LTC Sales Account Manager
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Job Description
LTC Sales Account Manager responsible for establishing access and generating demand in long-term care settings. Building strategic relationships with healthcare providers in Miami, FL.
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.
Requirements:
- Bachelor’s Degree (BA or BS) or equivalent work experience required.
- Minimum of five (5) years of sales experience in the pharmaceutical or healthcare industry with experience selling in long-term care required OR a Minimum of three (3) years of sales experience in the pharmaceutical industry with the most recent experience in an LTC Account Management role required.
- Experience calling on SNFs, ALFs, LTC pharmacies, or consultant pharmacist networks.
- Experience selling in a complex reimbursement and access environment.
- In-depth understanding of the pharmaceutical industry, product launch strategies, and long-term care market and practices including pharmaceutical product review.
- Experience in building rapport and relationships within the long-term setting in order 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 a required.
Benefits:
- EEO Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans.
- All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law.
- It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.
- 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, or any additional compensation that may be associated with this role.
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