Hospital Sales Representative - Hartford, CT

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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:

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