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Associate Sales Representative
4 months ago
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.
**Associate Sales Representative - Overlay - Southern California**
**Location**:
Southern California, US
**Contract Type**:Regular Full-Time
**Area**:Sales/Sales Operations
**Summary**:
Primary responsibility of the Associate sales representative is to represent the Grifols plasma portfolio with identified regional/local accounts and customers related to disease awareness, product discussions and contract management. Position requires strong sales and clinical expertise, business acumen and stakeholder relationships.
**Primary Responsibilities for role**:
Sales Excellence/Clinical Expertise
- 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 medical offices, regional/local systems, hospital/academic institutions, e.g. Pharmacy, infusion, medical offices, 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 (Physician, Infusion Suite Nurse, Pharmacy Buyer, Clinical Pharmacist, DOP, etc.)
- Demonstrate account-based selling skills (including group presentations, etc.). Build relationships in accounts aligned with customer segmentation.
- Develop physician influencer support, champions to submit and approve P&T requests to add product to formulary
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 (i.e., specialty pharmacies, hospitals, accounts), market dynamics (i.e. workings of GPOs, relationship with system/IDN, distribution channels) and local/national demand trends.
- Understanding of Physician Management companies, e.g. Intrafusion, Corinthian, Healix, etc.
- Represent customers in the customer forecast process - understand national strategy, align with contract strategy and represent needs of the customer.
- Know Managed Care throughout the territory including major accounts and large players. Medicare and Medicaid information.
- 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 accommoda
