Regional IDN Specialist - East

Grifols

About The Position

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. Summary: The Regional IDN Specialist (RIS) reports to the Area Business Director. In this role the Regional IDN Specialist is a senior sales career advancement position that is responsible for the sales growth and maintenance of assigned Regional Integrated Delivery Network (IDN) accounts. Primary responsibilities for role: Under moderate direction and with own initiative, the Regional IDN Specialist (RIS) is responsible for establishing, developing and maintaining key business relationships at all levels within assigned Regional IDN accounts. Growing Grifols revenue share of the assigned IDN total annual spend in these large, regional and complex IDN customers. Work with the Area Sales Director, Corporate Account Team, Head of NA BTS Sales the regional sales team and internal staff developing plan for regional target growth forecasts. The Regional IDN Specialist (RIS) will lead sales process with focus on short-term profitable sales strategies within assigned regional accounts and provide feedback of market needs for future marketing strategies As a regional sales leader, help the Area Business Director coach the Area Sales Team. Accountable for achieving monthly, quarterly and annual sales goals for their assigned Regional IDN customers. Effectively launching new products and company established programs designed specifically to drive value in each assigned Regional IDN customer. For the P&L analysis by customer; maximizing sales revenue, while minimizing cost, to increase return on investment for each assigned Regional IDN customer. Promoting company initiatives of cost containment and payment for value-add services to improve revenue, profitability and reduce risk in contract negotiations. Scheduling quarterly and annual business review meetings to uncover customer needs, expand customer commitment and anticipate future opportunities for extended commitment. (and determine how Grifols can be successful meeting and exceeding expectations and customer needs-remove) Work closely with the Area Business Director, Corporate Account Team and the sales reps to identify opportunities and move them successfully through the sales process

Requirements

Successful experience contracting a multi-location standardization agreement.
Proven successful track record working with and managing a regional IDN.
Proven successful experience responding to and negotiating a RFP for a regional IDN
Ability to work well within a team and drive agenda without authority
Demonstrated ability to develop on-going professional relationships with Key Opinion Leaders and Executives
Strong organizational skills with proven time management skills.
Strong business acumen and financial analysis skills are a must.
Ability to work independently and creatively.
Ability to work proficiently and effectively with Word, Excel, PowerPoint and SalesForce.
Excellent communication skills including verbal and written.
Excellent and professional presentation skills
Demonstrated knowledge of IDN account management
Excellent oral and written skills communication
Demonstrate high level of organizational, communication, and leadership skills to effectively interface with internal business partners and key opinion leaders within region.
Resourceful and able to work in a collaborative team environment with minimal supervision
Contract negotiation skills
Proficient in Sales Force CRM
Bachelor's degree, MBA preferred; Healthcare/Diagnostics/Laboratory
Minimum of 6+ years' Regional IDN management experience and/or a combination of 6 years of IH Lab Experience and relevant education.

Responsibilities

establishing, developing and maintaining key business relationships at all levels within assigned Regional IDN accounts.
Growing Grifols revenue share of the assigned IDN total annual spend in these large, regional and complex IDN customers.
Work with the Area Sales Director, Corporate Account Team, Head of NA BTS Sales the regional sales team and internal staff developing plan for regional target growth forecasts.
lead sales process with focus on short-term profitable sales strategies within assigned regional accounts and provide feedback of market needs for future marketing strategies
help the Area Business Director coach the Area Sales Team.
achieving monthly, quarterly and annual sales goals for their assigned Regional IDN customers.
launching new products and company established programs designed specifically to drive value in each assigned Regional IDN customer.
P&L analysis by customer; maximizing sales revenue, while minimizing cost, to increase return on investment for each assigned Regional IDN customer.
Promoting company initiatives of cost containment and payment for value-add services to improve revenue, profitability and reduce risk in contract negotiations.
Scheduling quarterly and annual business review meetings to uncover customer needs, expand customer commitment and anticipate future opportunities for extended commitment.
Work closely with the Area Business Director, Corporate Account Team and the sales reps to identify opportunities and move them successfully through the sales process
Manage assigned Regional IDN Accounts Relationships and Business
Identify the key people and understand their needs and decision timeline
Close new business, maintain and grow Grifols market share of the assigned IDN IH and BGG annual spend
Lead without direct authority the IH sales team to successfully drive and grow assigned IDN business
Conduct periodic business reviews and ensure successful IDN compliance to agreement