Job Details
**Specialty Sales Representative, Las Vegas/Salt Lake City**
Job ID: 277647
Job City: Salt Lake City
Country: US
Do you want to join an international team working to improve the future of health care healthcare company which, since its foundation in Barcelona in 1909, has been working to improve the health and well-being of people all over the world. Our four divisions Bioscience, Diagnostic, Hospital and Bio Supplies develop, produce and market innovative medicines, solutions and services in more than 100 countries and regions. **Summary:**
Primary responsibility of the therapeutic specialist is to represent the entire Grifols plasma portfolio with identified regional/local systems, accounts and customers related to disease awareness, product discussions and collaborating with key opinion leaders. Position requires strong sales and clinical expertise, business acumen and stakeholder relationships.
The therapeutic SSR will focus on sales performance and engagement with the account and targets. The SSRs should focus on a multi-channel strategy for example once virtual engagement/face to face has completed, follow up with requests and set up the next interaction point. The SSRs will have a hybrid rep-enabled capabilities and will have a ominichannel approach to the business to respond to customers, business and environmental needs like connection to Marketing, Managed Markets, Operations, CL&D, and Medical Affairs. They are also tasked at hybrid rep-enabled capabilities to move at a rapid pace using digital resources for customer engagement. The SSR is also tasked at using technology for call planning/targeting, field communications, field reporting, sales data analysis, reporting and generating insights.
Other skill sets:
CRM evolution/expansion
Enhanced approach to customer targeting and engagement
Remote engagement
Use of analytical data to generate insights
Better use of existing tools like excel, word
Use of Technology like digital platforms
Adoption of new enhancements to build innovate, automated, and future thinking solutions
**Primary Responsibilities for role:**
Sales Excellence/Clinical Expertise
* Consistently demonstrate an in-depth knowledge of and represent the entire Grifols plasma product portfolio with an advanced comprehension of disease state knowledge as well as treatment approaches. Provide branded product and clinical insights aligned with the products label to relevant customers.
* Lead in-depth 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 (Buyer, Clinical Pharmacists, DOP, Physician, therapeutic departments, ADR/SP Partner, Infusion Suite Nurse, etc.)
* Demonstrate account-based selling skills (including group presentations, etc.). Build relationships in institutions aligned with customer segmentation.
* Develop physician influencer champions to submit and approve P&T requests to add product to formulary
* Utilization Managed Markets, Marketing, IgNE, MSL, etc.
* Key Opinion Leader mapping and appropriate relationship with Medical Liasion.
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, hospitals, accounts), market dynamics (i.e. workings of GPOs, relationship with system/IDN, distribution channels) and local/national demand trends. Ability to build strong working relationships with the distributors aligned with MM.
* Understand and be able to communicate how and why the Prolastin Direct model is different. For Prolastin Credit application and pharmacy license needed rather than a contract, buy & bill for infusion center
* 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 plans if needed. Must know how to create a plan of action for key accounts through data analysis. (Recognize buying patterns, trends, lost business, anomalies in purchases, threats, opportunities, etc.) Use this information to have conversations with customers to generate sales.
* Represent customers in the customer forecast process understand national strategy, align with contract strategy and represent needs of the customer.
* Know how to present a contract to an institution and working knowledge of the steps (departments, contacts and procedures) involved for that institution to sign and return the agreement. Align with national strategy, answer questions, represent terms, etc. Ability to present contract performance expectations (quarterly/annual). In addition, review regional or local system/institution/account vs Grifols responsibilities/expectations. Assess needs for potential contract opportunities.
* Know Managed Care throughout the territory including major accounts and large players. Medicare and Medicaid information.
* Coordinate with the Specialty partner to understand the entire book of business (product portfolio). If a hospital does not have a contract or use a Grifols product, how to move the business forward.
* Work with pharmacy to ensure product status is updated in EMR system and include in-patient and owned practices.
* Ability to understand and navigate account contract information within the Salesforce system/account information.
Stakeholder Engagement
* Establish credibility and trust with key targeted customers to become regarded as a valued strategic partner and trusted advisor providing customer-centric solutions. Consistently demonstrate follow through and the responsibility to ensure customer satisfaction is achieved.
* Strong communication skills to external stakeholders. Strong communication and collaboration with Grifols internal stakeholders to align on national strategy and facilitate pull-through of key account priorities and contracts.
* Bioscience collaboration across therapeutic boundaries to understand local market needs and aligned strategy for pull-through post- formulary additions and customer-centric solutions.
* Manage resources to fulfill customer needs and impact pull through, e.g. MSL, Nurse educator, reimbursement specialist.
* Gather and provide customer insights to Marketing teams for development of integrated solutions for the regional or local system/customer/account. Share any necessary customer revisions or contract change requests.
* Communicate/understand SOC impact to regional or local system/institution/account (financial vs clinical).
* Communicate/educate Legislative impacts to regional or local system/institution/account- leverage Corporate Affairs.
Legal, Ethics & Compliance:
* Ensure appropriate training and alignment to guidance.
**Education:**
Position requires a BS/BA degree
Healthcare/Life Science and/or business/marketing degree is a plus.
**Experience:**
4 years pharmaceutical or biological sales experience is required.
**Knowledge, Skills & Abilities:**
Must be a self-starter capable of organizing time between many unexpected circumstances involved in day-to-day selling situations.
Should have excellent communication skills, both written and verbal.
Should have demonstrated proficiency