Summary: 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 that is responsible for the sales growth and maintenance of assigned Regional Integrated Delivery Network (IDN) accounts.
Primary responsibilities for role:- Under moderate direction and with own initiative, the Regional IDN Specialist (RIS) is responsible for establishing, developing and maintaining 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 team and internal staff developing plan for regional target growth forecasts. The Regional IDN Specialist (RIS) will lead sales process with focus on short-term profitable sales strategies within assigned regional accounts and provide feedback of market needs for future marketing strategies
- 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 company established programs 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. Promoting company initiatives of cost containment and payment for value-add services to improve revenue, profitability and reduce risk in contract negotiations.
- Scheduling quarterly and annual business review meetings to uncover customer needs, expand customer commitment and anticipate future opportunities for extended commitment. (and determine how Grifols can be successful meeting and exceeding expectations and customer needs-remove)
- 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 multi-location 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 work well within a team and drive agenda without authority
- Demonstrated ability to develop on-going 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
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 ensure 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 internal business partners and (with all levels of the organization and key diagnostic partners-remove) key opinion leaders within region.
- Resourceful and able to work in a collaborative team environment with minimal supervision * Contract negotiation skills
* Proficient in Sales Force CRM
EducationBachelor's degree, MBA preferred; Healthcare/Diagnostics/Laboratory
ExperienceMinimum of 6+ years' Regional IDN management experience and/or a combination of 6 years of IH Lab Experience and relevant education.
EquivalencyDepending 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.
Occupational Demand: 40% Travel
Pay Scale
The estimated pay scale for
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. 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.
Location: NORTH AMERICA : USA : NY-New York City || NORTH AMERICA : USA : NJ-Atlantic City || NORTH AMERICA : USA : NJ-Camden || NORTH AMERICA : USA : NJ-Cherry Hill || NORTH AMERICA : USA : NJ-Freehold || NORTH AMERICA : USA : NJ-New Brunswick || NORTH AMERICA : USA : NJ-Newark || NORTH AMERICA : USA : NJ-Toms River || NORTH AMERICA : USA : NJ-Trenton || NORTH AMERICA : USA : NY-Albany || NORTH AMERICA : USA : NY-Binghamton || NORTH AMERICA : USA : NY-Buffalo || NORTH AMERICA : USA : NY-Long Island || NORTH AMERICA : USA : NY-Manhattan || NORTH AMERICA : USA : NY-Manhattan & Lower Hudson Valley || NORTH AMERICA : USA : NY-Melville || NORTH AMERICA : USA : NY-Rochester || NORTH AMERICA : USA : NY-Syracuse:USHOME - Home Address USLearn more about Grifols
