Sales Account Manager – Long-Term Care

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

📋 Description

• Develop a comprehensive understanding of clinical needs, access, and sales demand within the long-term care (LTC) sector, specifically targeting LTC facilities and pharmacies.

• Consistently engage with LTC facilities and associated business entities daily through direct meetings, presentations, professional education initiatives, and other suitable methods, focusing on healthcare professionals (HCPs) such as MDs/NPs, Medical Directors, Administrators, Directors of Nursing (DONs), consultant pharmacists, and pharmacy directors to inform them about clinical profiles, access processes, and optimal utilization.

• Accountable for implementing and monitoring a substantial level of call and field productivity; expected to meet and surpass goals for the targeted number of account and customer interactions each day.

• Analyze territory data and insights to design and execute effective target mapping and account strategies, optimize routes, and maximize field resources to drive results.

• Build professional relationships and maintain effective communication networks with customers at various levels, including HCPs, Medical Directors, Administrators, DONs, consultant pharmacists, and pharmacy directors.

• Create and execute sales strategies aimed at achieving sales goals and enhancing access and utilization.

• Implement brand sales strategies to guarantee a cohesive company marketing message.

• Manage and expand existing accounts within the long-term care sector.

• Collaborate with the reimbursement and market access teams to proactively tackle patient access challenges.

• Conduct company business in compliance with all regulations (e.g., PDMA/Sample), as well as company policies and procedures.

• Maintain thorough documentation of calls, access barriers, and response metrics within Veeva CRM.

• Responsible for accurately reporting field activities, territory expenditures, and submitting written reports as required by deadlines set by Shionogi management.

⛳️ Requirements

• Preferred Bachelor’s Degree (BA or BS).

• At least five (5) years of sales experience in the pharmaceutical or healthcare industry, including experience in long-term care environments.

• Minimum of three (3) years of pharmaceutical sales experience, with the most recent role being in Long-Term Care (LTC) Account Management or a similar position focused on LTC.

• Three (3) to five (5) years of clinically focused experience in a long-term care setting.

• Relevant experience may encompass LTC administration, care planning, resident assessments, medication management, and/or consulting pharmacist duties.

• Experience calling on skilled nursing facilities (SNF), assisted living facilities (ALF), LTC pharmacies, or networks of consultant pharmacists.

• Experience in a complex reimbursement and access environment is highly desirable.

• Strong understanding of the pharmaceutical industry, product launch strategies, and long-term care market practices, including pharmaceutical product reviews, is preferred.

• Proven ability to build rapport and relationships within the long-term care setting to enhance awareness and utilization of products, making a significant impact on healthcare professionals.

• Ability to comprehend and navigate long-term care systems to connect with key decision-makers.

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

• Business-to-business experience and/or demonstrated strong influencing skills.

• Proven track record of demand generation, performance, and achievements in Long-Term Care.

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

🏝️ Benefits

• None specified