Regional Sales Director - East

Grifols

2mo ago

Job
Full-time
Senior & Expert Level
Sales & Business Development
Healthcare
Hartford

AI generated summary

You need a relevant degree, 6+ years in healthcare sales, 3+ in management, strong hospital relationships, CRM proficiency, leadership experience, and the ability to travel frequently.
You will lead sales teams, drive performance, engage with healthcare stakeholders, manage budgets, develop talent, and analyze market trends to enhance product demand and achieve financial goals.

Requirements

RSD must possess in-depth knowledge of the medical industry (Biologics/Biotech, Pharmaceutical, and Hospital Industry)
Candidate must have at least a bachelor’s degree (Life Sciences, Pharmacy, Business or Healthcare preferred); Prefer advanced degree (MBA or similar)
6+ years in healthcare sales and/or management
3+ years leading a Hospital or Institutional selling team
Proven track record of hiring, developing, and retaining sales representatives
Managed sales teams seeking to influence a new standard-of-care and protocols within a complex selling environment a plus (P&T Committees, Influencers, Buyers, Decision Makers, etc…)
Understanding of Pharmacy purchasing decisions and their relationship to a Health System, GPO and Distribution partner
Relationships with Anesthesiology, Pharmacy, Blood Bank, Trauma, Labor & Delivery, Critical Care or Cardiovascular a plus
Utilization of CRM & Data Analytics tools to make decisions (Salesforce.com, Viva, PowerBI, Qlik, etc…)
Have a broad base of experience from previous positions
Demonstrate previous leadership examples
It is expected that the Regional Sales Director will live within close proximity to a major airport within the region
Overnight travel is required
Weekend travel may rarely be required
Work is performed in an office and/or a laboratory/manufacturing environment
Exposure to biological fluids with potential exposure to infectious organisms
Exposure to electrical office equipment
Personal protective equipment required such as protective eyewear, garments and gloves
Frequently sits for 6-8 hours per day
Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists
Occasionally walks
Occasionally bends and twists neck
Light to moderate lifting and carrying objects with a maximum lift of 25lbs
Frequently drives to site locations, frequently travels within the United States
Able to communicate complex information and ideas so others will understand; with the ability to listen to and understand information and ideas presented through spoken words and sentences
Frequently interacts with others, relates sensitive information to diverse groups
Ability to apply abstract principles to solve complex conceptual issues
Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence

Responsibilities

Sales Excellence: Ensure team’s sales performance and excellence in product and clinical knowledge, pre/post-call planning and analysis and influencing and selling skills.
The RSD will be responsible for managing the business within a specific geographical area covering a multi-state Region through a team of Sales professionals.
The RSD will identify, recruit, hire and develop talented sales representatives and then lead, motivate and inspire the team to exceed sales performance goals while maintaining Grifols Core Values.
The RSD will ensure their sales team executes high impact in-person sales activities to a specified list of customers throughout the Region.
The RSD will ensure their teams are appropriately engaging in the sales process, creating demand for the targeted products within the Grifols Bleeding Management Portfolio, and influence the standard-of-care and implementation of protocol changes within their targeted customer list.
The RSD will be expected to meet or exceed financial objectives to meet company’s forecast.
The RSD will be fiscally responsible for monthly, quarterly, and annual operating expenses (OPEX) within their region.
The RSD may have point-lead responsibilities as assigned for internal teams or sales advisory groups on brands, incentive compensation, targeting or others.
The RSD will ensure adherence to Company and Industry ethics and compliance standards.
Stakeholder-Customer Engagement: Empower internal stakeholder relationships, communication and presentation skills and customer-centricity and relationship building.
Customer base across the region includes (but is not limited to) Health Care Providers, Pharmacists, Nurses, Anesthesiologist, Surgeons, and others in a variety of settings including (but not limited to) hospitals and physician practices.
The RSD role requires a variety of soft skills and industry knowledge to manage their duties effectively. These skills include excellent written and verbal communications, proven ability to drive the sales process from start to finish, assisting their team with the influence of “Standard-of-Care” and protocol changes within an institution, excellent listening skills, excellent presentation skills, ability to articulate aspects of services and products, knowledge of how to develop client-focused differentiated and achievable solutions, and understanding on how to position products against competitors.
The RSD will maintain a strong relationship with select key customers or KOL’s throughout their Region to ensure the information and resources provided are adapting to market dynamics and customer need.
RSD will incorporate coaching, regular feedback and assist in the career development activities for their teams.
Business Acumen: Supply chain and distribution acumen, payer knowledge and market access and territory and business planning.
The RSD will ensure the execution of Account and Territory Call Plans. They will implement national sales and marketing strategies on a regional level that maximize opportunities based on specific local/territory differences.
The RSD will keep the Therapeutic Sales Lead and key stakeholders apprised of local market shifts and trends and will adjust local strategies, resources, and tactics to maximize the opportunities or mitigate the threats resulting from these shifts.
The RSD and their team will offer value propositions beyond basic product detailing by providing tailored messages that incorporate customer segmentation.
RSD will be responsible for running the business by analyzing territory and regional data, creating regional/local tactical plans, and communicating regional SWOT insights to their affected stakeholders.
Regular field rides with team members and frequent communication are required.

FAQs

What is the primary responsibility of the Regional Sales Director - East?

The primary responsibility is to lead a team of hospital-based customer-facing sales professionals to deliver product growth and sales goals while ensuring customer satisfaction.

What qualifications are required for this position?

Candidates must possess in-depth knowledge of the medical industry, a bachelor's degree (preferably in Life Sciences, Pharmacy, Business, or Healthcare), and at least 6+ years in healthcare sales and/or management, with 3+ years leading a hospital or institutional selling team.

Will the Regional Sales Director need to travel?

Yes, overnight travel is required, and weekend travel may occasionally be necessary.

What key skills are necessary for this role?

Key skills include excellent communication, relationship-building, customer-centricity, the ability to drive the sales process, and experience with CRM & Data Analytics tools.

Who does the Regional Sales Director report to?

The Regional Sales Director reports to the National Therapeutic Sales Lead.

What types of customers will the Regional Sales Director engage with?

The Regional Sales Director will engage with Health Care Providers, Pharmacists, Nurses, Anesthesiologists, Surgeons, and others in various settings, including hospitals and physician practices.

Is coaching and development of the sales team part of the job responsibilities?

Yes, the Regional Sales Director will incorporate coaching, provide regular feedback, and assist in career development activities for their team.

What are the expectations regarding sales performance?

The Regional Sales Director is expected to meet or exceed financial objectives and ensure the sales team performs with excellence in product and clinical knowledge, as well as influencing skills.

Are there specific therapeutic areas the Regional Sales Director should focus on?

Yes, the Regional Sales Director will focus on building a team for the launch of a new hospital-based Bleeding Management product.

What is the location requirement for the Regional Sales Director?

The Regional Sales Director should live within close proximity to a major airport within the region, which includes various locations across the Eastern United States.

Grifols

Innovating for patients and society

Manufacturing & Electronics

Industry

10,001+

Employees

1909

Founded Year

Mission & Purpose

Grifols is a global healthcare company founded in Barcelona in 1909 committed to improving the health and well-being of people all over the world. A leader in essential plasma-derived medicines and transfusion medicine, we develop, produce and provide innovative healthcare services and solutions in more than 110 countries. Patient needs and our ever-growing knowledge of many chronic, rare and prevalent diseases, sometimes life-threatening, drive our innovation in plasma-based therapies and other biopharmaceuticals to enhance quality of life. Grifols is focused on treating conditions across a broad range of therapeutic areas: immunology, hepatology and intensive care, pulmonology, hematology, neurology and infectious diseases. With a workforce of over 24,000 employees in more than 30 countries and regions, we are committed to a sustainable business model that sets the standard for continuous innovation, quality, safety and ethical leadership in the industry. Our work has a positive social and economic impact in the countries where we operate, creating jobs and generating wealth. People are at the heart of what we do, and we strive to create an inclusive, diverse, fair and equal society. Maintaining and promoting a workforce that reflects this reality leads to enhanced professional relationships and helps us to give our best to patients, donors and customers. In 2022, Forbes has recognized Grifols as one of the “Best Employers for Women,” one of “America’s Best Large Employers” and one of the “75 Best Companies to Work for” in Spain. To maintain a positive community and overall respectful communication, please keep our community guidelines in mind. You will find a full version of our guidelines at https://www.grifols.com/en/grifols-social-media-community-guidelines