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 Regional Sales Director (RSD) is a key member of the Bleeding Management Therapeutic Leadership Team within the Biopharma Division of Grifols that will report to the National Therapeutic Sales Lead. The Bleeding Management RSD will play a vital role in the build-out of a new team to launch a new product within the Bleeding Management Therapeutic Area through the recruitment, hiring and development of a sales team within the specified geography. The RSD’s primary function is to lead a team of hospital-based customer-facing sales professionals to deliver product growth and sales goals while also ensuring customer satisfaction.

The RSD will partner with the National Therapeutic Sales Lead and other Internal Business Partners to ensure the team is effective and adapting to changing environments to ensure sales performance success. The RSD will leverage a deep knowledge of customer needs to apply to regional planning and execution. The RSD will have knowledge and curiosity of key regional customers (i.e. hospital accounts and the Pharmacy, Anesthesiology, Critical Care, Labor and Delivery, Trauma or Blood Bank) and market dynamics (i.e. GPOs, health systems, distribution channels) to ensure optimal delivery of sales goals and customer satisfaction. The RSD will identify and communicate external trends or factors with potential local/regional/national impact and provide strategic insights to proactively capitalize on opportunities as well as address challenges to shape the region for growth.

The key areas of focus will be in building a team that is “fit for purpose” for the launch of a new hospital-based Bleeding Management product, leading a team of sales professionals in the region, developing and executing strategic plans to achieve sales targets, collaborating with relevant stakeholders across field-based and home office-based teams, and to understand, respond to and report on local and regional customer trends and opportunities to maximize the return on investments in the region, and to deliver the most value to patients and customers.

Job responsibilities include but are not limited to the following:

Sales Excellence: Ensure team’s sales performance and excellence in product and clinical knowledge, pre/post-call planning and analysis and influencing and selling skills .

• The RSD will be responsible for managing the business within a specific geographical area covering a multi-state Region through a team of Sales professionals.

• The RSD will identify, recruit, hire and develop talented sales representatives and then lead, motivate and inspire the team to exceed sales performance goals while maintaining Grifols Core Values.

• The RSD will ensure their sales team executes high impact in-person sales activities to a specified list of customers throughout the Region

• The RSD will ensure their teams are appropriately engaging in the sales process, creating demand for the targeted products within the Grifols Bleeding Management Portfolio, and influence the standard-of-care and implementation of protocol changes within their targeted customer list

• The RSD will be expected to meet or exceed financial objectives to meet company’s forecast

• The RSD will be fiscally responsible for monthly, quarterly, and annual operating expenses (OPEX) within their region

• The RSD may have point-lead responsibilities as assigned for internal teams or sales advisory groups on brands, incentive compensation, targeting or others

• The RSD will ensure adherence to Company and Industry ethics and compliance standards

Stakeholder-Customer Engagement: Empower internal stakeholder relationships, communication and presentation skills and customer-centricity and relationship building.

• Customer base across the region includes (but is not limited to) Health Care Providers, Pharmacists, Nurses, Anesthesiologist, Surgeons, and others in a variety of settings including (but not limited to) hospitals and physician practices

• The RSD role requires a variety of soft skills and industry knowledge to manage their duties effectively. These skills include excellent written and verbal communications, proven ability to drive the sales process from start to finish, assisting their team with the influence of “Standard-of-Care” and protocol changes within an institution, excellent listening skills, excellent presentation skills, ability to articulate aspects of services and products, knowledge of how to develop client-focused differentiated and achievable solutions, and understanding on how to position products against competitors

• The RSD will maintain a strong relationship with select key customers or KOL’s throughout their Region to ensure the information and resources provided are adapting to market dynamics and customer need

• RSD will incorporate coaching, regular feedback and assist in the career development activities for their teams

Business Acumen: Supply chain and distribution acumen, payer knowledge and market access and territory and business planning.

• The RSD will ensure the execution of Account and Territory Call Plans. They will implement national sales and marketing strategies on a regional level that maximize opportunities based on specific local/territory differences

• The RSD will keep the Therapeutic Sales Lead and key stakeholders apprised of local market shifts and trends and will adjust local strategies, resources, and tactics to maximize the opportunities or mitigate the threats resulting from these shifts

• The RSD and their team will offer value propositions beyond basic product detailing by providing tailored messages that incorporate customer segmentation

• RSD will be responsible for running the business by analyzing territory and regional data, creating regional/local tactical plans, and communicating regional SWOT insights to their affected stakeholders

• Regular field rides with team members and frequent communication are required

Skills/Qualifications/Education: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, education, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• RSD must possess in-depth knowledge of the medical industry (Biologics/Biotech, Pharmaceutical, and Hospital Industry)

• Candidate must have at least a bachelor’s degree (Life Sciences, Pharmacy, Business or Healthcare preferred); Prefer advanced degree (MBA or similar)

• 6+ years in healthcare sales and/or management

• 3+ years leading a Hospital or Institutional selling team

• Proven track record of hiring, developing, and retaining sales representatives

• Managed sales teams seeking to influence a new standard-of-care and protocols within a complex selling environment a plus (P&T Committees, Influencers, Buyers, Decision Makers, etc…)

• Understanding of Pharmacy purchasing decisions and their relationship to a Health System, GPO and Distribution partner

• Relationships with Anesthesiology, Pharmacy, Blood Bank, Trauma, Labor & Delivery, Critical Care or Cardiovascular a plus

• Utilization of CRM & Data Analytics tools to make decisions (Salesforce.com, Viva, PowerBI, Qlik, etc…)

• Have a broad base of experience from previous positions

• Demonstrate previous leadership examples

• It is expected that the Regional Sales Director will live within close proximity to a major airport within the region

• Overnight travel is required

• Weekend travel may rarely be required

Work is performed in an office and/or a laboratory/manufacturing environment. Exposure to biological fluids with potential exposure to infectious organisms. Exposure to electrical office equipment. Personal protective equipment required such as protective eyewear, garments and gloves. Frequently sits for 6-8 hours per day. Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists. Occasionally walks. Occasionally bends and twists neck. Light to moderate lifting and carrying objects with a maximum lift of 25lbs. Frequently drives to site locations, frequently travels within the United States. Able to communicate complex information and ideas so others will understand; with the ability to listen to and understand information and ideas presented through spoken words and sentences. Frequently interacts with others, relates sensitive information to diverse groups. Ability to apply abstract principles to solve complex conceptual issues. Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.

EEO Minorities/Females/Veterans

Third Party Agency and Recruiter Notice:

Agencies that present a candidate to Grifols must have an active, nonexpired, Grifols Agency Master Services Agreement with the Grifols Talent Acquisition Department. Additionally, agencies may only submit candidates to positions that they have been engaged to work on by a Grifols Recruiter. All resumes must be sent to a Grifols Recruiter under these terms or they will be considered a Grifols candidate.

Grifols provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other characteristic or status protected by law. We will consider for employment all qualified Applicants in a manner consistent with the requirements of applicable state and local laws.

Learn more about Grifols (https://www.grifols.com/en/what-we-do)

Req ID: 526628

Type: Regular Full-Time

Job Category: Sales/Sales Operations