Hospital Sales Representative - Tampa, FL

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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 Representative is 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 d