering customercentric solutions. Consistently demonstrate followthrough for the benefit of customer satisfaction

Strong communication skills unto Grifols external and internal stakeholders. Align with national brand strategy and facilitate pullthrough of key account priorities and contracts

Biopharma collaboration across therapeutic boundaries in order to understand local market needs and strategic pullthrough with acute and nonacute formulary additions and customercentric solutions.

Manage resources to fulfill customer needs and impact pullthrough (e.g. MSL IG Nurse Educator reimbursement specialist)

Gather and provide customer insights to Marketing teams for development of integrated solutions at the regional/local/customer/account level. Share any necessary customer revisions or contract change requests with teammates and sales leadership alike

Communicate/Understand share of cost impact to regional or local system/institution/account (financial vs clinical).

Legal Ethics & Compliance:

Ensure appropriate training and alignment to guidance.

Skills/Qualifications/Education Requirements: (To perform this job successfully an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge skills education and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions)

Position requires a BS/BA degree; Healthcare/Life Science and/or business/marketing degree a plus.

4 years pharmaceutical or biological sales experience is required

Must be a selfstarter capable of organizing time between many unexpected circumstances involved in daytoday selling situations

Should have excellent communication skills both written and verbal

Should have demonstrated proficiency in Word Excel Power Point and be able to perform market analysis presentations.

Should be able to effectively utilize a laptop computer on a daily basis for planning call activity and other territory needs

Overnight travel occasionally required

Weekend or evening work may be required

Demonstrated proficiency in the across hospital selling specialty pharmacy and community physicians

Demonstrated proficiency in collaborative selling environment.

*Depending on the area of assignment directly related experience or a combination of directly related education and experience and/or competencies may be considered in place of the stated requirements. Example: If a job level requires a Bachelors degree plus 4 years of experience an equivalency could include 8 years of experience an Associates degree with 6 years of experience or a Masters degree with 2 years of experience.

Daily activity includes operation of a corporate provided vehicle to site locations within the assigned business territory. Sitting for long periods of time throughout each day may be required. Frequent hand movement of one hand with the ability to make fast simple movements of the fingers hands and wrists. Frequently walks. Occasionally bends and twists neck. Light to moderate lifting and carrying objects with a maximum lift of 35lbs. Able to communicate complex information and ideas so others will understand. Comprehensive ability to listen and understand information and ideas presented through spoken words and sentences required. Frequently interacts with others relates sensitive information to diverse groups. Ability to apply abstract principles to solve complex conceptual issues. Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence. Plans work assignments to meet objectives.

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Third Party Agency and Recruiter Notice:

Agencies that present a candidate to Grifols must have an active nonexpired Grifols Agency Master Services Agreement with the Grifols Talent Acquisition Department. Additionally agencies may only submit candidates to positions that they have been engaged to work on by a Grifols Recruiter. All resumes must be sent to a Grifols Recruiter under these terms or they will be considered a Grifols candidate.

Grifols provides equal employment opportunities to applicants and employees without regard to race color religion sex sexual orientation gender identity national origin protected veteran status disability or any other characteristic or status protected by law. We will consider for employment all qualified Applicants in a manner consistent with the requirements of applicable state and local laws.