Specialty Representative Sales Representative, Immunology - Detroit

Grifols Therapeutic Specialist

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. Primary responsibility of the therapeutic specialist is to represent the Grifols plasma portfolio with identified regional/local systems, accounts and customers related to disease awareness, product discussions and collaborating with key opinion leaders. Position requires strong sales and clinical expertise, business acumen and stakeholder relationships.

The immunology/neurology SSR will focus on sales performance and engagement with the account and targets. Current immunology call points are: neurologists, immunologists, allergists, and specialty pharmacy companies. The SSRs should focus on a multi-channel strategy. For example, once virtual engagement/face-to-face has completed, follow up with requests and set up succeeding interaction points. The SSR will have a hybrid, rep-enabled capability and an omnichannel approach to respond to business customers, business and environmental needs of Marketing, Managed Markets, Operations, CL&D, and Medical Affairs. The SSR will also be tasked to move at a rapid pace using digital resources for customer engagement. The SSR will be tasked at using technology for call planning/targeting, field communications, field reporting, sales data analysis, reporting and generating insights.

Other skill sets: CRM evolution/expansion, enhanced approach to customer targeting and engagement, remote engagement, use of analytical data to generate insights, better use of existing tools like Excel, Word, use of technology like digital platforms (e.g., Salesforce, Concur, etc.), adoption of new enhancements to build innovate, automated, and future thinking solutions.

Primary Responsibilities

Sales Excellence/Clinical Expertise:

• Consistently demonstrate an in-depth knowledge of and represent the Grifols immunoglobulin 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, centers of excellence, patient advocacy, specialty pharmacy customers and individuals involved with the customer journey.
• Clearly communicate clinical messages that are relevant and specific to each influencer in the decision process.
• Demonstrate account-based selling skills (including group presentations, etc.). Build relationships in institutions aligned with customer segmentation.
• Utilization of Managed Markets, Marketing, Ig Nurse Educators, MSL, etc.
• Educate and promote IG product portfolio to customers including Primary Care Physicians, Allergists, Neurologists, Pharmacists, and Nurses.
• Key Opinion Leader mapping and appropriate relationship with Grifols Medical Liaison.

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, market dynamics, and local/national demand trends.
• Ability to build strong working relationships with the distributors aligned with Managed Markets.
• Understanding of Physician Management companies.
• 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 tactics, if needed.
• Must know how to create a plan of action for key accounts through data analysis.
• Represent customers in the customer forecast process – understand national strategy, align with contract strategy, and represent needs of the customer.
• Remain cognizant of managed care coverage throughout the business territory.
• Coordinate with Hospital SSR counterpart to understand the Grifols portfolio of plasma therapies.
• Ability to understand and navigate account contract information within the Salesforce system/account information.

Stakeholder Engagement:

• Establish credibility and trust with key targeted customers.
• Become a valued strategic partner as well as trusted advisor offering customer-centric solutions.
• Strong communication skills unto Grifols external and internal stakeholders.
• Biopharma collaboration across therapeutic boundaries in order to understand local market needs and strategic pull-through with acute and non-acute formulary additions and customer-centric solutions.
• Manage resources to fulfill customer needs and impact pull-through.
• Gather and provide customer insights to Marketing teams for development of integrated solutions at the regional/local/customer/account level.
• Communicate/Understand share of cost impact to regional or local system/institution/account (financial vs clinical).

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.

• Position requires a BS/BA degree; healthcare/life science and/or business/marketing degree a plus.
• 4 years pharmaceutical or biological sales experience is required.
• 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 and 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 laptop computer on a daily basis for planning, call activity, and other territory needs.
• Overnight travel occasionally required.
• Must possess a valid driver's license in the state in which the employee works and meet the Qualifying Driver Criteria of the Grifols Fleet Program which includes but is not limited to a 5 year Motor Vehicle Records (MVR) lookback of major driving violations.
• Weekend or evening work may be required.

Daily activity includes operation of a corporate provided vehicle to site locations within the assigned business territory. Sitting for long periods of time throughout each day may be required. 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. Able to communicate complex information and ideas so others will understand. Comprehensive ability to listen and understand information and ideas presented through spoken words and sentences required. 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; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability. We will consider for employment all qualified applicants in a manner consistent with the requirements of all applicable laws.