[Hiring] Regional IDN Specialist @GRIFOLS, S.A.

Role Description

The Regional IDN Specialist (RIS) reports to the Area Business Director. In this role, the Regional IDN Specialist is a senior sales career advancement position responsible for the sales growth and maintenance of assigned Regional Integrated Delivery Network (IDN) accounts.

• Establish, develop, and maintain key business relationships at all levels within assigned Regional IDN accounts.
• Grow Grifols revenue share of the assigned IDN total annual spend in large, regional, and complex IDN customers.
• Work with the Area Sales Director, Corporate Account Team, Head of NA BTS Sales, and regional sales team to develop plans for regional target growth forecasts.
• Lead sales process with a focus on short-term profitable sales strategies within assigned regional accounts.
• Provide feedback on market needs for future marketing strategies.
• Help the Area Business Director coach the Area Sales Team.
• Accountable for achieving monthly, quarterly, and annual sales goals for assigned Regional IDN customers.
• Effectively launch new products and company-established programs designed to drive value in each assigned Regional IDN customer.
• Maximize sales revenue while minimizing costs to increase return on investment for each assigned Regional IDN customer.
• Promote company initiatives of cost containment and payment for value-add services to improve revenue, profitability, and reduce risk in contract negotiations.
• Schedule quarterly and annual business review meetings to uncover customer needs, expand customer commitment, and anticipate future opportunities.
• Work closely with the Area Business Director, Corporate Account Team, and sales reps to identify opportunities and move them successfully through the sales process.

Qualifications

• Successful experience contracting a multi-location standardization agreement.
• Proven successful track record working with and managing a regional IDN.
• Proven successful experience responding to and negotiating an RFP for a regional IDN.
• Ability to work well within a team and drive agenda without authority.
• Demonstrated ability to develop ongoing professional relationships with Key Opinion Leaders and Executives.
• Strong organizational skills with proven time management 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.

Requirements

• Manage assigned Regional IDN Accounts Relationships and Business.
• Identify 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.
• Lead without direct authority the IH sales team to successfully drive and grow assigned IDN business.
• Conduct periodic business reviews and ensure successful IDN compliance to agreement.

Education

• Bachelor's degree, MBA preferred; Healthcare/Diagnostics/Laboratory.

Experience

• Minimum of 6+ years’ Regional IDN management experience and/or a combination of 6 years of IH Lab Experience and relevant education.

Occupational Demand

• 40% Travel.

Pay Scale

The estimated pay scale for the Regional IDN Specialist role based on the East Coast of the Continental US is $122,957 to $153,697 per year. Additionally, the position is eligible to participate in the company’s sales incentive plan currently with a $50,000.00 uncapped commission target.

Benefits

• Medical, Dental, Vision.
• PTO.
• Up to 5% 401(K) match.
• Tuition reimbursement.