Specialty Sales Representative, Immunology - Albany, NY

Specialty Sales Representative, Immunology - Albany, NY

Location: NY-Albany, US

Contract Type: Regular Full-Time

Area: Sales/Sales Operations

Overview:

Primary responsibility of the Specialty Sales Representative (SSR) is to represent the Grifols plasma portfolio with identified regional/local health systems, accounts and customers related to disease awareness, product discussions, formulary coverage, pricing (where appropriate) and collaborating with key opinion leaders. Position requires strong sales and clinical expertise, business acumen and stakeholder relationships.

The Immunology/Neurology/Acute SSR will focus on sales performance and engagement with the prescribers, office decision makers and account targets. SSR will focus on a multi-channel strategy and is responsible for the Grifols I/N/A portfolio of products across all accounts in their assigned geography. Current calls include but are not limited to: Neurologists, Immunologists, Allergists, Specialty Pharmacy companies, Infusion Center and Hospital accounts like pharmacy DOP and Emergency Room. As the sales lead for a given geography(territory) the SSR will need to work cross functionally to support demand for our portfolio and ensure appropriate communication to all stakeholder in their area. The SSR will have an omnichannel approach to respond to business customers. The SSR will liaise with Marketing, Managed Markets, Operations, CL&D, Medical Affairs and Telesales to achieve the goals of the company. The SSR will also be tasked to move at a rapid pace using digital resources for customer engagement and to use technology for call planning/targeting, field communications, field reporting, sales data analysis, reporting and generating insights. Territory to include Albany, Watertown, Utica, Saratoga Springs, Lake George, Binghamton, Syracuse, and Poughkeepsie, NY, Additionally territory includes parts Western MA and VT.

Other skill sets:

CRM evolution/expansion

Enhanced approach to customer targeting and engagement

Regular use of analytical data to generate field and commercial insights

Better use of existing tools like Excel, Word

Use of Technology like digital platforms (e.g., Salesforce, Concur, Power BI etc.)

Adoption of new enhancements to build innovate, automated, and future thinking solutions

Primary Responsibilities:

Sales Excellence/Clinical Expertise

Consistently demonstrate an in-depth knowledge of and represent the Grifols immunoglobulin product portfolio with an advanced comprehension of disease state knowledge in neurology and immunology 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, Academic Centers i.e. neurology department with residents and fellows, Infusion Suite Nurse, Clinical Pharmacists, DOP for formulary consideration and specialty pharmacy etc.)

Demonstrate account-based selling skills (including group presentations) with Nurse Educator

Attendance at Grand Rounds Build relationships in institutions aligned with customer segmentation and enhance formulary and dosing protocols.

Utilization of Managed Markets, Marketing, Ig Nurse Educators, MSL, etc.

Educate and promote INA product portfolio to customers including Primary Care Physicians, Allergists, Neurologists, Pharmacists, and Nurses.

Key Opinion Leader mapping and appropriate relationship with Grifols Medical Liaison.

Business Acumen

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.). Thereafter, use this information for qualitative customer conversations to generate sales.

Represent customers in the customer forecast process understand national strategy, align with contract strategy, and represent 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)

Understanding of Hospital formulary with guidance of RSD and NAM/NAD to educate on the Grifols portfolio of plasma therapies to stimulate clinical demand. If a neighboring hospital does not have a formulary contract or use of a Grifols product, ability to decipher the best path forward for the territory business and created Grifols advocates for formulary consideration.

Ability to understand and navigate within the Salesforce system/account information.

Stakeholder Engagement

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 and contracts

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).

Legal, Ethics & Compliance:

Ensure appropriate training and alignment to guidance.

Skills/Qualifications/Education Requirements:

Position requires a BS/BA degree; Healthcare/Life Science and/or business/marketing degree a plus.

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

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

Demonstrated proficiency in the across hospital selling, specialty pharmacy and community physicians

Demonstrated proficiency in collaborative selling environment.

The estimated pay scale for the Specialty Sales Representative role based in Albany, NY area is $125,000 to $140,000 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.

Daily activity includes operation of a corporate