Territory Sales Representative - Long-Term Care (LTC)

Territory Sales Representative – Long-Term Care (LTC)

Location : Miami, Florida

Role type : Field-based, territory assigned

Travel : Extensive within territory

Position Summary

The Territory Sales Representative – LTC is responsible for driving product utilization and expanding access to the company’s branded pharmaceutical portfolio within long-term care environments. This role blends direct clinical engagement with strategic account management and requires consistent in-person presence at LTC pharmacy partners, care facilities and provider offices where appropriate.

Key Responsibilities

1. Territory Planning & Execution

• Implement territory business plans to achieve sales goals across skilled nursing facilities, assisted living centres, memory care units, and LTC pharmacy partners.
• Deliver disease-state and product education aligned with approved promotional materials.
• Maintain a robust call cycle and face-to-face engagement schedule.

1. Stakeholder Engagement

• Build relationships with LTC stakeholders:
• Medical Directors
• Directors of Nursing
• Consultant Pharmacists
• HCPs including Nurse Practitioners / Physician Assistants
• Purchase Managers, Administrators and Facility Leaders
• Present clinical value, resident outcomes, and workflow benefits to clinical and administrative decision makers.

1. Account Development & Pull-Through

• Support formulary wins and conversions through coordination with LTC pharmacy providers and distribution partners.
• Assist with therapy onboarding, medication supply management, and resident-level transition of care.
• Conduct or organize in-services, lunch-and-learns, and LTC staff education sessions.

1. Market Intelligence

• Monitor competitive activity, resident care trends, census fluctuations, and CMS quality metrics that impact utilization.
• Share insights with management to refine commercial strategy.

1. Cross-Functional Collaboration

• Partner with Market Access, Marketing, Distribution and Medical Affairs to resolve access barriers and support clinical inquiries as well as build coverage depth in larger LTC or IDN chains.

1. Compliance & Documentation

• Maintain disciplined CRM documentation with updated customer information and lead follow-up
• Operate in full compliance with FDA promotional rules, PhRMA Code, Medicaid/Medicare guidelines, and company SOPs.

Required Qualifications

• Up to 3 years of pharmaceutical, medical device, healthcare, or institutional sales experience.
• Demonstrable success in cold calling, territory coverage, or B2B account development.
• Strong interpersonal skills and the ability to present confidently to clinical audiences.
• Valid U.S. driver’s license and willingness to travel extensively within territory and to conferences per business requirements.
• Experience selling into LTC, senior care, or institutional healthcare settings is desirable.
• Understanding of LTC pharmacy dispensing models, Medicare Part D & Medicaid, GPOs, payer authorization processes, and formulary dynamics is desirable

Key Competencies

Territory Ownership : Ability to prioritize accounts, plan routes, and manage time effectively.

Clinical Communication : Capable of simplifying medical concepts while remaining compliant.

Influence & Negotiation : Persuasive with both clinical staff and administrative buyers.

Resilience & Self-Motivation : Thrives in a high-autonomy, relationship-driven environment.

Problem Solving : Handles access barriers, distribution issues, and product onboarding challenges.

Performance Metrics

• Territory sales vs. budget
• New account / facility penetration and utilization growth
• Pull-through effectiveness with LTC pharmacies and providers
• Frequency and quality of on-site engagements
• CRM accuracy and consistent execution of territory plans

Job Type : Full-time

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Work Location: On the road