Long-Term Care Sales Account Manager

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

📋 Description

• Develop a thorough understanding of clinical needs, access, and sales demand within long-term care facilities and pharmacies.

• Engage with LTC facilities and their affiliates daily through meetings, presentations, professional education programs, and other suitable methods.

• Provide education to healthcare professionals, including medical directors, administrators, directors of nursing, consultant pharmacists, and pharmacy directors regarding clinical profiles, access processes, and proper utilization.

• Implement and monitor call and field productivity, meeting or surpassing account and customer call objectives.

• Analyze territory data to create target mapping, account strategies, routing, and field-resource optimization.

• Establish and nurture professional relationships with customers at various levels.

• Formulate and execute sales strategies to reach targets while increasing access and utilization.

• Implement brand sales strategies alongside consistent company marketing messaging.

• Oversee and expand existing long-term care accounts.

• Collaborate with reimbursement and market access teams to resolve patient access challenges.

• Conduct business in compliance with regulations, company policies, and established procedures.

• Maintain documentation of calls, access barriers, response metrics, sales activities, customer interactions, and market feedback within Veeva CRM.

• Report field activities, territory expenses, and written summaries by management deadlines.

• Identify and relay field issues, opportunities, competitive actions, utilization gaps, drop-offs, and prescriber feedback.

• Work together with Regional Account Management, Market Access, Medical Affairs, and Marketing teams.

• Represent the company at medical and pharmacy association events related to long-term care.

• Develop product education opportunities and collaborate with local and regional thought leaders and professional societies.

• Manage company equipment and promotional materials in accordance with company guidelines.

• Commit to continuous learning and professional growth in sales, communication, managed care, and product knowledge.

• Attend company-sponsored meetings, national conferences, conventions, and other events as directed.

• Stay informed about company products, industry trends, and competitor activities.

• Provide customer service and support to ensure satisfaction and loyalty.

⛳️ Requirements

• Bachelor’s Degree (BA or BS) is preferred.

• One of the following experience profiles: a minimum of five (5) years in pharmaceutical or healthcare sales, including long-term care sales; or at least three (3) years of pharmaceutical sales experience with recent LTC Account Manager or similar experience; or three (3) to five (5) years of clinically focused long-term care experience.

• Experience in engaging with skilled nursing facilities, assisted living facilities, LTC pharmacies, or consultant pharmacist networks.

• Sales experience in a complex reimbursement and access setting is highly preferred.

• A deep understanding of the pharmaceutical industry, product launch strategies, and long-term care market practices is highly preferred.

• Proven ability to build rapport and relationships within long-term care environments.

• Capability to navigate long-term care systems and access key decision-makers.

• Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools.

• Business-to-business experience and/or strong influencing abilities are essential.

• Documented history of demand generation, performance, and success in long-term care.

• Successful experience in launching products within long-term care is required.

• Exceptional oral, presentation, and written communication skills.

• Strong clinical acumen with the capability to convey clinical data and high-level scientific product information effectively.

• Excellent organizational, interpersonal, and listening abilities.

• Ability to work independently while also collaborating with internal teams.

• Self-motivated, proactive, and possessing effective problem-solving skills.

• Digital competence, including the ability to deliver presentations using an iPad.

• Proficient in Microsoft Office Suite, including Word, PowerPoint, Excel, and Outlook.

• Completion of comprehensive onboarding curriculum, clinical modules, CRM documentation, and adherence to fair balance call standards.

• Successfully pass live call certification and mock objections during ride-along training.

• Participate in refresher meetings on disease-state updates, HUB workflows, and patient retention strategies.

• Willingness to undertake significant field travel, approximately 80%.

• Possession of a valid driver’s license with a clean driving record and ability to pass a thorough background check.

• Required valid licenses and credentialing to conduct business within the assigned territory.

• Capability to travel by automobile or airplane to target accounts, customers, meetings, and conventions.

• Some overnight and/or weekend travel may be necessary.

• Ability to deliver verbal presentations, travel by car and/or airplane, operate computer and telephone equipment, sit for extended durations, and lift, tug, or pull up to 15 pounds.

🏝️ Benefits

• Comprehensive benefits package.

• Applicable allowances.

• Bonus opportunities.

• Long-term incentive plans.

• Company-provided equipment and promotional materials.

• Opportunities for continuous learning and professional development.

• Attendance at company-sponsored meetings, conventions, and training sessions.

• Reasonable accommodations for qualified individuals with disabilities or disabled veterans.