Territory Sales Manager

Job Description

Job Description

Benefits:

• Travel Stipend
• 401(k) matching
• Bonus based on performance
• Health insurance
• Paid time off
• Training & development

Job Title : Territory Sales Manager
Location : Headquarters – Parsippany, NJ ( | 299 Parsippany Road Parsippany NJ 07054 )
Reports To : District Leader & Owner
Employment Type : Full-Time
Work Location: In-person within limited territory.

Company Overview
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.

Role Summary
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

• 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

• 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

• 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.