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 product 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

Summary

The Grifols Bioscience National Account Director is responsible for meeting or exceeding ex-factory sales objectives. The NAD facilitates all aspects of the delivery channel, including Distributors, Group Purchasing Organizations (GPOs), Specialty Pharmacy/Home health organizations, and select health systems. The NAD negotiates contracts with all of the aforementioned entities in order to meet/exceed sales revenue and profitability goals. As compared to NAM, NAD manage multiple large complex top-tier Fortune 100 enterprise level accounts, building relationships across all key stakeholders and Grifols leadership identifying opportunities for future mutual growth.

Primary customer contacts include C-Suite Leadership, VP and Senior Supply Chain Directors, NVP of Sales, Procurement and Reimbursement directors. The NAD also plays a key role in achieving pull thru goals to meet or exceed targets as well as maintain proper balance of inventory across all key channel partners.

Primary responsibilities for role:

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  Ensures Grifols meets/exceeds budget objectives for the product portfolio by managing financial responsibilities encompassing contracts and portfolio pull-through for each assigned national account.

• Negotiates mutually beneficial corporate contracts for assigned national accounts to maximize business opportunities including entire Grifols Portfolio. Manages distribution to end users and tracks the impact of contracts to overall profitability of Grifols Products.

• Independently manages accounts and contracts for compliance and performance. Negotiates revised terms and conditions via amendments keeping Grifols needs in the forefront.

• Leads in development and delivery of quarterly business reviews to all target accounts/channel partners.

• Has well established partnerships within key accounts, seen as a trusted advisor and industry export with key decision makers

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  Collaborates as a customer and industry export with Grifols internal teams (product management, finance, legal, etc.) leading implementation and execution of multiple resources to ensure managed accounts meet sales goals and business plan objectives.

• Acts as a resource to the field sales organization by proactively monitoring contract compliance to ensure Grifols market share and volume goals are met. Collaborates with sales colleagues on contract pull-through for all assigned business units

• Proactively develops strategic business plans for assigned accounts gaining mutual long-term success.

• Plan will include, but not limited to comprehensive account profile/executive summary, business strategies, financial models, key result areas, competitive intelligence, current resources being utilized, account scorecard, and follow up/action steps to ensure compliance and coordination/procurement of available resources. Scorecard, follow up/ action steps to ensure compliance and coordination/procurement of available resources.

• Coordinates and participates in Senior Management customer interactions as needed.

• Strategically identifies and proposes new potential growth opportunities for Grifols and/or customers while building support from relevant stakeholders

• Provides marketplace insight to Sales management, Operations and other internal groups on key issues of national importance
• Performs detailed business analysis to assess profitability and desirability of potential customers before entering into contractual relationships in order to protect Grifols corporate interests and future profitability.

• Contributes to and helps foster a dynamic team and company culture

• Mentors/trains others within individual teams, mentorship program, or cross-functional work groups, including new rep training on Grifols Managed Markets

• Independently leads projects and selected to actively participate in various work group committees

• Models highly effective interpersonal skills that foster customer loyalty and strong sustained relationships. Provides innovative and customer-centric solutions that lead to high customer satisfaction levels.

Skills/Qualifications/Education Requirements: (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).

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  Bachelor's degree in health related science or related field. MBA preferred.

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  Typically requires a minimum of 10-12 years of related experience, at least 2 of which are in direct account management and includes working with Group Purchasing Organizations, Specialty Pharmacies, and Distributors for a pharmaceutical or biotechnology company.

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  Demonstrates successful contracting and negotiating skills with IHNs, Distributors, Wholesalers, Home Healthcare & Specialty Pharmacies and Group Purchasing Organizations.

• Demonstrates consistent high functioning account management and pull through expertise. Proven record of high ethical values and health care compliance.

• Ability to travel up to 60% of the time.

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  Expert knowledge of sales tracking, sales analysis and profitability analysis. In depth knowledge and understanding of health care industry.

• Excellent strategic, analytical, sales, training and platform presentation skills.

• Excellent organization and communication skills.

• Ability to strategically problem solve and influence/ persuade others to meet goals and objectives.

• Proficient in MS Office (Excel/Pivot Tables, PowerPoint, Word), Adobe, Microsoft Teams

Work is performed in an office environment with exposure to electrical office equipment. Frequently sits for 4-6 hours per day. Repetitive hand movement of one hand with the ability to make fast, simple, repeated 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.

Compensation:

The estimated pay scale for the National Accounts Director role based remotley is $180,000- $230,000 per year. Additionally, the position is eligible to participate in the company’s sales incentive plan currently with a $65,000.00 uncapped commission target. 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!

EEO Females/Minorities

Location: NORTH AMERICA : USA : NC-Durham || NORTH AMERICA : USA : NC-Fayetteville || NORTH AMERICA : USA : NC-RTP || NORTH AMERICA : USA : NC-Raleigh:USHOME - Home Address

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