Regional IDN Specialist - East

Summary

The Regional IDN Specialist (RIS) reports to the Area Business Director. The RIS is a senior sales role responsible for the sales growth and maintenance of assigned Regional Integrated Delivery Network (IDN) accounts.

• Under moderate direction and with own initiative, establish, develop, and maintain key business relationships at all levels within assigned Regional IDN accounts.
• Grow Grifols revenue share of the assigned IDN's total annual spend in large, regional and complex IDN customers.
• Collaborate with the Area Sales Director, Corporate Account Team, and regional sales team to develop plans for regional target growth forecasts and lead the sales process with a focus on short‑term profitable strategies.
• Support the Area Business Director in coaching the Area Sales Team.
• Accountable for achieving monthly, quarterly and annual sales goals for assigned Regional IDN customers.
• Effectively launch new products and company programs designed to drive value in each assigned IDN customer.
• Conduct P&L analysis by customer, maximizing sales revenue while minimizing cost, to increase ROI and promote cost‑containment initiatives.
• Schedule quarterly and annual business review meetings to uncover customer needs, expand commitment and anticipate future opportunities.
• Work closely with the Area Business Director, Corporate Account Team, and sales reps to identify opportunities and move them successfully through the sales process.

• Experience contracting multi‑location standardization agreements.
• Track record managing a regional IDN.
• Experience responding to and negotiating an RFP for a regional IDN.
• Ability to work well within a team and drive agenda without authority.
• Ability to develop ongoing professional relationships with Key Opinion Leaders and Executives.
• Strong organizational and time‑management skills.
• Strong business acumen and financial analysis skills.
• Independence, creativity, and self‑direction.
• Proficiency with Word, Excel, PowerPoint and Sales Force.
• Excellent verbal, written, and presentation communication skills.
• Proficient in Sales Force CRM.

• Manage relationships and business for assigned Regional IDN accounts.
• Identify key people, understand their needs and decision timeline.
• Close new business, maintain and grow Grifols market share of assigned IDN spend.
• Provide regional leadership and lead the IH sales team without direct authority.
• Conduct periodic business reviews and ensure IDN compliance with agreement terms.

• Demonstrated knowledge of IDN account management.
• Excellent oral and written communication.
• High level of organizational, communication, and leadership skills.
• Resourceful and able to work in a collaborative team environment with minimal supervision.
• Contract negotiation skills.

Bachelor's degree, MBA preferred;
Healthcare/Diagnostics/Laboratory.

Minimum of 6+ years of Regional IDN management experience and/or a combination of 6 years of IH Lab experience and relevant education.

Depending on the area of assignment, directly related experience, education, or competencies may be considered in place of the stated requirements.

40% Travel

The estimated pay scale for the Regional IDN Specialist role based on the East Coast of the Continental US is $122,957 to $153,697 per year. The position is eligible to participate in the company’s sales incentive plan with a $50,000.00 uncapped commission target. Benefits include:
Medical, Dental, Vision, PTO, up to 5% 401(K) match, and tuition reimbursement. Final compensation packages will ultimately depend on education, experience, skill set, knowledge, location, internal equity, and market data. We offer opportunities for professional growth and career progression in a global, family‑like culture that has grown significantly over the past decade.

Grifols provides equal employment opportunities to applicants and employees without regard to race, color, sex, gender identity, sexual orientation, religious practices and observances, national origin, pregnancy, childbirth or related medical conditions,…