Associate Sales Representative - Overlay - Southern California

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 well-being of people around the world. We are leaders in plasma-derived medicines and transfusion medicine and develop, produce and market innovative medicines, solutions and services in more than 110 countries and regions.

Associate Sales Representative - Overlay -  Southern California

Location:  

Southern California, US

Contract Type:  Regular Full-Time

Area:  Sales/Sales Operations

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 products 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

Summary:

Primary responsibility of the Associate sales representative is to represent the Grifols plasma portfolio with identified regional/local accounts and customers related to disease awareness, product discussions and contract management.  Position requires strong sales and clinical expertise, business acumen and stakeholder relationships.

Primary Responsibilities for role:

Sales Excellence/Clinical Expertise

•    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 medical offices, regional/local systems, hospital/academic institutions, e.g. Pharmacy, infusion, medical offices, Fellows, Residents, Grand Rounds, know the responsibilities for each key member of the Pharmacy and P&T Committee and what is important to that individual position.
•    Clearly communicate clinical messages that are relevant and specific to each influencer in the decision process (Physician, Infusion Suite Nurse, Pharmacy Buyer, Clinical Pharmacist, DOP, etc.)
•    Demonstrate account-based selling skills (including group presentations, etc.).  Build relationships in accounts aligned with customer segmentation.
•    Develop physician influencer support, champions to submit and approve P&T requests to add product to formulary

Business Acumen

• Understand the major fluctuations a market can have and overall plasma economics of the system/institution
•    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.  
•    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 Managed Care throughout the territory including major accounts and large players. Medicare and Medicaid information.
•    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.

This job description is intended to present the general content and requirements for the performance of this job.  The description is not to be construed as an exhaustive statement of duties, responsibilities, or requirements.  Managers and supervisors may assign other duties as needed.

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) 

• BS/BA – Business/Healthcare/Life Sciences degree is preferred**
• Minimum of 2 years work experience.  Pharmaceutical/Biological experience preferred
• Overnight travel required
• Proficiency in the Microsoft Suite (Word, Excel, PowerPoint)
• Excellent communication skills, both written & verbal
• Must be a self-starter, capable of organizing time, and being strategic with unexpected circumstances
• Must be able to effectively utilize a laptop computer on a daily basis.

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.

EEO Minorities/Females/Disabled/Veterans 

Pay Scale

The estimated pay scale for the Associate Sales Representative role based in Southern California, is $75,000 - 100,000 per year. Additionally, the position is eligible to participate in the company’s sales incentive plan currently with a $45,000.00 uncapped commission target. We offer a wide variety of benefits including, but not limited to: Medical, Dental, Vision, PTO, up to 5% 401(K) match and tuition reimbursement. Final compensation packages will ultimately depend on education, experience, skillset, knowledge, where the role is performed, internal equity and market data. We are committed to offering our employees opportunities for professional growth and career progression. Grifols is a global healthcare organization with employees in 30 countries focused on patient health and providing impactful results. Since our humble beginnings in 1909, Grifols has been a family company that prides itself on its family-like culture. Our company has more than tripled over the last 10 years, and you can grow with us!

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, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.

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