Commercial General Manager Long Term Care and Behavioral Health

We are a growing long-term care and behavioral health pharmacy organization focused on delivering high-touch pharmacy services to healthcare facilities and vulnerable patient populations. We serve a diverse range of care settings, including assisted living facilities, behavioral health organizations, serious mental illness (SMI) programs, PACT programs, detoxification and residential treatment centers, partial care programs, intensive outpatient programs (IOP), psychiatric outpatient programs, group homes, IDD organizations, and other residential and community-based healthcare providers.

About the role

The Commercial General Manager will serve as the commercial leader for our Southeast Georgia and Northeast Florida market. This role is significantly broader than a traditional sales position, encompassing end-to-end ownership of the commercial lifecycle—from identifying and closing new business to implementation, onboarding, ongoing account management, retention, prior authorization management, and expansion. The successful candidate will be equally comfortable prospecting for new facilities, presenting to executive teams, coordinating complex pharmacy transitions, resolving account issues, managing prior authorization workflows, and collaborating with internal pharmacy teams to prepare for growth. This is an entrepreneurial, hands-on leadership position for someone who wants to build and manage a market rather than simply manage a sales territory.

Responsibilities

• Business Development & Market Growth
  • Own new business development throughout Southeast Georgia and Northeast Florida.
  • Identify, prospect, and develop opportunities across assisted living, behavioral health, SMI, PACT, detoxification, residential treatment, partial care, IOP, psychiatric outpatient, IDD, group homes, and other residential/community-based healthcare organizations.
  • Build relationships with facility owners, executives, administrators, directors of nursing, clinical leadership, prescribers, psychiatrists, case managers, program directors, and other key decision-makers.
  • Conduct in-person prospecting, facility visits, presentations, networking, and relationship-building activities.
  • Develop and maintain a strong pipeline of prospective accounts, moving opportunities from introduction to contract execution.
  • Create customized proposals and solutions based on clinical and operational needs of prospective clients.
  • Negotiate and close new pharmacy service agreements.
  • Develop referral relationships with healthcare professionals, community organizations, providers, and strategic partners.
  • Meet or exceed growth, revenue, patient, and facility acquisition goals.
• New Account Implementation & Onboarding
  • Lead implementation planning for new facilities and programs, remaining actively involved post-contract signing.
  • Serve as the primary commercial liaison between new clients, pharmacy operations, clinical teams, billing, technology partners, and executive leadership.
  • Coordinate patient census, medication profiles, prescriber information, insurance details, medication administration records, packaging requirements, and delivery needs.
  • Establish implementation timelines, responsibilities, and launch dates.
  • Ensure pharmacy team has adequate staffing, inventory, packaging, delivery, and technology capacity prior to onboarding.
  • Proactively communicate upcoming growth and expected volume to pharmacy leadership.
  • Identify operational risks before launch and coordinate solutions.
  • Ensure smooth transitions from existing pharmacy providers and monitor post-launch service expectations.
• Commercial & Operational Capacity Planning
  • Maintain visibility into the commercial pipeline and communicate expected new business to pharmacy leadership.
  • Translate sales pipeline into anticipated patient counts, bed counts, prescription volume, launch dates, and operational requirements.
  • Collaborate with pharmacy leadership to assess staffing, pharmacist coverage, technician capacity, packaging, delivery, inventory, and technology needs.
  • Participate in capacity and implementation planning before committing to major launch timelines.
  • Help prioritize onboarding schedules for multiple new accounts.
  • Ensure commercial commitments are operationally achievable.
  • Escalate potential capacity constraints or service risks before they impact clients.
• Account Management, Retention & Expansion
  • Serve as a senior relationship contact for facilities and programs throughout the territory.
  • Conduct regular client check-ins, facility visits, and account reviews.
  • Develop strong relationships with facility leadership, nursing teams, clinical teams, prescribers, and other stakeholders.
  • Proactively identify and resolve service issues in coordination with pharmacy operations.
  • Monitor client satisfaction and retention risks.
  • Take ownership of commercial issues through resolution.
  • Identify opportunities to expand pharmacy services within existing organizations.
  • Develop referrals and introductions from satisfied clients.
  • Maintain accountability for account retention and long-term relationship development.
• Prior Authorization Management
  • Oversee the prior authorization (PA) process from identification through submission, follow-up, approval, denial management, and escalation.
  • Coordinate with pharmacy staff, prescriber offices, facilities, insurance plans, and other stakeholders to obtain required information and clinical documentation.
  • Ensure timely submission and follow-up of prior authorizations.
  • Track outstanding PAs and escalate cases as needed.
  • Coordinate appeals and additional documentation when appropriate.
  • Maintain visibility into PA turnaround times, approvals, denials, and operational bottlenecks.
  • Communicate PA status to facilities and prescribers.
  • Collaborate with pharmacy leadership to improve PA workflows and eliminate delays.
• Market Leadership & Strategy
  • Serve as the organization’s primary commercial leader in Southeast Georgia and Northeast Florida.
  • Develop a deep understanding of the local long-term care, behavioral health, SMI, addiction treatment, IDD, and residential healthcare landscape.
  • Identify high-potential organizations, prescriber groups, referral sources, and strategic relationships.
  • Develop and execute territory-specific growth plans.
  • Monitor competitive activity and provide market intelligence to executive leadership.
  • Represent the organization at industry conferences, association meetings, networking events, and community healthcare functions.
  • Identify emerging opportunities and recommend market expansion strategies.
• Commercial Management & Reporting
  • Maintain accurate CRM records for prospects, accounts, opportunities, and sales activities.
  • Manage an organized and actionable commercial pipeline.
  • Provide regular forecasts and market updates to executive leadership.
  • Track prospecting activity, meetings, proposals, contracts, implementation dates, new beds/patients, retention, and other KPIs.
  • Maintain visibility into upcoming implementations and their operational impact.
  • Conduct regular commercial reviews with executive leadership.
  • Develop market-level plans and recommendations based on performance and opportunities.

What Success Looks Like

Success in this role is measured by end-to-end ownership of the commercial lifecycle, including:

• Consistently generating and closing new business.
• Building a strong local reputation and referral network.
• Successfully onboarding new facilities and patients.
• Ensuring pharmacy operations have sufficient visibility and capacity to support growth.
• Maintaining an effective prior authorization workflow.
• Developing strong, lasting client relationships.
• Resolving issues quickly and taking ownership of outcomes.
• Maintaining strong client retention and expanding existing relationships.
• Functioning as the commercial leader for the Southeast Georgia and Northeast Florida market.

Requirements

• Bachelor’s degree preferred in Business, Healthcare, Life Sciences, Marketing, Pharmacy, or a related field.
• 5+ years of successful healthcare sales, business development, account management, operations, or commercial leadership experience.
• Experience in pharmacy, long-term care, behavioral health, serious mental illness, addiction treatment, senior living, IDD, healthcare services, or a related sector strongly preferred.
• Existing relationships within the Southeast Georgia or Northeast Florida healthcare community are a significant plus.
• Demonstrated ability to prospect, build relationships, develop a pipeline, negotiate, and close new business.
• Experience implementing or onboarding new healthcare accounts strongly preferred.
• Ability to understand healthcare operations and translate commercial growth into operational requirements.
• Familiarity with pharmacy prior authorizations, insurance processes, or medication access strongly preferred.
• Excellent interpersonal, communication, negotiation, and presentation skills.
• Comfortable communicating with owners, executives, administrators, clinical leadership, nurses, and prescribers.