Long-Term Care (LTC) Sales Account Manager - Washington DC

Long-Term Care Sales Account Manager

The Long-Term Care (LTC) Sales Account Manager is responsible for establishing access and generating demand in targeted LTC settings, including but not limited to Skilled Nursing Facilities, Nursing Homes, and LTC Pharmacies within an assigned territory. This role involves identifying and developing strategic business relationships with key decision makers and influencers (e.g. prescribing HCPs, Consultant Pharmacists, LTC Facility Medical Directors, LTC Pharmacy Directors, Directors of Nursing, Nursing Staff, Administration), understanding their needs and educating targets on clinical value and appropriate use of our product(s) to generate demand. This role will also be responsible for establishing and maintaining relationships with LTC affiliated provider association, advocacy groups and professional service providers.

This role will cover the Washington DC territory.

Responsibilities

• Establish clinical understanding, access and sales demand within LTC sector (i.e, LTC Facilities and LTC Pharmacies) for target accounts.
• Effectively and consistently call on LTC facilities and affiliated business entities daily through one-on-one meetings and presentations, professional education programs and other appropriate means, targeting HCPs (MDs/NPs), Medical Directors, Administrators, DONs, consultant pharmacists, and pharmacy directors to educate on clinical profile, access process, and appropriate utilization.
• Responsible for executing and tracking a high level of call and field productivity; expected to meet and exceed expectations for target number of account and customer calls per day.
• Analyze territory information and insights to develop and execute effective target mapping, account plans, optimize routing, and maximize field resources to achieve results.
• Establish professional relationships and maintain an effective communication network with the customer at multiple levels, including HCPs (MDs/NPs), Medical Directors, Administrators, DONs, consultant pharmacists, and pharmacy directors.
• Develop and implement sales strategies to achieve sales targets and expand access and utilization.
• Execute brand sales strategies to ensure a consistent company marketing message.
• Manage and grow existing accounts within the long-term care sector.
• Partner with reimbursement and market access team to proactively address patient access issues.
• Perform Company business in accordance with all regulations (i.e., PDMA/Sample), Company policy and procedures. Demonstrates high ethical and professional standards at all times.
• Maintain comprehensive call documentation, access barriers, and response metrics in Veeva CRM.
• Responsible for accurately reporting field activities, territory expenses and submitting written reports as necessary by the deadline set forth and defined by Shionogi management.
• Maintain accurate records of sales activities, customer interactions, and market feedback.
• Identify and communicate field issues, opportunities and competitive activities through appropriate organizational venues. Escalate emerging trends in utilization gaps, drop-offs, or prescriber feedback.
• Collaborate with Regional Account Management, Market Access, Medical Affairs, and Marketing on all needs and opportunities, customer touch points, and changes.
• Represent the company at LTC-focused medical/pharmacy association events.
• Create opportunities for product education while enhancing Shionogi's image and commitment to medicine, working directly with local/regional thought leaders and professional societies.
• Appropriately manage and maintain all company equipment and promotional materials (company literature, computer, etc.) according to necessary company guidelines.
• Actively pursue continuous learning and professional development on efficient sales, communication, managed care and product knowledge training.
• Attend all company-sponsored meetings as directed by company management (POAs, National Meetings, National/Regional Conventions, etc.). In-person attendance may be required according to most current company policy.
• Maintain a deep understanding of the company's products, industry trends, and competitor activities.
• Provide exceptional customer service and support to ensure customer satisfaction and loyalty.

Minimum Job Requirements

Qualifications

• Bachelor's Degree (BA or BS) preferred
• Candidates must meet one of the following experience profiles:
• LTC Sales Experience
• Minimum of five (5) years of sales experience in the pharmaceutical or healthcare industry, including experience selling into long-term care settings.
• LTC Account Management Experience
• Minimum of three (3) years of pharmaceutical sales experience, with the most recent experience in a Long-Term Care (LTC) Account Manager or similar LTC-focused account management role.
• Long-Term Care (LTC) Clinical Experience
• Minimum of three (3) to five (5) years of clinically focused experience in a long-term care setting. Relevant experience may include, but is not limited to, LTC administration, care planning, resident assessment, medication management, and/or consulting pharmacist responsibilities.
• Experience calling on skilled nursing facilities (SNF), assisted living facilities (ALF), LTC pharmacies, or consultant pharmacist networks.
• Experience selling in a complex reimbursement and access environment highly preferred.
• In-depth understanding of the pharmaceutical industry, product launch strategies, and long-term care market and practices including pharmaceutical product review highly preferred.
• Experience in building rapport and relationships within the long-term setting in order to expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals.
• Ability to understand and navigate long-term care systems in order to gain access to key decision makers.
• Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools.
• Business to business experience and/or ability to demonstrate strong influencing skills.
• Documented record of demand generation, performance and achievement in Long Term Care
• Successful long-term care launch experience is required.

Competencies

• Excellent oral, presentation and written communication skills.
• Strong clinical acumen with the ability to communicate clinical data in order to demonstrate competence and communication of a high-level scientific product.
• Strong organizational, interpersonal and listening skills.
• Thrives in an ever-changing environment.
• Ability to work independently and collaborate internally as a team member to deliver results.
• Proactive; can do approach, takes ownership of situations.
• Demonstrated self-starter, highly motivated, problem-solving skills.
• Digital competence; ability to deliver presentations digitally using iPad.
• Proficient in MS Office Suite; Word, PowerPoint, Excel and Outlook.
• Tact, diplomacy, and a high level of professionalism are essential.

Other Requirements

• Complete full onboarding curriculum including clinical modules, CRM documentation, and fair balance call standards.
• Pass live call certification and mock objections during ride-along training.
• Attend refresher meetings on disease-state updates, HUB workflows, and patient retention strategy.
• Significant field travel (approximately 80%).
• Driving in a safe manner to required meetings and appointments.
• Valid driver's license with a clean driving record and ability to pass a complete background check.
• Must have valid licenses and credentialing required to conduct business in assigned territory.
• Ability to drive or fly to target accounts, customers, meetings and conventions.
• Some overnight and/or weekend travel may be required.

Essential Physical and Mental Requirements

• Ability to articulate clearly and conduct verbal presentations with large and small audiences.
• Ability to travel via automobile and/or airplane.
• Ability to view video display terminal images < 18" away from face for extended period of time up to four (4) hours at a time.
• Ability to operate a computer keyboard and telephone.
• Ability to sit for extended periods of time up to four (4) hours at a time.
• Ability to lift, tug, pull up to fifteen (15) pounds.

Additional Information

The base salary range for this full-time, field-based position is $125,000-$175,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, vehicle allowance, bonus, long-term incentive,