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.
About the Role:
The KAM will play a vital role in the successful launch of a new Bleeding Management product within the Grifols Biopharma portfolio. The KAM will develop and execute Account plans for a specified "Account List" of Health Systems designed to increase the adoption and utilization of the Grifols Bleeding Management product portfolio. The KAM's primary responsibility will be to ensure the Grifols Bleeding Management products are available when requested by Physicians for use during appropriate procedures within specified Health Systems. The KAM will be responsible to coordinate and communicate the sales activities on a regular cadence with key Grifols Stakeholders across multiple departments and functions including Territory Sales Representatives, Regional Sales Directors, Managed Markets, the Product Brand Team and other necessary stakeholders. The KAM will report directly to the Regional Sales Director with responsibility for their specific geographic alignment.
The KAM Role will execute the following:
KAM Customer Related Responsibilities and Activities
Cultivate a network of Grifols Bleeding Management Product advocates that are key members of the decision-making process within a targeted Health System which may include various Heads of Department, KOL's and Key Decision Makers / Influencers both inside and outside of the P&T Committee
Understand who the P&T Members are within a Health System and build a relationship with those individuals
Understand and engage with the specific process required for product approval and availability for use during appropriate surgical procedures within each targeted account
Collaborate with Regional Sales Directors and their team of Specialty Sales Representatives to develop physician influencer champions to submit and approve P&T requests to add product to formulary
To drive the pull-through of prioritized Grifols Bleeding Management products, the KAM should develop KOL champions to drive a new standard-of-care and protocol changes within targeted health systems
Possess an understanding of the purchase landscape, and how each targeted Grifols Bleeding Management Product fits within the Health System's existing purchase structure (i.e. Distributor, GPO, Contract Status, Consignment, etc...)
Develop and execute a Strategic Account Plan for each targeted customer through collaboration with all Grifols stakeholders
Understand the entire book of Biopharma business Grifols may have within a Health System, and appropriately and strategically leverage existing Grifols relationships
Collaborate and engage the National Accounts team when any contracting needs/opportunities arise. The KAM would be available to provide any necessary support to the responsible National Account Manager (NAM) in the execution of the contracting process
Understand when to engage the HEOR Team to connect them with the customer as appropriate
Possess an understanding of the Managed Care landscape and when to utilize necessary internal resources to assist the customer (i.e. Director of Reimbursement, Payer Team, etc...)
Compliantly engage and interact with the MSL Team should a need arise
KAM Resources Utilization
Maintain updated and accurate CRM Data
Build an Account focused Business Strategy in alignment with corporate strategies and goals utilizing available data resources
Lead and coordinate the Account Strategy and Tactics utilizing all resources available including the collaboration of the Regional Sales Directors, their Territory Sales Team and relevant stakeholders
Provide Key Account Management insights to Sales Leadership and appropriate internal stakeholders to assist in customer strategy development and resource needs
Utilization of all available educational resources to develop knowledge about products and disease states while also utilizing these resources where appropriate to drive awareness with the customer
Follow Grifols Compliance Guidelines for management and use of Corporate T&E Expense Card.
Product Portfolio Knowledge
Clearly articulate the feature and benefit of key Bleeding Management products and understand the "Why" behind their importance to the customer
Possess an understanding of all products in the Grifols Bleeding Management product portfolio and articulate the value proposition of each brand to appropriate customer contacts
Due to the nature of coordinating Grifols Bleeding Management sales activity within a Hospital or Health System where other Grifols products are sold, it is important to have familiarity with other products within the Grifols portfolio (Gamunex, Albutein, HyperRAB, Xembify and Prolastin), and then understand who and when to engage the key Grifols stakeholders to assist the customer should a request for assistance be made that is beyond the scope of the Bleeding Management product portfolio
Qualifications
6 years of Sales Experience in Biologics or Pharmaceuticals with 3+ years selling in the Hospital / Institutional Environment
2+ years in a Health System "Account Management" Role
Existing relationships with health system decision makers, P&T committee members, health system director level within pharmacy, purchasing or supply chain
Previous experience influencing standard-of-care or protocol changes within institutional / health system environments a bonus
History of formulary wins within large hospital systems within the geography
Understanding of the GPO, Health System & Distribution channel and their relation to a health system's decision making and product approval process
History of collaboration across sales & cross-functional teams to drive account specific strategy
A history of consistently meeting or exceeding sales goals
The estimated pay scale for the Key Account Manager East role is $160,000 to $180,000 per year. Additionally, the position is eligible to participate in the company's bonus incentive program. We offer a wide variety of benefits including, but not limited to: Medical, Dental, Vision, PTO, up to 5% 401(K) match and tuition reimbursement. Final compensation packages will ultimately depend on education, experience, skillset, knowledge, where the role is performed, internal equity and market data. We are committed to offering our employees opportunities for professional growth and career progression. Grifols is a global healthcare organization with employees in 30 countries focused on patient health and providing impactful results. Since our humble beginnings in 1909, Grifols has been a family company that prides itself on its family-like culture. Our company has more than tripled over the last 10 years, and you can grow with us!
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; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability. We will consider for employment all qualified applicants in a manner consistent with the requirements of all applicable laws.
Learn more about Grifols (https://www.grifols.com/en/what-we-do)
Req ID: 527932
Type: Regular Full-Time
Job Category: Sales/Sales Operations