Specialty Sales Representative, Immunology - Grand Rapids, MI

Grifols•Lansing, MI

17h•Hybrid

About The Position

Grifols is a global healthcare company dedicated to improving health and well-being worldwide. This role is for a Specialty Sales Representative focusing on the Immunology/Neurology sector in the Grand Rapids, MI area. The primary responsibility is to represent Grifols' plasma portfolio to identified regional/local systems, accounts, and customers. This involves disease awareness, product discussions, and collaborating with key opinion leaders. The position requires strong sales and clinical expertise, business acumen, and stakeholder relationship management. The representative will focus on sales performance and account engagement, utilizing a multi-channel and omnichannel approach, including digital resources for customer engagement, call planning, reporting, and data analysis. The territory includes Grand Rapids, Lansing, and Flint, Michigan.

Requirements

BS/BA degree required; Healthcare/Life Science and/or business/marketing degree a plus.
4 years pharmaceutical or biological sales experience required.
Must be a self-starter capable of organizing time between many unexpected circumstances involved in day-to-day selling situations.
Excellent communication skills, both written and verbal.
Demonstrated proficiency in Word, Excel, Power Point and ability to perform market analysis presentations.
Ability to effectively utilize a laptop computer on a daily basis for planning, call activity, and other territory needs.
Current immunology call points include: Neurologists, Immunologists, Allergists, and Specialty Pharmacy companies.
Experience with CRM evolution/expansion.
Experience with enhanced approach to customer targeting and engagement.
Experience with remote engagement.
Experience using analytical data to generate insights.
Experience with technology like digital platforms (e.g., Power BI, Salesforce, Concur, etc.).
Experience with adoption of new enhancements to build innovative, automated, and future thinking solutions.
Ability to apply abstract principles to solve complex conceptual issues.
Ability to perform a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.
Ability to plan work assignments to meet objectives.

Nice To Haves

Experience with Grifols plasma portfolio.
Experience with current immunology call points: Neurologists, Immunologists, Allergists, and Specialty Pharmacy companies.
Experience with enhanced approach to customer targeting and engagement.
Experience with remote engagement.
Experience using analytical data to generate insights.
Experience with technology like digital platforms (e.g., Power BI, Salesforce, Concur, etc.).
Experience with adoption of new enhancements to build innovative, automated, and future thinking solutions.

Responsibilities

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.
Focus on sales performance and engagement with the account and targets.
Utilize a multi-channel strategy, including face-to-face interactions, follow-ups, and setting up succeeding interaction points.
Employ a hybrid, rep-enabled capability and an omnichannel approach to respond to business customers and environmental needs of Marketing, Value Access, Operations, Analytics, CL&D, and Medical Affairs.
Use technology for call planning/targeting, field communications, field reporting, sales data analysis, reporting, and generating insights.
Demonstrate an in-depth knowledge of and represent the Grifols immunoglobulin product portfolio with an advanced comprehension of disease state knowledge and 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 relevant and specific to each influencer in the decision process (Physician, Office Decision Maker, Clinical Pharmacists, DOP, therapeutic departments, ADR/SP Partner, Infusion Suite Nurse, etc.).
Demonstrate account-based selling skills (including group presentations, etc.).
Build relationships in institutions aligned with customer segmentation.
Partner with Marketing, Ig Nurse Educators, MSL, Value Access, etc.
Educate and promote IG product portfolio to customers including Primary Care Physicians, Allergists, Neurologists, Pharmacists, and Nurses.
Map Key Opinion Leaders and establish appropriate relationships with Grifols Medical Liaison.
Understand major market fluctuations and overall plasma economics of the system/institution (e.g., GPO, SP, ADR, membership, specific account trends).
Understand the distribution of biologics, key local customers (i.e., Specialty Pharmacies, non-acute accounts), market dynamics (i.e., distribution channels, private infusion suites) and local/national demand trends.
Build strong working relationships with distributors aligned with Managed Markets.
Understand Physician Management companies (e.g., Intrafusion, Corinthian, Healix, etc).
Leverage 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.
Create a plan of action for key accounts through data analysis (i.e., recognize buying patterns, trends, lost business, anomalies in purchases, threats, opportunities, etc.) and use this information for qualitative customer conversations to generate sales.
Represent customers in the customer forecast process – understand national strategy, align tactics to the needs of the customer.
Remain cognizant of managed care coverage throughout the business territory including major accounts and large players (i.e., Commercial, Medicare, and Medicaid).
Understand and navigate account contract information within the Salesforce system/account information.
Establish credibility and trust with key targeted customers.
Become a valued strategic partner and trusted advisor offering customer-centric solutions.
Consistently demonstrate follow-through for the benefit of customer satisfaction.
Communicate effectively with Grifols external and internal stakeholders.
Align with national brand strategy and facilitate pull-through of key account priorities.
Collaborate across therapeutic boundaries 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 (e.g., MSL, IG Nurse Educator, reimbursement specialist).
Gather and provide customer insights to Marketing teams for development of integrated solutions at the regional/local/customer/account level.
Share any necessary customer revisions or contract change requests with teammates and sales leadership.
Communicate/Understand share of cost impact to regional or local system/institution/account (financial vs clinical).
Ensure appropriate training and alignment to legal, ethics, and compliance guidance.