Bleeding Management Hospital Specialty Sales Representative - San Francisco, CA

Bleeding Management Hospital Specialty Sales Representative - San Francisco, CA

Location: CA-San Francisco, US

The primary responsibility of the Bleeding Management Hospital Specialty Sales Representative (HSSR) is to represent key products within the Bleeding Management product portfolio with a primary responsibility for the launch of a new product within identified hospital accounts. The HSSR will play a vital role in the product launch through their engagement with customers related to disease awareness, product discussions and collaboration with key physicians and customer stakeholders to influence uptake for a new standard-of-care and product adoption in the treatment of their patients. The HSSR position requires strong sales and clinical expertise, business acumen and stakeholder relationships.

The Bleeding Management HSSR will focus on sales performance and engagement within the targeted accounts including call points in Anesthesiology, Cardiology, Hospital Pharmacy, Critical Care, Blood Bank and other departments and stakeholders necessary in the sales process. The HSSR is tasked to move at a rapid pace using the provided digital resources for customer engagement. The SSR will need to utilize a CRM & Analytics technology platform for call planning/targeting, field communications, field reporting, sales data analysis, reporting and generating insights.

Other skill sets:

• Remote engagement
• Use of analytical data to generate insights
• Application of data and insights to guide customer focused activities and solutions
• Proficient use of existing tools like Excel, Word, PowerPoint
• Use of Technology like digital platforms

Primary Responsibilities:

Sales Excellence/Clinical Expertise

• Consistently demonstrate an in-depth knowledge of the targeted Bleeding Management plasma 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 of 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.
• 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.
• Develop physician influencer champions to submit and approve P&T requests to add product to formulary.
• Develop physician influencer champions to drive a new standard-of-care and protocol changes within their related area of practice.
• Utilization of corporate resources including the Key Account Manager, Managed Markets, Marketing, MSL, etc.
• Key Opinion Leader mapping and appropriate relationship with Medical Liaison.

Business Acumen

• Understand the major fluctuations a market can have and overall plasma economics of the system/institution, e.g. GPO, Distributor, membership, specific account trends.
• Leverage a knowledge of customer needs, targeting segmentation and behaviors to apply to territory planning with the ability to change course and modify business strategies or plans if needed.
• Must know how to create a plan of action for key accounts through data analysis. (Recognize buying patterns, trends, lost business, anomalies in purchases, threats, opportunities, etc.) Use this information to have conversations with customers to generate sales.
• Coordinate with other Therapeutic Sales Representatives to understand the entire book of business (product portfolio). If a hospital does not have a contract or use a Grifols product, how to move the business forward.

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.
• Biopharma collaboration across therapeutic boundaries to understand local market needs and aligned strategy for pull-through in both pre and post formulary additions and customer-centric solutions.
• Manage resources to fulfill customer needs and impact pull through, e.g. HEOR or reimbursement specialist.
• Gather and provide customer insights to Grifols internal stakeholders for development of integrated solutions for the regional or local system/customer/account.
• Communicate/educate Legislative impacts to regional or local system/institution/account- leverage Corporate Affairs.

Legal, Ethics & Compliance:

• Ensure appropriate training and alignment to guidance.

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 is a plus.
• 4 years pharmaceutical or biological sales experience is required with direct Hospital specific sales experience with at least 2+ years of recent experience.
• Previous experience influencing standard-of-care or protocol changes within institutional environments a bonus.
• Have a broad base of experience from previous positions with relationships and knowledge of the Hospital/Institutional environment preferred (For Example: Anesthesiology, Cardiology, Pharmacy, Blood Bank, Critical Care, Labor & Delivery, Trauma, etc)
• Demonstrated track record of success meeting and exceeding sales goals year-over-year through new customer conversions.
• Understanding of Pharmacy purchasing decisions and their relationship to an IDN, GPO and Distribution partner.
• 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 lap top computer on a daily basis for planning, call activity and other territory needs.
• Overnight travel 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.

The estimated pay scale for the Hospital Specialty Sales Representative role based in the San Francisco, CA area is $130,000 to $160,000 per year. Additionally, the position is eligible to participate in the company's sales incentive plan currently with a $45,000.00 uncapped commission target. We offer a wide variety of benefits including, but not limited to: Medical, Dental, Vision, PTO, up to 5% 401(K) match and tuition reimbursement. Final compensation packages will ultimately depend on education, experience, skillset, knowledge, where the role is performed, internal equity and market data. We are committed to offering our employees opportunities for professional growth and career progression.

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, including but not limited to, the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance for Employers, and the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance.