Regional Manager, Hospital Division (Grifols USA)

 Grifols USA

 

Region Sales Manager, Hospital Division

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. For more than 60 years, Grifols has developed, manufactured and marketed product designed to improve human health. At its Los Angeles facility, Grifols manufactures plasma derived biopharmaceutical products of proven efficacy, quality and safety. We invest in professional development and in training our staff because they are a key factor in our growth. The Grifols family of companies, including Grifols Inc., Grifols USA, Grifols Biologicals, Biomat USA and Plasma Collection Center, Inc. For more information, please visit our website: http://www.grifolsusa.com/.  

Grifols USA founded in 2000, consists of two divisions: Bioscience, located in Los Angeles, and Diagnostic, located in Miami. Corporate Marketing and Sales and Distribution of Finished products are two of the main functions of this company. This company has an immediate opening for a Region Manager, Hospital Division offering an excellent benefits package, including medical, dental, vision, 401(K) plan, life insurance, educational assistance, and generous paid time off.

 

Job Responsibilities:

 

Under general direction of the General Manager, executes the Hospital Division Sales Plan.  Responsible for all aspects of the sales process related to Hospital Division products within the region.  Works with Bioscience Division and Diagnostic Divisions as required. Supports marketing activities (prospecting, pipeline maintenance, trade shows) and tracks all activities for management.  Requires technical knowledge of products and pertinent regulatory requirements and pharmacy standards.  Possess a substantial familiarity with the industry and with Grifols products.

 Executes on sales goals to ensure business unit objectives are met.Provides detailed product and sales analysis relative to Hospital Division portfolio.Identify, qualify, and prioritize sales targets.  Track and report all key sales initiatives: prospecting, pipeline maintenance, territory analysis, sales forecasting.Create and continuously refine sales tools.  Determine what information is needed by the sales force and customers to effectively sell the products and services (i.e. technical letters, etc)Thorough knowledge of all aspects of the Hospital Division products and services.Support marketing activities: trade shows, maintaining up-to-date knowledge of competitors.Support implementation activities and continuously improve implementation materials/ manual.Interacts with customers’ pharmacy administrative representatives and leadership to ensure successful outcome of the sale.  Capable of C-suite presentations and positioning Grifols products.Provides detailed reports and presentations as needed to communicate our assessment results, recommendations and implementation plans.Must be able t and willing to travel 40-70%.


Skills/Qualifications:Bachelor degree in science or healthcare field.  Advanced degree desirable.Minimum 5 years demonstrated success in selling a concept sell and devices to hospitals.  Start-up experience preferred.  Requires pharmacy knowledge specific to the areas of IV compounding, hospital pharmacy practice and / or home care pharmacy practice for minimum of 3-5 years.Requires three years or more of sales experience.  Pharmacy market & IV compounding market preferred.Exceptional project management skills, including the ability to effectively deploy resources and manage multiple projects of various diverse scopes.Demonstrated high-level of selling skills.Ability to communicate effectively both orally and in writing.Good analytical, conceptual and problem solving skills to evaluate business problems and apply knowledge to identify appropriate solutions.Solid teamwork and interpersonal skills.Strong presentation skills; ability to present and discuss strategies and technical information in a manner that establishes rapport, persuades others, and gains understanding.Understanding of sales process for capital equipment device/ disposable/ software sale.Sales process familiarity: prospecting, lead management, qualifying leads, proposing, negotiating and closing deals.Understanding of role of IDNs, GPOs and national accounts (homecare) in sales process and awareness of customer perception.Understand target customer behavior, how product is used and regulatory/ reimbursement influences (i.e. USP, NIOSH)Understand elements impacting the development and implementation of sales strategy (e.g. targeted geographic focus in resource constrained environment).Knowledge of PowerPoint, Excel, and Microsoft Office required. Must possess a track record of successfully working with hospital formularies, selling to specialty physicians and university hospitals, achieving or exceeding sales goals, establishing business relationships with corporate customers and participation with patient and non-profit organizations.