Director, Strategic Accounts – Long Term Care Pharmacy

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee the engagement of MHA's premier Long-Term Care pharmacy accounts

• Foster member retention, expand the portfolio, and drive sustainable sales and revenue growth

• Identify and actively pursue opportunities for upselling and cross-selling

• Negotiate and finalize high-value contracts and complex agreements

• Create and implement sales, account, business, and budget strategies

• Act as the primary liaison for strategic clients and senior stakeholders

• Establish and nurture trusted relationships with C-suite and executive leadership

• Conduct quarterly Member Business Reviews, providing actionable insights

• Monitor and evaluate account performance, delivering executive reporting and recommendations

• Leverage AI-driven tools, analytics, and process enhancements to improve account insights and optimize workflows

• Lead and collaborate with account managers, sales teams, and cross-functional groups

• Coordinate with trade relations, operations, finance, legal, product development, technology, manufacturers, and wholesalers

• Stay informed about industry trends, competitor activities, and market dynamics

• Relay market insights to product and marketing teams

• Organize and facilitate educational and training sessions for the LTC Pharmacy Sales team

• Adhere to company policies, legal standards, and governance/compliance frameworks

• Report any policy violations and assist in remediation initiatives

⛳️ Requirements

• Bachelor's degree (BA/BS) is required, ideally in business

• 8-10 years of experience in sales and sales management

• 2-3 years of direct sales experience focusing on large, major national accounts

• Proven experience managing an outside sales team, preferably in the Specialty Care, Long-Term healthcare, pharmaceutical, or medical products sectors

• Capability to manage a high volume of activities under diverse conditions and constraints

• Demonstrated ability to manage and increase revenue for large, strategic accounts

• Strong analytical and strategic thought leadership abilities

• Excellent written, verbal, and interpersonal communication skills

• Proficient in building and leading teams while fostering consensus across cross-functional teams

• Results-oriented with a knack for providing direction and fostering innovation

• Solid proficiency with Microsoft Office and client-server/web-based applications

• Skilled in negotiating complex agreements and influencing C-suite and senior executive stakeholders

• Familiarity with AI-driven tools, analytics, automation, or process improvement techniques

• Strong skills in revenue management, analytics, strategy, communication, interpersonal relations, and technical proficiency

• Willingness to travel up to 50%

🏝️ Benefits

• Comprehensive medical, dental, vision, and prescription plans with FSA/HSA options

• Teledoc access

• Fitness reimbursement

• Commuter benefit plan

• Employee Assistance Program (EAP)

• Paid vacation

• Day off for birthdays and a floating holiday

• Paid parental leave

• 401K with a matching program

• Employee Stock Purchase Plan

• Life insurance coverage

• Short-term and long-term disability insurance

• Access to financial and legal advisors

• Discounts on perks and benefits

• Tuition reimbursement

• E-learning opportunities

• Continuous team training sessions

• Paid volunteer time off

• Donation matching program

• Reasonable accommodations for individuals with disabilities

• Flexible remote work arrangements