Grifols Shared Services North America, Inc Associate Director, Distributor Management in Knoxville, Tennessee

Grifols is a global healthcare company whose mission is to improve the health and well being of people. Our three divisions –Bioscience, Diagnostic and Hospital–develop, produce and market our innovative products and services to medical professionals in more than 100 countries.

We are committed to fostering an environment that creates continuous learning opportunities and encourages professional development and growth. As a company devoted to improving the health and well-being of people, we are looking for talented professionals worldwide. Make a difference and join us in this challenging and rewarding enterprise.

The Associate Director of Distributor Management (ADDM) is responsible for the development and execution of Grifols distributor strategy in order to achieve instrument sales, reagent revenue and market share growth goals through our distributor partners.

ADDM develops, support, and grow distributor partner’s relationships. This includes developing sales strategies; conducting quarterly business reviews, negotiating with partners, coordinating training and helping to develop their sales team performance and effectiveness.

Primary responsibilities for role:

  • Develop and execute short-term and long-term distributor sales strategies and goals

  • Responsible for developing, managing and maintaining distributor relationships.

  • Responsible for the annual revenue and unit placement goals for distributor partners

  • Proactively lead the joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship

  • Coordinates the development of sales and marketing materials and programs required for distributor partners to be successful

  • Promote Grifols within distributor organizations

  • Coordinate training of partner staff and attend key meetings

  • Be a voice for all Distributor Partners at Grifols

  • Manage potential distributor conflicts

  • Recommend enhancements to improve partnership and customer satisfaction

  • Plan, coordinate and lead quarterly & annual business reviews with distributor partners

  • Work with key people in Grifols and Distributor organizations to develop and implement key promotional programs that drive sales, revenue and market share growth to achieve goals.

  • Evaluates effectiveness of partner programs and improves upon them

  • Field travel with distributor reps to understand the competition, market dynamics and changes as well as how reps are performing and what is needed to be successful.

  • Provide monthly reporting on distributor performance to goals and quarterly forecasting

Knowledge, Skills, and Abilities:

  • Ability to negotiate and structure partnerships

  • Excellent business acumen. The ability to gather the key facts and gain consensus in making good business decisions

  • Good analytical skills

  • Solid Coaching and Leadership skills

  • Excellent verbal and written communication skills

  • Professional Presentation Skills

  • Ability to establish and maintain positive and effective relationships with coworkers, executives, KOL, customers and people throughout the distributors organizations


Bachelor’s Degree from an accredited institution; MBA is highly desired


  • 5-10 years’ experience selling capital and reagents to hospitals and IDN networks.

  • 3-5 years’ experience being the lead in developing and managing distributor partnerships within healthcare or have work in a distributor organization. Demonstrated ability to successfully drive performance through distributor partnerships


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 Bachelor’s degree plus 4 years of experience, an equivalency could include 8 years of experience, an Associate’s degree with 6 years of experience, or a Master’s degree with 2 years of experience.

Occupational Demands:

Travel 25%-50%

EEO Minorities/Females/Disability/Veterans


Location: [[mfield6]] : [[cust_building]]

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