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East Regional IDN Manager

Job Location: Fresno, CA

Company Name: Grifols

Date Posted: 2019-05-23

Valid Through: 2019-06-02

Employment Type: FULL_TIME

Estimated Salary:

Job ID: 675893428

Description:

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.

Headquartered in Barcelona, Spain, Grifols has over 20.000 employees in 30 countries. Grifols’ three main divisions - Bioscience, Diagnostic and Hospital - develop, manufacture and market innovative products and services available in more than 100 countries.

A leader in transfusion medicine, the Diagnostic Division is a global business focused on providing innovative solutions to help ensure the safety of the blood and plasma supply, detect human diseases and monitor therapies. The division advances patient care with diagnostic solutions to improve disease detection and management, and simplify laboratory operations.

The Regional IDN Manager (RIM) reports to the Area Business Director. In this role the Regional IDN Manager is a regional sales leadership position that is responsible for the management of assigned Regional Integrated Delivery Network (IDN) accounts.

Primary responsibilities for role:
Under minimal direction and with own initiative, the Regional IDN Manager (RIM) is responsible for establishing, developing and managing key business relationships at all levels within assigned Regional IDN accounts.
Growing Grifols revenue share of the assigned IDN total annual spend in these large, regional and complex IDN customers.
Work with the Area Sales Director, Corporate Account Team, Head of NA BTS Sales, the regional sales teams and internal staff developing comprehensive business strategy for the Regional IDN Accounts. They will oversee the development and execution of Regional IDN long and short term sales and marketing strategies and programs. This includes taking control of the sales process to develop successful strategies to win and grow the business.
As a regional sales leader, help the Area Business Director coach the Area Sales Team.
Accountable for achieving monthly, quarterly and annual sales goals for their assigned Regional IDN customers.
Effectively launching new products and customizing programs and product offerings designed specifically to drive value in each assigned Regional IDN customer.
For the P&L analysis by customer; maximizing sales revenue, while minimizing cost, to increase return on investment for each assigned Regional IDN customer.
Assigned IDN’s overall financial performance. The revenue growth, profitability, contract negotiation and compliance.
Scheduling quarterly and annual business review meetings to uncover customer needs and determine how Grifols can be successful meeting and exceeding expectations and customer needs
Contribute to the sales team’s knowledge base through hands-on mentoring, training, participation in regional calls/meetings
Collaborate with senior executives, contracting department, key individuals and supervisors to facilitate best practices.
Work closely with the Area Business Director, Corporate Account Team and the sales reps to identify opportunities and move them successfully through the sales process
Skills Required:
Successful experience contracting a system wide IDN standardization agreement.
Proven successful track record working with and managing a regional IDN.
Proven successful experience responding to and negotiating a RFP for a regional IDN
Ability to lead a team without authority driving specific IDN strategies
Demonstrated ability to develop on-going professional relationships with Key Opinion Leaders and Executives
Strong organizational skills with proven time management skills.
Strong leadership skills
Strong business acumen and financial analysis skills are a must.
Ability to work independently and creatively.
Ability to work proficiently and effectively with Word, Excel, PowerPoint and SalesForce.
Excellent communication skills including verbal and written.
Excellent and professional presentation skills
Additional Responsibilities:
Manage assigned Regional IDN Accounts Relationships and Business
Identify the key people and understand their needs and decision timeline
Close new business, maintain and grow Grifols market share of the assigned IDN IH and BGG annual spend
Regional leadership
Lead without direct authority the IH sales team to successfully drive and grow assigned IDN business
Conduct periodic business reviews and insure successful IDN compliance to agreement
Knowledge, Skills, and Abilities:
Demonstrated knowledge of IDN account management
Excellent oral and written skills communication
Demonstrate high level of organizational, communication, and leadership skills to effectively interface with all levels of the organization and key diagnostic partners.
Resourceful and able to work in a collaborative team environment with minimal supervision
Contract negotiation skills
Trained in Miller Heiman
Education:

B.S. in life sciences, business, finance, legal or marketing, MBA preferred; Healthcare/Diagnostics/Laboratory

Experience:

Minimum of 5 years’ sales territory/account management experience. Must have successfully closed an IDN. Regional IDN management experience a plus.

Equivalency:

Depending on the area of assignment, directly related experience or a combination of directly related education and experience and/or competencies may be considered in place of the stated requirements. Example: If a job level requires a Bachelor’s degree plus 4 years of experience, an equivalency could include 8 years of experience, an Associate’s degree with 6 years of experience, or a Master’s degree with 2 years of experience.

Occupational Demands:

40% Travel

EEO Minorities/Females/Disability/Veterans

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