Hospital Sales Representative - Tampa, FL

Location: 

FL-Clearwater, US

Contract Type:  Regular Full-Time
Area:  Sales/Sales Operations
Req Id:  508947

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.

Overview

The primary responsibility of the Hospital Specialty Sales Representativis to engage key stakeholders within complex hospital accounts, institutional systems, and integrated delivery networks (IDNs). This includes major Health Systems, Academic Centers, Comprehensive and large Community Hospitals.

 

The Hospital Specialty Sales Representative is responsible for sales achievement and relationship development across the entire patient journey within aligned institutions and surrounding hospital service areas. Products are promoted, as appropriate, and in-serviced at critical HCP decision call points throughout the hospital.  This position requires strong account – based selling skills (including group selling), clinical expertise, business acumen, and ability to build stakeholder relationships.  The following is an outline of responsible sales targets and call points within the account (Please see current approved call points for a complete and up-to-date list).    

             

As a Hospital Specialty Sales Representative, you will play a pivotal role in channeling our scientific capabilities to make a positive impact on changing patients’ lives. You will lead the growth and expansion of our innovative and unique product portfolio within each account.

 

Responsibilities & Expectations

Sales Excellence (Pull-through/Account-Based Selling/Clinical Expertise/Contract Management/Business Acumen)

  • Engage a broad range of audiences with various levels and departments of the system.  Understand how to work regional/local systems and hospital/academic institutions through account – based selling.  Call responsibility includes all approved specialties to consistently meet or exceed the sales forecast.
  • Function independently demonstrating a high degree of sales proficiency to drive sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations.
  • Develop expertise in understanding of IDN’s, account (GPO & distributors) / market dynamics, stakeholder influential mapping / management, decision makers (hierarchy), referral network navigation, access, account department drivers, patient pathway, influential committees, KOL’s, fellows, residents, academic relationships, etc. This includes developing, maintaining, and executing hospital account business plans, providing account and patient-focused solutions, and connecting the right solution to the right account stakeholder.
  • 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. 
  • Develop and maintain superior clinical expertise with our brand (s) and disease state/conditions in order to effectively educate and engage Institutional healthcare professionals in a dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
  • Where appropriate, collaborate and align efforts with internal Grifols stakeholders to engage with key institutions/HCPs, including partnership with other sales teams, medical, nurse educator, and national, corporate & strategic account teams as needed and aligned to Compliance Guidelines.
  • Keep abreast of competitive product dynamics, changing treatment practices or guidelines with potential impact on Grifols product positioning or usage. 
  • Successfully complete training requirements, including product, condition, and disease-state examinations.
  • Support and capitalize on formulary approvals and implementation of protocols as appropriate, through effective development of a strategic plan by using promotional, personnel resources, and analytical tools to maximize effectiveness in assigned sales geography, based on local assessment of customer needs.
  • Proactively identify business opportunities, present value propositions aligned to stakeholder needs and objectives, and recommend solutions to drive and develop business.
  • Provide special education to healthcare providers through appropriate programs that fall within Grifols ethical guidelines.
  • Continuous and autonomous self-education and development, seeking feedback to raise awareness and gain insight into their strengths and developmental needs.
  • Collaborate across functional areas to drive win/win outcomes that align to organizational objectives, demonstrate Grifols values, understand basic business principles and interpret resources available to make sound business decisions as it relates to the sales geography.
  • Have understanding and awareness of national and regional contract strategy and tiers, regional/local contract terms, changes, and communication plans as appropriate.    Collaborate with National Account Managers to ensure local alignment to national strategy and to provide local market/customer insights.
  • Demonstrate 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. 
  • Leverage Biopharma collaboration across therapeutic boundaries to understand local market needs and aligned strategy for pull-through post- formulary additions and customer-centric solutions.
  • 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.

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
  • 4 years of pharmaceutical or biological sales experience is required
  • 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.

 

*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 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.

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.

 

Location: NORTH AMERICA : USA : FL-Clearwater:USHOME - Home Address 

 

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