Specialty sales representative job description
Updated March 14, 2024
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Example specialty sales representative requirements on a job description
Specialty sales representative requirements can be divided into technical requirements and required soft skills. The lists below show the most common requirements included in specialty sales representative job postings.
Sample specialty sales representative requirements
- Bachelor's degree in a related field
- Proven track record of meeting sales targets
- Excellent communication and presentation skills
- Strong negotiation and closing skills
- Ability to travel frequently
Sample required specialty sales representative soft skills
- Ability to build and maintain relationships with clients
- Strong problem-solving and analytical skills
- Ability to work independently and as part of a team
- Ability to adapt to changes in the market and industry
- Positive attitude and willingness to learn
Specialty sales representative job description example 1
Bristol-Myers Squibb specialty sales representative job description
At Bristol Myers Squibb, we are inspired by a single vision - transforming patients' lives through science. In oncology, hematology, immunology and cardiovascular disease - and one of the most diverse and promising pipelines in the industry - each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.
Specialty Sales Representative, Dermatology
Location: Western Canada
At Bristol Myers Squibb, we are inspired by a single vision - transforming patients' lives through science. In oncology, hematology, immunology and cardiovascular disease - and one of the most diverse and promising pipelines in the industry - each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.
Position Summary
Bristol Myers Squibb is set to launch a new product in the Dermatology market by year-end. This is a new therapeutic area for BMS and we are looking for talented individuals with experience and a strong track record in this exciting and competitive marketplace.
Reporting to the Associate National Sales Director, the Dermatology Specialty Sales Representative is responsible for promoting and selling our soon-to-launch advanced therapy for Psoriasis in the designated territory in accordance with Company marketing guidelines and using the relevant sales techniques, and omni-channel tools during both face to face and virtual interactions.
Key Responsibilities
Ability to achieve objectives Achieving sales results and accountability for results within territory Build comprehensive account plans with cross-functional team Effectively representing the product(s) and providing value to customers in omni-channel environment and with approved tools Ensuring management of the key performance indicators in the territory plan Sales SkillsDemonstrating a deep understanding of the therapeutic area related to product Demonstrating credibility and integrity to HCP's through expert knowledge of promoted and competitive products Possessing a command of sales techniques and bringing value in each interaction Offering value to clients Establishing strong professional relationships with clients to ensure execution of the tactical plan; acquiring a thorough understanding of clients' actual perceptions and opinions to identify true needs and perceptions Using internal and external resources to bring added value to clients to build partnerships and grow our business Change agility Remaining positive and resilient in the face of changing market conditions and brand objectives while continuing to identify opportunities to maintain our competitive edge.Strong Business AcumenIdentifying and analyzing business opportunities by using data, field intelligence and analytics to promote sales growth while ensuring alignment with brand strategic plan Regular monitoring of territory plans and proactively recommending adjustment plans if required Cross-functional collaboration Successfully collaborating within a cross-functional team to ensure brand success and excellence in execution to have best possible patient outcomes Ensure customer and disease area insights, competitive information and other market intelligence is shared with larger cross functional team Acting as a liaison with broader cross-functional team to ensure that business objectives are met
Qualifications & Experience
Undergraduate degree required More than five years of successful experience in specialty sales or marketing in pharmaceuticals or a related industry Proficient in using business plans, sales and marketing campaigns, value added programs or other dales techniques to achieve set objectives Experience in Account Planning and territory management within a cross-functional team Experience in Dermatology therapeutic area a strong asset Experience in product launches an asset English (written and oral).Valid driver's license
Why You Should Apply
Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives.
Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives.
Specialty Sales Representative, Dermatology
Location: Western Canada
At Bristol Myers Squibb, we are inspired by a single vision - transforming patients' lives through science. In oncology, hematology, immunology and cardiovascular disease - and one of the most diverse and promising pipelines in the industry - each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.
Position Summary
Bristol Myers Squibb is set to launch a new product in the Dermatology market by year-end. This is a new therapeutic area for BMS and we are looking for talented individuals with experience and a strong track record in this exciting and competitive marketplace.
Reporting to the Associate National Sales Director, the Dermatology Specialty Sales Representative is responsible for promoting and selling our soon-to-launch advanced therapy for Psoriasis in the designated territory in accordance with Company marketing guidelines and using the relevant sales techniques, and omni-channel tools during both face to face and virtual interactions.
Key Responsibilities
Ability to achieve objectives Achieving sales results and accountability for results within territory Build comprehensive account plans with cross-functional team Effectively representing the product(s) and providing value to customers in omni-channel environment and with approved tools Ensuring management of the key performance indicators in the territory plan Sales SkillsDemonstrating a deep understanding of the therapeutic area related to product Demonstrating credibility and integrity to HCP's through expert knowledge of promoted and competitive products Possessing a command of sales techniques and bringing value in each interaction Offering value to clients Establishing strong professional relationships with clients to ensure execution of the tactical plan; acquiring a thorough understanding of clients' actual perceptions and opinions to identify true needs and perceptions Using internal and external resources to bring added value to clients to build partnerships and grow our business Change agility Remaining positive and resilient in the face of changing market conditions and brand objectives while continuing to identify opportunities to maintain our competitive edge.Strong Business AcumenIdentifying and analyzing business opportunities by using data, field intelligence and analytics to promote sales growth while ensuring alignment with brand strategic plan Regular monitoring of territory plans and proactively recommending adjustment plans if required Cross-functional collaboration Successfully collaborating within a cross-functional team to ensure brand success and excellence in execution to have best possible patient outcomes Ensure customer and disease area insights, competitive information and other market intelligence is shared with larger cross functional team Acting as a liaison with broader cross-functional team to ensure that business objectives are met
Qualifications & Experience
Undergraduate degree required More than five years of successful experience in specialty sales or marketing in pharmaceuticals or a related industry Proficient in using business plans, sales and marketing campaigns, value added programs or other dales techniques to achieve set objectives Experience in Account Planning and territory management within a cross-functional team Experience in Dermatology therapeutic area a strong asset Experience in product launches an asset English (written and oral).Valid driver's license
Why You Should Apply
Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives.
Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives.
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Specialty sales representative job description example 2
Cardinal Health specialty sales representative job description
**Operating Room Sales Representative**
**ROLE SUMMARY:**
The successful candidate must be able to demonstrate a strong understanding of driving business growth\.Responsible for selling that drives new sales of medical OR products lines, selling custom kits surgical gloves, surgical gowns, surgical drapes, surgical masks, positioner products, and fluid management to the Acute Care marketplace in the assigned region, as well as increasing business within existing accounts\.
This highly visible position, reporting directly to the Region Director, is responsible for meeting and exceeding sales goals by advancing high quality medical solutions utilizing a solution based sales model\.
**ESSENTIAL FUNCTIONS:**
+ Driving sales to achieve sales goals across assigned product categories within assigned geography through:
- Collaborating with regionally aligned account executives to drive incremental revenue and achieve target sales goals within the context of the overall account strategy
- Identifying, qualifying, preparing, and executing effective sales strategies that maintain the existing base of business and support the close of competitive business and revenue growth opportunities
- Building consultative relationships with clinicians, supply chain partners and end users while maintaining positive working relationships with Distribution and GPO partners
- Developing mastery of all products and sales applications by demonstrating ongoing competency
- Presenting proposals, negotiating pricing and effectively differentiating product offerings
- Completing conversions and in\-servicing, which includes demonstrating product applications, functionality and use -often on night and weekend shifts\.
- Assisting customers with backorders and other related service issues when they cannot be resolved by the customer service team
+ Effectively utilizing and updating sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans, including
- Leading territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections
- Completing all administrative requirements in a timely and comprehensive manner \(expenses, compliance, salesforce\.com, as directed\)
- Maintaining and documenting required activity level - following established guidelines for number of calls / day, \# products presented /account, and \# contacts/account\.
+ Educating buyers and promoting Cardinal's products through participation in sales meetings, training programs, conventions, and trade shows
+ Demonstrating behaviors that enable effective product sales, including:
- Meeting and maintaining the requirements of all key vendor credentialing entities
+ Maintaining knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc\.
+ Fostering productive relationships with Marketing, Customer Service, and other key internal stakeholder groups
+ Resolving customer complaints in accordance with Company policy, and advising sales management promptly of any situation beyond the Sales Representative's authority
**MINIMUM REQUIREMENTS:**
**EDUCATION:**
+ Bachelor's Degree Preferred
**EXPERIENCE:**
+ Two years of documented outside sales success in a competitive, sophisticated environment \(complex capital or tangible products including medical/surgical, copiers, payroll solutions, information systems\)
+ Experience working in a hospital setting or clinical setting - strong plus
+ Documented history of exceeding customer expectations
**OTHER REQUIREMENTS:**
+ Valid Driver's License
+ Ability to travel domestically and within region often involving overnight stays and stays up to one week in duration
**PREFERRED SKILLS /QUALIFICATIONS** :
+ Documented history of sales quota attainment/exceeding sales goals \(2\+ Years\)
+ Must be able to work in an Operating Room environment
+ Medical Device \(kitting\) industry experience
+ Key account development with experience accessing and developing key hospital decision\-makers and influencers
+ Knowledge of hospital acute market
+ Ability to understand complex contracting and develop sound financial business case
+ Strong computer acumen and business application
+ Strong verbal, written and interpersonal communication skills
_Cardinal Health supports an inclusive workplace that values diversity of thought, experience and background\. We celebrate the power of our differences to create better solutions for our customers by ensuring employees can be their authentic selves each day\. Cardinal Health is an Equal Opportunity/Affirmative Action employer\. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law\._
_To read and review this privacy notice click_ here \(https://www\.cardinalhealth\.com/content/dam/corp/email/documents/corp/cardinal\-health\-online\-application\-privacy\-policy\.pdf\)
Cardinal Health is an Equal Opportunity/Affirmative Action employer\. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status\.
**ROLE SUMMARY:**
The successful candidate must be able to demonstrate a strong understanding of driving business growth\.Responsible for selling that drives new sales of medical OR products lines, selling custom kits surgical gloves, surgical gowns, surgical drapes, surgical masks, positioner products, and fluid management to the Acute Care marketplace in the assigned region, as well as increasing business within existing accounts\.
This highly visible position, reporting directly to the Region Director, is responsible for meeting and exceeding sales goals by advancing high quality medical solutions utilizing a solution based sales model\.
**ESSENTIAL FUNCTIONS:**
+ Driving sales to achieve sales goals across assigned product categories within assigned geography through:
- Collaborating with regionally aligned account executives to drive incremental revenue and achieve target sales goals within the context of the overall account strategy
- Identifying, qualifying, preparing, and executing effective sales strategies that maintain the existing base of business and support the close of competitive business and revenue growth opportunities
- Building consultative relationships with clinicians, supply chain partners and end users while maintaining positive working relationships with Distribution and GPO partners
- Developing mastery of all products and sales applications by demonstrating ongoing competency
- Presenting proposals, negotiating pricing and effectively differentiating product offerings
- Completing conversions and in\-servicing, which includes demonstrating product applications, functionality and use -often on night and weekend shifts\.
- Assisting customers with backorders and other related service issues when they cannot be resolved by the customer service team
+ Effectively utilizing and updating sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans, including
- Leading territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections
- Completing all administrative requirements in a timely and comprehensive manner \(expenses, compliance, salesforce\.com, as directed\)
- Maintaining and documenting required activity level - following established guidelines for number of calls / day, \# products presented /account, and \# contacts/account\.
+ Educating buyers and promoting Cardinal's products through participation in sales meetings, training programs, conventions, and trade shows
+ Demonstrating behaviors that enable effective product sales, including:
- Meeting and maintaining the requirements of all key vendor credentialing entities
+ Maintaining knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc\.
+ Fostering productive relationships with Marketing, Customer Service, and other key internal stakeholder groups
+ Resolving customer complaints in accordance with Company policy, and advising sales management promptly of any situation beyond the Sales Representative's authority
**MINIMUM REQUIREMENTS:**
**EDUCATION:**
+ Bachelor's Degree Preferred
**EXPERIENCE:**
+ Two years of documented outside sales success in a competitive, sophisticated environment \(complex capital or tangible products including medical/surgical, copiers, payroll solutions, information systems\)
+ Experience working in a hospital setting or clinical setting - strong plus
+ Documented history of exceeding customer expectations
**OTHER REQUIREMENTS:**
+ Valid Driver's License
+ Ability to travel domestically and within region often involving overnight stays and stays up to one week in duration
**PREFERRED SKILLS /QUALIFICATIONS** :
+ Documented history of sales quota attainment/exceeding sales goals \(2\+ Years\)
+ Must be able to work in an Operating Room environment
+ Medical Device \(kitting\) industry experience
+ Key account development with experience accessing and developing key hospital decision\-makers and influencers
+ Knowledge of hospital acute market
+ Ability to understand complex contracting and develop sound financial business case
+ Strong computer acumen and business application
+ Strong verbal, written and interpersonal communication skills
_Cardinal Health supports an inclusive workplace that values diversity of thought, experience and background\. We celebrate the power of our differences to create better solutions for our customers by ensuring employees can be their authentic selves each day\. Cardinal Health is an Equal Opportunity/Affirmative Action employer\. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law\._
_To read and review this privacy notice click_ here \(https://www\.cardinalhealth\.com/content/dam/corp/email/documents/corp/cardinal\-health\-online\-application\-privacy\-policy\.pdf\)
Cardinal Health is an Equal Opportunity/Affirmative Action employer\. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status\.
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Specialty sales representative job description example 3
Grifols specialty sales representative job description
Do you want to join an international team working to improve the future of healthcare? Do you want to improve the lives of millions of people? Grifols is a global healthcare company which, since its foundation in Barcelona in 1909, has been working to improve the health and well-being of people all over the world. Our four divisions - Bioscience, Diagnostic, Hospital and Bio Supplies - develop, produce and market innovative medicines, solutions and services in more than 100 countries and regions.
**Summary:**
Primary responsibility of the therapeutic specialist is to represent the entire Grifols plasma portfolio with identified regional/local systems, accounts and customers related to disease awareness, product discussions and collaborating with key opinion leaders. Position requires strong sales and clinical expertise, business acumen and stakeholder relationships.
The therapeutic SSR will focus on sales performance and engagement with the account and targets. The SSRs should focus on a multi-channel strategy for example once virtual engagement/face to face has completed, follow up with requests and set up the next interaction point. The SSRs will have a hybrid rep-enabled capabilities and will have a ominichannel approach to the business to respond to customers, business and environmental needs like connection to Marketing, Managed Markets, Operations, CL&D, and Medical Affairs. They are also tasked at hybrid rep-enabled capabilities to move at a rapid pace using digital resources for customer engagement. The SSR is also tasked at using technology for call planning/targeting, field communications, field reporting, sales data analysis, reporting and generating insights.
Other skill sets:
* CRM evolution/expansion
* Enhanced approach to customer targeting and engagement
* Remote engagement
* Use of analytical data to generate insights
* Better use of existing tools like excel, word
* Use of Technology like digital platforms
* Adoption of new enhancements to build innovate, automated, and future thinking solutions
**Primary Responsibilities for role:**
Sales Excellence/Clinical Expertise
+ Consistently demonstrate an in-depth knowledge of and represent the entire Grifols 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 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.
+ Develop physician influencer champions to submit and approve P&T requests to add product to formulary
+ Utilization Managed Markets, Marketing, IgNE, MSL, etc.
+ Key Opinion Leader mapping and appropriate relationship with Medical Liasion.
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, hospitals, accounts), market dynamics (i.e. workings of GPOs, relationship with system/IDN, distribution channels) and local/national demand trends. Ability to build strong working relationships with the distributors aligned with MM.
+ Understand and be able to communicate how and why the Prolastin Direct model is different. For Prolastin - Credit application and pharmacy license needed rather than a contract, buy & bill for infusion center
+ 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 how to present a contract to an institution and working knowledge of the steps (departments, contacts and procedures) involved for that institution to sign and return the agreement. Align with national strategy, answer questions, represent terms, etc. Ability to present contract performance expectations (quarterly/annual). In addition, review regional or local system/institution/account vs Grifols responsibilities/expectations. Assess needs for potential contract opportunities.
+ Know Managed Care throughout the territory including major accounts and large players. Medicare and Medicaid information.
+ Coordinate with the Specialty partner 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.
+ Work with pharmacy to ensure product status is updated in EMR system and include in-patient and owned practices.
+ Ability to understand and navigate account contract information within the Salesforce system/account information.
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 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.
Legal, Ethics & Compliance:
+ Ensure appropriate training and alignment to guidance.
**Education:**
Position requires a BS/BA degree
Healthcare/Life Science and/or business/marketing degree is a plus.
**Experience:**
4 years pharmaceutical or biological sales experience is required.
**Knowledge, Skills & Abilities:**
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.
**EEO Minorities/Females/Disability/Veterans**
Grifols is committed to Equal Employment Opportunity (EEO) and to compliance with all Federal, State and local laws that prohibit employment discrimination on the basis of race, color, age, national origin, ethnicity, religion, gender, gender identity, pregnancy, marital status, sexual orientation, citizenship, genetic disposition or characteristics, disability or veteran's status or any other classification protected by applicable State/Federal laws.
**Summary:**
Primary responsibility of the therapeutic specialist is to represent the entire Grifols plasma portfolio with identified regional/local systems, accounts and customers related to disease awareness, product discussions and collaborating with key opinion leaders. Position requires strong sales and clinical expertise, business acumen and stakeholder relationships.
The therapeutic SSR will focus on sales performance and engagement with the account and targets. The SSRs should focus on a multi-channel strategy for example once virtual engagement/face to face has completed, follow up with requests and set up the next interaction point. The SSRs will have a hybrid rep-enabled capabilities and will have a ominichannel approach to the business to respond to customers, business and environmental needs like connection to Marketing, Managed Markets, Operations, CL&D, and Medical Affairs. They are also tasked at hybrid rep-enabled capabilities to move at a rapid pace using digital resources for customer engagement. The SSR is also tasked at using technology for call planning/targeting, field communications, field reporting, sales data analysis, reporting and generating insights.
Other skill sets:
* CRM evolution/expansion
* Enhanced approach to customer targeting and engagement
* Remote engagement
* Use of analytical data to generate insights
* Better use of existing tools like excel, word
* Use of Technology like digital platforms
* Adoption of new enhancements to build innovate, automated, and future thinking solutions
**Primary Responsibilities for role:**
Sales Excellence/Clinical Expertise
+ Consistently demonstrate an in-depth knowledge of and represent the entire Grifols 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 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.
+ Develop physician influencer champions to submit and approve P&T requests to add product to formulary
+ Utilization Managed Markets, Marketing, IgNE, MSL, etc.
+ Key Opinion Leader mapping and appropriate relationship with Medical Liasion.
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, hospitals, accounts), market dynamics (i.e. workings of GPOs, relationship with system/IDN, distribution channels) and local/national demand trends. Ability to build strong working relationships with the distributors aligned with MM.
+ Understand and be able to communicate how and why the Prolastin Direct model is different. For Prolastin - Credit application and pharmacy license needed rather than a contract, buy & bill for infusion center
+ 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 how to present a contract to an institution and working knowledge of the steps (departments, contacts and procedures) involved for that institution to sign and return the agreement. Align with national strategy, answer questions, represent terms, etc. Ability to present contract performance expectations (quarterly/annual). In addition, review regional or local system/institution/account vs Grifols responsibilities/expectations. Assess needs for potential contract opportunities.
+ Know Managed Care throughout the territory including major accounts and large players. Medicare and Medicaid information.
+ Coordinate with the Specialty partner 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.
+ Work with pharmacy to ensure product status is updated in EMR system and include in-patient and owned practices.
+ Ability to understand and navigate account contract information within the Salesforce system/account information.
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 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.
Legal, Ethics & Compliance:
+ Ensure appropriate training and alignment to guidance.
**Education:**
Position requires a BS/BA degree
Healthcare/Life Science and/or business/marketing degree is a plus.
**Experience:**
4 years pharmaceutical or biological sales experience is required.
**Knowledge, Skills & Abilities:**
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.
**EEO Minorities/Females/Disability/Veterans**
Grifols is committed to Equal Employment Opportunity (EEO) and to compliance with all Federal, State and local laws that prohibit employment discrimination on the basis of race, color, age, national origin, ethnicity, religion, gender, gender identity, pregnancy, marital status, sexual orientation, citizenship, genetic disposition or characteristics, disability or veteran's status or any other classification protected by applicable State/Federal laws.
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Updated March 14, 2024
Updated March 14, 2024