Specialty Sales Representative, Immunology - Tampa, FL

Grifols

5d ago

Job
Full-time
Mid Level
Sales & Business Development
Healthcare
Clearwater

AI generated summary

You need a BS/BA degree, 4 years in pharma/biological sales, strong communication skills, proficiency in MS Office, and the ability to travel and work weekends/evenings.
You will educate customers on immunoglobulin products, analyze market dynamics, build relationships with stakeholders, and leverage insights for tailored sales strategies and effective territory planning.

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

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 (Buyer, Clinical Pharmacists, DOP, Physician, 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.
Utilization of Managed Markets, Marketing, Ig Nurse Educators, MSL, 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.). 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)
Coordinate with Hospital SSR counterpart to understand the Grifols portfolio of plasma therapies. 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
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 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).
Ensure appropriate training and alignment to guidance.

FAQs

What is the primary responsibility of the Specialty Sales Representative in Immunology?

The primary responsibility is to represent the Grifols plasma portfolio with regional/local systems, accounts, and customers, focusing on disease awareness, product discussions, and collaboration with key opinion leaders.

What educational background is required for this position?

A BS/BA degree is required, with a preference for degrees in Healthcare/Life Science and/or business/marketing.

How much sales experience is required for the role?

A minimum of 4 years of pharmaceutical or biological sales experience is required for this position.

What types of healthcare professionals will the Specialty Sales Representative engage with?

The representative will engage with Neurologists, Immunologists, Allergists, and Specialty Pharmacy companies.

What tools and technologies should candidates be proficient in?

Candidates should have proficiency in Word, Excel, PowerPoint, and be able to effectively use digital platforms such as Salesforce.

Is travel required for this position?

Yes, occasional overnight travel may be required for the role.

What skills are necessary for successful stakeholder engagement in this position?

Strong communication skills, the ability to establish credibility, and becoming a trusted advisor to customers are essential for successful stakeholder engagement.

Will training be provided for compliance and ethical standards?

Yes, appropriate training and alignment to guidance regarding legal, ethics, and compliance will be provided.

What type of sales strategy is emphasized in this role?

A multi-channel strategy is emphasized, which includes both virtual engagement and face-to-face interactions.

What is the expected work schedule for this position?

Weekend or evening work may be required, along with the flexibility to manage unexpected circumstances.

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