Grifols Shared Services North America, Inc Regional Sales Director Northwest Hospital in Spokane, Washington
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.
Regional Sales Director
Grifols has been a leader in the healthcare industry since 1940 by creating innovative products and services based on the values of ethics, quality and responsibility. Grifols' activities focus on fulfilling the needs of its patients as well as healthcare professionals working in therapeutics, pharmacy, diagnostics and blood banking. Grifols develops, manufactures and markets products designed to improve human health. Grifols manufactures plasma-derived biopharmaceutical products of proven efficacy, quality and safety. For more information, please visit our website: http://www.grifols.com
The Regional Sales Director (RSD) is a key member of the Area Business Unit (ABU) and will lead a team of customer-facing sales professionals to deliver sales goals and customer satisfaction in a multi-channel space. They will partner with the Area Business Director (ABD) and Market Development Director (MDD) 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, targeting segmentation and behaviors to apply to regional planning and execution and will have the ability to change course and modify business strategies or plans as needed. They will model highly effective interpersonal skills that foster employee and customer loyalty. The RSD will have an in-depth knowledge and curiosity of key regional customers (i.e., specialty pharmacies, hospitals, accounts) and market dynamics (i.e. GPOs, distribution channels) to ensure optimal delivery of sales goals and customer satisfaction. They will identify and communicate external trends or factors with potential local/regional/area impact and provide strategic insights to proactively capitalize on opportunities as well as address challenges to shape the region for growth.
Their key areas of focus will be in 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, regional and ecosystem 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, influencing and selling skills .
Responsible for managing the business within a specific geographical area covering one or more states through a team of Sales professionals. They 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 Ethics, Compliance and Core Values. The RSD will foster a culture of customer and patient centricity amongst their team.
Serve as an emotionally-intelligent, trusted advisor to respective ASD, engage sales team, embrace a performance and business owner mindset that incorporates the technology and soft skills necessary to engage with customers in an ever-evolving healthcare environment and digital world.
Exhibit leadership responsibilities that will involve brand, account, operational and financial implications (EBIT). Expected to meet or exceed financial objectives to meet company’s forecast.
Be fiscally responsible for monthly, quarterly and annual operating expenses (OPEX) within their region.
Manage point-lead responsibilities as assigned for teams or advisory groups on brands, incentive compensation, targeting or others.
Ensure adherence to Company and Industry ethics and compliance standards.
Embrace and incorporate Career Pathways language, develop SSR talent plans for promotion readiness in the areas of sales performance, Grifols Core Values, Leadership Behaviors, Career Pathways, and provide feedback and observations. Focus on skill development, leadership development, therapeutic development, special projects, and others.
Stakeholder-Customer Engagement: Empower internal stakeholder relationships, communication, presentation skills, customer-centricity and relationship building.
Customer base across the region includes (but is not limited to) Health Care Providers, Pharmacists, Nurses, infusion suite personnel and others in a variety of settings including (but not limited to) hospitals, physician practices, infusion suites, Specialty Pharmacies and Patient Advocacy Groups.
Incorporate the Grifols sales model in coaching and offer regular feedback to team members. Evaluate how the sales teams evolve to engage their HCPs via different modes of communication.
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, excellent listening, negotiation and 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.
Engage and collaborate with internal stakeholders in support of customers, including (but not limited to) Area Business Director, Director of Sales Effectiveness, Market Development Director, respective Medical, Brand Marketing and Managed Markets counterparts, Legal, Compliance, Commercial Operations & Development.
Business Acumen: Supply chain and distribution acumen, payer knowledge, market access and territory and business planning.
Translate National/Area sales and marketing strategies to Regional plans of action. Maximize opportunities based on specific local/territories differences. Ensure the execution of Physician/Account and Territory Call Plans.
Provide the ASD, MDD and key stakeholder with local customer insights, market shifts and trends. Adjust local strategies, resources and tactics to maximize the opportunities or mitigate the threats resulting from these shifts.
Offer value propositions beyond basic product detailing by providing tailored messages that incorporate customer segmentation.
Responsible for running the business by analyzing territory and regional data and creating regional/local tactical plans as needed and communicating regional SWOT insights to their ASD, MDD and affected stakeholders. Regular field rides with team members and frequent communication are required.
Demonstrate clinical, business, financial and customer knowledge related to specific therapeutic area of responsibility and respective team.
Leadership competencies Our values highlight our identity as a Company, that is, the way we are. These values are translated into competencies, that is to say, behaviors in the job position. For a detailed description of the GrifolsMap competencies.
Empower: Delegates tasks and encourages autonomy, helping people to take ownership in their function. Enable: Invests in the professional growth of others, creating a culture of development. Envision: Shares goals and long term plans with the team, providing a sense of purpose. Execute: Acts as a role model and inspires excellence in execution.
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.
Possess in-depth knowledge of the medical industry (Pharmaceutical, Biologics/Biotech , Medical Devices, Specialty Pharmacy, Home Health, Managed Care, and/or Hospital Industry)
Candidate must have at least Bachelor’s Degree (Life Sciences, Pharmacy or Healthcare preferred); Prefer advanced degree (MBA or similar)
Requires at least 6 years in healthcare sales and/or management
Prefer at least 2 years in management; If no management experience, must be able to show participation in management training/development
Display consistent above average performance
Display at least an “achieves” level of the competencies required in the position
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 and Weekend travel is required.
Grifols GPS values and competencies:
Mastery: Constantly improves and seeks excellence in his/ her role and area of expertise.
Ownership: Takes ownership within his/her area of responsibility and Grifols broader business.
Communication: Listens actively and communicates in a positive way that creates trusting partnerships.
Collaborative Teamwork: Works in collaborative and inclusive way with others, putting team goals and organizational priorities first.
Results Driven: Works towards goals and high quality results using resources wisely.
Innovation: Develops new ideas in order to simplify and improve business processes and products.
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.
Req ID: 274070