Commercial General Manager Long Term Care and Behavioral Health

Job Description

Job Description:\n\nCommercial General Manager – Long-Term Care & Behavioral Health Pharmacy | Southeast GA / Northeast FLLocation: Southeast Georgia / Northeast Florida Employment Type: Full-Time Work Location: Field-Based / In-Person Within Assigned Territory Reports To: Executive LeadershipCompany OverviewWe are a growing long-term care and behavioral health pharmacy organization focused on delivering high-touch pharmacy services to healthcare facilities and vulnerable patient populations.We serve a diverse range of care settings, including assisted living facilities, behavioral health organizations, serious mental illness (SMI) programs, PACT programs, detoxification and residential treatment centers, partial care programs, intensive outpatient programs (IOP), psychiatric outpatient programs, group homes, IDD organizations, and other residential and community-based healthcare providers.Our model is built around responsive service, personalized medication management, customized medication packaging, clinical coordination, prior authorization support, and strong relationships with the facilities, providers, and patients we serve.We are expanding our presence throughout Southeast Georgia and Northeast Florida and are seeking a highly motivated Commercial General Manager to lead the commercial development and growth of this market.Role SummaryThe Commercial General Manager will serve as the commercial leader for our Southeast Georgia and Northeast Florida market.This is significantly broader than a traditional sales position. The Commercial General Manager will have end-to-end ownership of the commercial lifecycle — from identifying and closing new business, through implementation and onboarding, to ongoing account management,retention, prior authorization management, and expansion.This individual will serve as a primary commercial representative of the organization within the market and will work closely with pharmacy leadership and the pharmacy operations team to ensure that commercial growth is supported by appropriate operational capacity and excellent execution.The successful candidate will be equally comfortable prospecting for a new facility, presenting to an executive team, coordinating a complex pharmacy transition, resolving an account issue, managing a prior authorization workflow, and working internally with the pharmacy team to prepare for upcoming growth.This is an entrepreneurial, hands-on leadership position for someone who wants to build andmanage a market rather than simply manage a sales territory.Key ResponsibilitiesBusiness Development & Market Growth● Own new business development throughout Southeast Georgia and Northeast Florida.● Identify, prospect, and develop new opportunities across assisted living, behavioral health, serious mental illness (SMI), PACT, detoxification, residential treatment, partial care, intensive outpatient (IOP), psychiatric outpatient, IDD, group home, and other residential and community-based healthcare organizations.● Build relationships with facility owners, executives, administrators, directors of nursing, clinical leadership, prescribers, psychiatrists, case managers, program directors, and other key decision-makers.● Conduct regular in-person prospecting, facility visits, presentations, networking, and relationship-building activities.● Develop a strong pipeline of prospective accounts and move opportunities from initial introduction through contract execution.● Develop customized proposals and solutions based on the clinical and operational needs of prospective clients.● Negotiate and help close new pharmacy service agreements.● Develop referral relationships with healthcare professionals, community organizations, providers, and other strategic partners.● Meet or exceed established growth, revenue, patient, and facility acquisition goals.New Account Implementation & OnboardingThe Commercial General Manager will remain actively involved after a contract is signed and willown the commercial side of implementation through successful launch.● Lead implementation planning for new facilities and programs.● Serve as the primary commercial liaison between the new client, pharmacy operations,clinical teams, billing, technology partners, and executive leadership.● Coordinate patient census information, medication profiles, prescriber information,insurance information, medication administration records, packaging requirements, delivery requirements, and other onboarding needs.● Establish implementation timelines, responsibilities, and launch dates.● Coordinate with the pharmacy team to ensure adequate staffing, inventory, packaging, delivery, technology, and operational capacity prior to onboarding new beds and patients.● Proactively communicate upcoming growth and expected volume to pharmacy leadership.● Identify operational risks before launch and coordinate solutions.● Ensure new accounts receive a smooth transition from their existing pharmacy provider.● Remain closely involved during the initial post-launch period to ensure serviceexpectations are being met.Commercial & Operational Capacity PlanningThe Commercial General Manager will serve as a critical connection between commercial growth and pharmacy operations.● Maintain visibility into the commercial pipeline and communicate expected new business to pharmacy leadership.● Translate the sales pipeline into anticipated patient counts, bed counts, prescription volume, launch dates, and operational requirements.● Work closely with pharmacy leadership to assess staffing, pharmacist coverage, technician capacity, packaging capacity, delivery capacity, inventory, technology, and other resources required to support upcoming growth.● Participate in capacity and implementation planning before committing to major launch timelines.● Help prioritize onboarding schedules when multiple new accounts are launching simultaneously.● Ensure commercial commitments made to clients are operationally achievable.● Escalate potential capacity constraints or service risks before they impact clients.Account Management, Retention & ExpansionThe Commercial General Manager will maintain ownership of the commercial client relationship after implementation.● Serve as a senior relationship contact for facilities and programs throughout the territory.● Conduct regular client check-ins, facility visits, and account reviews.● Develop strong relationships with facility leadership, nursing teams, clinical teams, prescribers, and other stakeholders.● Proactively identify service issues and coordinate with pharmacy operations to resolve them.● Monitor client satisfaction and identify potential retention risks.● Take ownership of commercial issues through resolution rather than simply escalatingproblems.● Identify opportunities to expand pharmacy services within existing organizations.● Develop referrals and introductions from satisfied clients.● Maintain accountability for account retention and long-term relationship development.Prior Authorization ManagementPrior authorization management is an important component of our service model, particularly within behavioral health and serious mental illness populations.The Commercial General Manager will have responsibility for ensuring the end-to-end prior authorization workflow is functioning effectively for accounts within the market.● Oversee the PA process from identification of a prior authorization requirement through submission, follow-up, approval, denial management, and escalation.● Coordinate with pharmacy staff, prescriber offices, facilities, insurance plans, and other stakeholders to obtain required information and clinical documentation.● Ensure prior authorizations are submitted and followed up on in a timely manner.● Track outstanding prior authorizations and identify cases requiring escalation.● Coordinate appeals and additional documentation when appropriate.● Maintain visibility into PA turnaround times, outstanding cases, approvals, denials, and operational bottlenecks.● Ensure facilities and prescribers receive appropriate communication regarding PA status.● Work with pharmacy leadership to continuously improve the PA workflow and eliminate avoidable delays in therapy.The Commercial General Manager does not necessarily need to personally process every prior authorization; however, this individual owns the outcome and is accountable for ensuringthe workflow operates effectively from beginning to end.Market Leadership & Strategy● Serve as the organization's primary commercial leader within Southeast Georgia and Northeast Florida.● Develop a deep understanding of the local long-term care, behavioral health, SMI, addiction treatment, IDD, and residential healthcare landscape.● Identify high-potential organizations, prescriber groups, referral sources, and strategic relationships.● Develop and execute territory-specific growth plans.● Monitor competitive activity and provide market intelligence to executive leadership.● Represent the organization at industry conferences, association meetings, networking events, facility events, and community healthcare functions.● Identify emerging opportunities and make recommendations to leadership regardingmarket expansion.● Operate with an ownership mentality and serve as a trusted representative of theorganization within the market.Commercial Management & Reporting● Maintain accurate CRM records for prospects, accounts, opportunities, and sales activities.● Maintain an organized and actionable commercial pipeline.● Provide regular forecasts and market updates to executive leadership.● Track prospecting activity, meetings, proposals, contracts, implementation dates, new beds/patients, retention, and other key performance indicators.● Maintain visibility into upcoming implementations and their anticipated operational impact.● Conduct regular commercial reviews with executive leadership.● Develop market-level plans and recommendations based on performance andopportunities.What Success Looks LikeSuccess in this position is not measured solely by contracts signed.The Commercial General Manager will be accountable for the entire commercial lifecycle:Prospect → Develop Relationship → Present Solution → Close → Implement → Operationalize → Manage → Retain → ExpandA successful Commercial General Manager will:● Consistently generate and close new business.● Build a strong local reputation and referral network.● Successfully onboard new facilities and patients.● Ensure pharmacy operations have sufficient visibility and capacity to support growth.● Maintain an effective prior authorization workflow.● Develop strong, lasting client relationships.● Resolve issues quickly and take ownership of outcomes.● Maintain strong client retention.● Expand existing relationships and generate referrals.● Function as the commercial leader for the Southeast Georgia and Northeast Floridamarket.Qualifications● Bachelor's degree preferred in Business, Healthcare, Life Sciences, Marketing,Pharmacy, or a related field.● 5+ years of successful healthcare sales, business development, accountmanagement, operations, or commercial leadership experience preferred.● Experience in pharmacy, long-term care, behavioral health, serious mental illness, addiction treatment, senior living, IDD, healthcare services, or a related sector strongly preferred.● Existing relationships within the Southeast Georgia or Northeast Florida healthcare community are a significant plus.● Demonstrated ability to prospect, build relationships, develop a pipeline, negotiate, and close new business.● Experience implementing or onboarding new healthcare accounts strongly preferred.● Ability to understand healthcare operations and translate commercial growth into operational requirements.● Familiarity with pharmacy prior authorizations, insurance processes, or medication access strongly preferred.● Excellent interpersonal, communication, negotiation, and presentation skills.● Comfortable communicating with owners, executives, administrators, clinical leadership, nurses, prescribers, psychiatrists, case managers, and frontline staff.● Highly self-motivated with the ability to operate independently and take ownership of outcomes.● Strong organizational and project-management skills.● Ability to manage multiple prospects, implementations, and existing accounts simultaneously.● Entrepreneurial mindset with a strong sense of personal accountability.● Ability to identify problems, develop solutions, and drive execution across multiple teams.● Proficiency with Microsoft Office and CRM systems.● Valid driver's license and reliable transportation.● Ability to travel regularly throughout Southeast Georgia and Northeast Florida.TravelThis is a field-based leadership position requiring regular travel throughout Southeast Georgia and Northeast Florida.The Commercial General Manager should expect to spend significant time meeting prospective clients, visiting existing accounts, supporting implementations, developing relationships,attending industry events, and representing the organization throughout the market.Compensation & Benefits● Competitive base salary● Meaningful performance-based incentive / commission structure● Travel stipend and reimbursement for approved business travel● Health, dental, and vision insurance● 401(k) plan with employer match● Paid time off, including vacation, sick leave, and holidays● Training and ongoing executive support● Significant opportunity for advancement as the organization expands throughout theSoutheastWhy Join Us?Build a Market: This is an opportunity to help build and lead a growing healthcare market, not simply inherit an established sales territory.End-to-End Ownership: You will have meaningful responsibility across sales, implementation, client management, prior authorization management, operational coordination, and market development.Entrepreneurial Environment: We are looking for someone who thinks like an operator and owner — someone who identifies what needs to be done and drives it to completion.Direct Access to Executive Leadership: Work directly with senior leadership to shape market strategy, evaluate opportunities, and execute growth initiatives.Meaningful Impact: Help healthcare organizations improve medication access, medication management, and pharmacy service for vulnerable patient populations.Career Growth: As the organization expands throughout the Southeast, a successful Commercial General Manager will be positioned to take on increasing leadership responsibilityacross a larger geography and organization.Interested or have questions? Contact Zein: View email address on us.fitly.work