Long-Term Care (LTC) Sales Account Manager - San Francisco, CA

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.
• Execute and track 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.
• 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.).
• 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.

Qualifications

• Bachelor’s Degree (BA or BS) preferred
• Candidates must meet one of the following experience profiles:
• LTC Sales Experience: Minimum of five (5) years of sales experience in the pharmaceutical or healthcare industry, including experience selling into long-term care settings.
• LTC Account Management Experience: Minimum of three (3) years of pharmaceutical sales experience, with the most recent experience in a Long-Term Care (LTC) Account Manager or similar LTC-focused account management role.
• Long-Term Care (LTC) Clinical Experience: Minimum of three (3) to five (5) years of clinically focused experience in a long-term care setting.