Specialty Sales Representative - Immunology - Morristown, NJ

Specialty Sales Representative
- Immunology
- Morristown, NJ

Location:

NJ-New Brunswick, US Contract Type:
Regular Full-Time Area: SALES

Would you like to join an international team working to improve the future of healthcare? Do you want to enhance the lives of millions of people? Grifols is a global healthcare company that since 1909 has been working to improve the health and well-being of people around the world. We are leaders in plasma-derived medicines and transfusion medicine and develop, produce and market innovative medicines, solutions and services in more than 110 countries and regions.

The Immunology/Neurology SSR will focus on sales performance and engagement with the account and targets. Current immunology call points are:
Neurologists, Immunologists, Allergists, and Specialty Pharmacy companies. The SSRs should focus on a multi-channel strategy. For example, face-to-face has completed, follow up with requests and set up succeeding interaction points. The SSR will have a hybrid, rep-enabled capability and an omnichannel approach to respond to customers, business and environmental needs of Marketing, Value Access, Operations, Analytics, CL&D, and Medical Affairs.

The SSR will also be tasked to move at a rapid pace using digital resources for customer engagement. The SSR will be tasked at using technology for call planning/targeting, field communications, field reporting, sales data analysis, reporting and generating insights. Territory to include Morrisown, New Brunswick and surrounding areas.

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 in Excel and Word
• Use of Technology like digital platforms (e.g., Power BI Salesforce, Concur, 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 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, Office Decision Maker, Clinical Pharmacists, DOP, 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.
• Partnership with Marketing, Ig Nurse Educators, MSL, Value Access, 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.
• 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, aligns tactics to the 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)
• Ability to understand and navigate account contract information within the Salesforce system/account information.
• Stakeholder Engagement
• Establish credibility and trust with key targeted…