Specialty Sales Representative, Immunology - Yonkers, NY

GRIFOLS, S.A.•New York, NY

56d•Hybrid

About The Position

Grifols is a global healthcare company that has been working since 1909 to improve the health and well-being of people around the world. They are leaders in plasma-derived medicines and transfusion medicine, developing, producing, and marketing innovative medicines, solutions, and services in more than 110 countries and regions. The Immunology/Neurology Specialty Sales Representative (SSR) will focus on sales performance and engagement with accounts and targets, including Neurologists, Immunologists, Allergists, and Specialty Pharmacy companies. The SSR will employ a multi-channel strategy, combining face-to-face interactions with digital follow-ups, and will have a hybrid, rep-enabled capability with an omnichannel approach to address the needs of customers, business, and the environment across Marketing, Value Access, Operations, Analytics, CL&D, and Medical Affairs. The role requires rapid digital customer engagement and the use of technology for call planning/targeting, field communications, field reporting, sales data analysis, reporting, and generating insights. The assigned territory includes the Bronx, Lower Westchester, Southern Connecticut, and the Upper West side of NYC.

Requirements

Position requires a BS/BA degree
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
Weekend or evening work may be required

Nice To Haves

Healthcare/Life Science and/or business/marketing degree a plus

Responsibilities

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 (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.
Partnership 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.
Key Opinion Leader mapping and appropriate relationship with Grifols Medical Liaison.
Understand the major fluctuations a market can have and overall plasma economics of the system/institution (e.g., GPO, SP, ADR, membership, specific account trends).
Knowledge of 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.
Ability to build strong working relationships with the distributors aligned with Managed Markets.
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 tactics, if needed.
Must know how to 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.).
Use this information for qualitative customer conversations to generate sales.
Represent customers in the customer forecast process – understand national strategy, aligns 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).
Ability to 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 as well as trusted advisor offering customer-centric solutions.
Consistently demonstrate follow-through for the benefit of customer satisfaction.
Strong communication skills unto Grifols external and internal stakeholders.
Align with national brand strategy and facilitate pull-through of key account priorities.
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 (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 alike.
Communicate/Understand share of cost impact to regional or local system/institution/account (financial vs clinical).
Ensure appropriate training and alignment to guidance.