Associate Sales Representative - Overlay - Southern California
Grifols
- Los Angeles, CA
- $75,000-100,000 per year
- Permanent
- Full-time
- 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 medical offices, regional/local systems, hospital/academic institutions, e.g. Pharmacy, infusion, medical offices, Fellows, Residents, Grand Rounds, know the responsibilities for each key member of the Pharmacy and P&T Committee and what is important to that individual position.
- Clearly communicate clinical messages that are relevant and specific to each influencer in the decision process (Physician, Infusion Suite Nurse, Pharmacy Buyer, Clinical Pharmacist, DOP, etc.)
- Demonstrate account-based selling skills (including group presentations, etc.). Build relationships in accounts aligned with customer segmentation.
- Develop physician influencer support, champions to submit and approve P&T requests to add product to formulary
- Understand the major fluctuations a market can have and overall plasma economics of the system/institution
- Knowledge of the distribution of biologics, key local customers (i.e., specialty pharmacies, hospitals, accounts), market dynamics (i.e. workings of GPOs, relationship with system/IDN, distribution channels) and local/national demand trends.
- 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 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.
- Represent customers in the customer forecast process - understand national strategy, align with contract strategy and represent needs of the customer.
- Know Managed Care throughout the territory including major accounts and large players. Medicare and Medicaid information.
- Ability to understand and navigate account contract information within the Salesforce system/account information.
- 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 and contracts.
- Bioscience collaboration across therapeutic boundaries to understand local market needs and aligned strategy for pull-through post- formulary additions and customer-centric solutions.
- Manage resources to fulfill customer needs and impact pull through, e.g. MSL, Nurse educator, reimbursement specialist.
- Gather and provide customer insights to Marketing teams for development of integrated solutions for the regional or local system/customer/account. Share any necessary customer revisions or contract change requests.
- Communicate/understand SOC impact to regional or local system/institution/account (financial vs clinical).
- Communicate/educate Legislative impacts to regional or local system/institution/account- leverage Corporate Affairs
- Ensure appropriate training and alignment to guidance.
- BS/BA - Business/Healthcare/Life Sciences degree is preferred**
- Minimum of 2 years work experience. Pharmaceutical/Biological experience preferred
- Overnight travel required
- Proficiency in the Microsoft Suite (Word, Excel, PowerPoint)
- Excellent communication skills, both written & verbal
- Must be a self-starter, capable of organizing time, and being strategic with unexpected circumstances
- Must be able to effectively utilize a laptop computer on a daily basis.