Hospital Sales Representative - Rochester NY


NY-Rochester, US

Contract Type:  Regular Full-Time
Area:  Sales/Sales Operations
Req Id:  508581

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.


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


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, hospital/academic institutions, e.g. Pharmacy, infusion, medical offices, Attendees, 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 (Buyer, Clinical Pharmacists, DOP, Physician, therapeutic departments, ADR 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

•             Encourage P&T influencer support through direct contact as well as through SAM and/or Specialty SSR (Marketing, IgNE, MSL, etc.)


Business Acumen

•             Understand the major fluctuations a market can have and overall plasma economics of the system/institution, e.g. GPO, 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.


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) 


Education & Experience:

Position requires a BS/BA degree. 4 years pharmaceutical or biological sales experience is required.


Knowledge, Skills & Abilities:

Healthcare/ Life Sciences and/or Business/ Marketing degree is a plus.

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 & 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 & other territory needs.



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:

Overnight travel required.

Weekend or evening work may be required.


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.


Pay scale of $90,058.00-$145,000/year, depending on training, education and experience.  In this role, you will also be eligible to participate in the company’s sales incentive plan currently with a $42,500.00 uncapped commission target.  We offer benefits including medical, PTO, up to 5% 401K match, and tuition reimbursement. We are committed to offering our employees opportunities for professional growth and career progression. Even though we are a global healthcare company with employees in 30 countries, Grifols prides itself on its family-like culture. Our company has more than tripled its workforce in the last 10 years — we’re growing, 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.


Location: NORTH AMERICA : USA : NY-Rochester:USHOME - Home Address 


Learn more about Grifols