Grifols Shared Services North America, Inc Strategic Account Manager - Northeast in New Brunswick, New Jersey
For more than 75 years, Grifols has worked to improve the health and well-being of people around the world. We are a global healthcare company that produces essential plasma-derived medicines for patients and provides hospitals and healthcare professionals with the tools, information and services they need to deliver expert medical care.
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 75 years, Grifols has developed, manufactured and marketed 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 company is organized into the following divisions:
Bioscience- The bioscience division discovers, develops, and produces plasma-derived protein therapies to treat patients who have rare, life-threatening diseases such as immune deficiencies, hemophilia, and genetic emphysema. This division is divided into four specialty areas – Immunology /Neurology, Coagulation, Pulmonary, and Intensive Care.
Hospital- The hospital division supplies a wide range of solutions for hospital pharmacies, supporting the designing and building of clean rooms, clinical and operational software, and medical devices. These products are divided into three specialties – IV Therapy, Hospital Logistics, and Medical Devices.”
Diagnostics- The diagnostic division offers a comprehensive portfolio of transfusion medicine solutions as well as a growing product portfolio of specialized clinical diagnostics. The products span the healthcare continuum – from prevention, screening, diagnosis, and prognosis to disease and treatment monitoring.
In this rapidly evolving healthcare environment that is increasingly focused on cost, patient outcomes and customer satisfaction, Grifols is committed to growing our capability to engage with integrated health systems/ integrated delivery networks (IHSs/IDNs). This US based team will allow Grifols to grow our ONE Grifols strategic efforts focused on the unique needs of integrated health systems and increase customer equity for Grifols with this quickly evolving customer type. Each highly effective Strategic Account Manager (SAM) will manage key Grifols IHS/IDN accounts in a designated area, with a customer centric approach. The strategic account management team will work to develop, execute, and measure highly complex customer solutions that are aimed at decreasing the cost of care, increasing patient satisfaction and improving overall outcomes. The SAMs primary focus will be on development and execution of strategic partnerships with their target IHS accounts, however they will also execute and manage any direct IDN/IHS level Bioscience contracts with their targets. This individual must understand the complexities of contracting with integrated health systems (integrated delivery networks), discover their strategic needs, provide and define value within this customer segment, and possess a vast knowledge of a rapidly changing market . They will directly represent Grifols Bioscience products and serve as links to Grifols Hospital and Diagnostics team members. By focusing on customer needs and objectives, Grifols will benefit when company solutions match the need. They must work in close concert with the field sales teams, especially their aligned Area Sales Directors, and Hospital and Diagnostics regional counterparts, to communicate and coordinate account activity and progress. They must also work closely with any National Account Managers and Corporate Account Managers on shared or coordinated contracts and accounts. The SAMs will report into the Sr. Director, Strategic Accounts.
Job responsibilities include but are not limited to the following:
Manages key list of strategic account customers (IHS/IDNs), focused on development and execution of strategic partnerships through effective and excellent problem solving, critical and conceptual thinking, information seeking, communication, collaboration, project management, business analysis and innovative thinking. Must also manage some transactional/contract business at system levels as needed.
Develops and works with measurable and actionable business plans that provide strategic direction and ensure team alignment with other Grifols stakeholders, including from Bioscience, Hospital and Diagnostics, to gain mutual long-term success for the customer and for Grifols.
Collaborates with Grifols internal team (product management, finance, legal, etc.) to lead coordination of resources to ensure managed accounts meet business plan objectives and strategic and sales goals.
Ensures streamlined and consistent communication with all Grifols stakeholders of the Strategic Accounts, including Bioscience, Diagnostics and Hospital.
Provides marketplace insight to SAM colleagues, Sr. Director, SA, managed markets and sales management, product management, operations and other internal groups on key issues of strategic importance.
Performs detailed business analysis as needed to assess profitability and desirability of potential customers before entering into contractual relationships in order to protect Grifols corporate interests and future profitability.
Negotiates mutually-beneficial agreements for assigned accounts to maximize business opportunities, ensures distribution to end users and tracks performance to ensure access to Grifols products for patients.
Ensures Grifols meets/exceeds sales objectives on the entire product portfolio by managing financial responsibilities and portfolio pull-through for each account whose contract they manage. Pull through is managed through effective collaboration with the sales team in their area.
Works closely with the field sales team, in particular with the Area Sales Directors, to ensure Grifols market share and volume goals are met.
Improves field sales force ability to represent and sell by communicating the dynamics and insights of local Strategic Accounts, the selling environment, economic influences, and all other known dynamics that impact Grifols business.
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)
Bachelor's degree in health-related science (pharmacy, nursing, allied health), health care administration, business, marketing, or the equivalent. Account management background preferred but not required. Advanced degree preferred.
Requires minimum of 8 years of outstanding performance and related experience working with large IDNs/hospitals, Distributors, Specialty Pharmacies/Home Infusion Companies, and/or payers for a pharmaceutical, biotechnology or managed care customer type company (GPO, distributor, SP, etc.)
Demonstrates a strategic and consultative account management approach that emphasizes understanding customer needs and matching solutions to fulfill those needs (information seeking). Shows a highly collaborative style and history (impact and influence).
Demonstrates the confidence and ability to work with and ensure support and communication with multiple internal stakeholders, in Managed Markets, Sales, Marketing, Hospital and Diagnostics, with a specific focus to defining business requirements with the ASDs. Equal responsibility to access, communicate with and influence executive/ C suite level external customers.
Strong ability for conceptual thinking and information seeking, while also demonstrating knowledge of sales tracking, sales analysis and profitability analysis. In depth knowledge and understanding of health care industry is needed.
Proven professional and impeccable track record throughout their career, with comfort in fast paced and ambiguous, rapidly changing environments.
Demonstrates competency in the following areas to best ensure a strategic approach: problem solving, conceptual thinking, information seeking, collaboration to involve internal resources as needed, strong and long term relationship building, communication, business acumen, influencing, innovation to synthesize information and identify opportunities, project management to organize efforts and ensure completion of strategic/ action plans.
Location and Travel
Position is field based, in various selective geographic areas of the country, with heavy travel expected.
The majority of work is performed in the field requiring the ability to travel up to 60-70% of the time. The other 30-40% will be most likely in an office environment with exposure to electrical office equipment. In this environment one would be required to sit for 4-6 hours per day. Frequent hand movement of one hand with the ability to make fast, simple, movements of the fingers, hands, and wrists. Frequently walks. Occasionally bends and twists neck. Light to moderate lifting and carrying objects with a maximum lift of 35lbs. frequently drives to site locations and 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. Plans work assignments to meet objectives.
EEO Minorities/Females/ Veterans
Learn more about Grifols
Req ID: 79917
Type: Regular Full-Time
Job Category: Sales/Sales Operations
Grifols Shared Services North America, Inc
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