Grifols Shared Services North America, Inc Pulmonary Specialty Sales Representative - Lansing, MI in Lansing, Michigan
Do you want to join an international team working to improve the future of healthcare? Do you want to improve the lives of millions of people? Grifols is a global 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.
Grifols has been a leader in the healthcare industry since 1909 by creating innovative products and services based on the values of ethics, quality and responsibility. Grifols' activities focus on fulfilling the needs of its patients as well as healthcare professionals working in therapeutics, pharmacy, diagnostics and blood banking. For more than 100 years, Grifols has developed, manufactured and marketed product designed to improve human health. Grifols manufactures plasma derived biopharmaceutical products of proven efficacy, quality and safety. For more information, please visit our website: http://www.grifols.com
Lansing, MI territory includes Grand Rapids, Kalamazoo & Battle Creek.
Primary responsibility of the therapeutic specialist is to represent the 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 Pulmonary 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 capability and will have a omnichannel 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:
Enhanced approach to customer targeting and 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
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 product’s 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 of Managed Markets, Marketing, IgNE, MSL, etc.
Detailing customers including Pulmonologists, Primary Cary Physicians, Allergists, Respiratory Therapists, Pharmacists & Nurses.
Key Opinion Leader mapping and appropriate relationship with Medical Liaison.
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.
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.
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 accommodations 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 is a plus.
4 years pharmaceutical or biological sales experience is required.
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 in Word, Excel, Power Point and be able to perform market analysis presentations.
Should be able to effectively utilize a lap top computer on a daily basis for planning, call activity and other territory needs.
Overnight travel required.
Weekend or evening work may be required
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.
Work is performed in an office environment with exposure to electrical office equipment. Frequently sits for 4-6 hours per day. 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. Frequently drives to site locations and travels within the United States. Able to communicate complex information and ideas so others will understand; with the ability to listen to and understand information and ideas presented through spoken words and sentences. 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.
Req ID: 308449