Territory Sales Manager

Territory Sales Manager

Lakeshore Pharmacy is an independent retail pharmacy located in Parsippany, NJ. We aspire to be a premier retail pharmacy that seamlessly integrates speed and quality in pharmaceutical services, envisioning a healthier community where every individual receives their required medications promptly and experiences unparalleled care and support.

As the Territory Sales Manager (TSM), you will be the face of Lakeshore Pharmacy in your assigned region (NJ), driving revenue growth by promoting our pharmacy services to long-term care, behavioral health facilities, clinics, doctor's offices and additional healthcare providers. You will build and maintain relationships with clinical and administrative decision-makers in group homes, assisted living centers, detox and addiction treatment facilities, psychiatric partial care programs, and more. A key component of the role involves managing the medication prior authorization process — working with prescribers, insurance, and our internal operations to ensure smooth onboarding and ongoing service.

Key responsibilities include:

• Business Development & Sales
• Identify, prospect, and develop new business opportunities in long-term care and behavioral health facilities across the territory.
• Present and demonstrate the value proposition of Lakeshore's services to facility leadership, clinicians, and decision-makers.
• Build and maintain strong relationships with existing clients to expand service adoption (e.g., encouraging transitions, upsells, renewals).
• Collaborate with internal teams (operations, pharmacy, clinical) to develop tailored proposals, transition plans, and implementation strategies.
• Prior Authorization & Clinical Coordination
• Lead coordination between providers (prescribers), insurance companies, and Lakeshore's pharmacy/clinical team to facilitate medication prior authorizations.
• Act as a liaison to streamline the prior authorization process and ensure timely approvals, minimizing delays in patient care.
• Educate prescribers and facility staff on prior authorization requirements, cost-containment strategies, and alternative therapies when appropriate.
• Work with the internal pharmacy team to ensure proper documentation, eMAR coordination, and ongoing compliance.
• Account Management & Client Success
• Serve as the primary point of contact for your facilities; anticipate needs, address concerns, and ensure high satisfaction.
• Monitor key performance metrics (e.g., refill rates, prior auth turnaround, service adoption) and proactively recommend improvements.
• Schedule regular check-ins, site visits, and business reviews with clients.
• Facilitate seamless transitions for facilities switching to Lakeshore, working with the operations team to develop custom implementation plans.
• Market Intelligence & Strategy
• Track market trends, regulatory changes, competitive landscape, and payer dynamics in your territory.
• Provide insights and feedback to leadership to shape sales strategies, marketing initiatives, and service development.
• Attend industry conferences, networking events, and facility tours to increase Lakeshore's visibility.
• Administrative & Reporting Duties
• Maintain a CRM with up-to-date pipeline, forecast, and activity records.
• Report on sales performance, territory growth, prior auth metrics, and client satisfaction.
• Develop territory plans and quarterly business reviews.
• Travel
• Regular travel within territory to meet with facilities, prescribers, and clients.

Qualifications/requirements include:

• Bachelor's degree preferred (Business, Healthcare, Life Sciences, or relevant field)
• Proven sales experience (ideally 3+ years), preferably in healthcare, pharmacy, or long-term care/behavioral health
• Experience working with long-term care, behavioral health, or specialty pharmacy is a strong plus
• Excellent communication, negotiation, and presentation skills
• Strong organizational skills, ability to manage multiple accounts and priorities
• Self-motivated, goal-oriented, and comfortable working in a fast-growing, dynamic environment
• Ability to travel frequently within territory
• Proficiency in Microsoft Office, CRM systems, CoverMyMeds, and experience with reporting and forecasting
• Valid driver's license and reliable transportation

Compensation & benefits include:

• Competitive base salary
• Commission / performance-based bonus structure
• Travel stipend and reimbursement for business travel
• Health, dental, and vision insurance
• 401(k) plan with employer match
• Paid time off (PTO), including vacation, sick leave, and holidays
• Supportive, mission-driven culture focused on improving care for vulnerable populations

Why join Lakeshore Pharmacy?

Meaningful Impact: You'll help bring high-quality medication services to underserved populations like individuals with developmental disabilities, those in behavioral health facilities, and addiction recovery programs.

Growth Opportunity: As a growing pharmacy in a niche market, there's room for advancement and leadership.

Collaborative Team: Work cross-functionally with pharmacy operations, clinical staff, and leadership committed to delivering quality care. Compensation: $55,000.00 - $70,000.00 per year

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.