Long-Term Care Sales Specialist, Massachusetts

About the role

Responsible for driving sales, developing business, and addressing customer needs within an assigned long-term care (LTC) territory. Manages relationships with prescribers, pharmacists, facility decision-makers, and other members of the LTC care team to ensure appropriate patients are identified, started, and maintained on therapy.

Responsibilities

• Build and maintain strong relationships with all members of the LTC resident care team, including physicians, physician-extenders (NP/PA), consultant pharmacists, dispensing pharmacists, and nursing facility leadership/staff.
• Promote Acadia products by delivering compliant clinical, disease state, and reimbursement education tailored to customer needs.
• Identify and address customer questions, concerns, and objections with advanced selling skills.
• Create and execute quarterly territory business/action plans, leveraging data to maximize reach, frequency, and impact within budget.
• Provide guidance on pricing, reimbursement, and LTC-specific profitability parameters; act as liaison between customers and Acadia for access-related questions.
• Collaborate with sales management, territory teammates, and cross-functional partners (e.g., managed markets, marketing, operations, training) to address business needs.
• Represent Acadia at conferences, exhibits, product launches, and training sessions; contribute to regional and national initiatives.
• Mentor and train new/junior Sales Specialists; share field insights and participate in cross-functional projects.
• Maintain compliance with all regulatory requirements, company policies, and LTC regulations affecting medication use and resident care.

Requirements

• In-depth knowledge of neuroscience, LTC market dynamics, payer systems (Part A, Part D), specialty distribution, and applicable LTC regulations.
• Ability to position Acadia as a valued partner in the LTC community, earning recognition as a subject-matter expert.
• Proficiency in Microsoft Office and virtual engagement platforms (e.g., Zoom, WebEx).

Qualifications

• Bachelor's degree required, with an emphasis in the life sciences preferred.
• To qualify for Sales Specialist: 3 years of sales experience with at least 1 year in pharmaceutical, and/or other related healthcare sales, with an emphasis on neuroscience preferred.
• To qualify for Sr. Specialist level: 5 years of healthcare sales with at least 2 years of experience in complex or account-based selling environments is required.
• To qualify for Executive level: 12 years of healthcare sales with at least 3 years of experience in complex or account-based selling environments is required.
• Proven leadership, mentorship, and role-model capabilities at a regional level.
• Strong business acumen, organization, and self-motivation with a business ownership mentality.
• Must reside within the territory (or within 30 miles of its border) and, if required, within reasonable proximity to a major airport.
• Valid driver’s license with acceptable driving record; ability to drive a company vehicle daily and travel independently by air.
• Travel may be up to 80%, including overnight stays and occasional after-hours work.
• Must meet vaccination and facility access requirements for customer visits and event participation.

Scope

• Operates with a high degree of autonomy and expertise, addressing complex business challenges with creativity and sound judgment.
• Shapes territory strategy, influences regional initiatives, and acts as a trusted partner to internal and external stakeholders.

Physical Requirements

• This role involves regular standing, walking, sitting, and the use of hands for handling or operating equipment.
• The employee may also need to reach, climb, balance, stoop, kneel, crouch, and maintain visual, verbal, and auditory communication both in a standard office environment and while working independently from remote locations.
• Employee must occasionally lift and/or move up to 20 pounds.
• This position requires the ability to travel independently overnight and/or work after hours as required by travel schedule or business needs.
• Must reside within the territory (or within 30 miles of its border) and, depending on territory needs, within reasonable proximity to a major airport.
• Requires eligibility to drive a company vehicle and ability to travel independently by air.
• Travel may be up to 80% of the time, including occasional after-hours work based on business needs.

Pay

• Base salary range: $124,000—$155,000 USD
• Discretionary bonus and equity awards based on factors such as individual and organizational performance.

Benefits

• Competitive base, bonus, new hire and ongoing equity packages.
• Medical, dental, and vision insurance.
• Employer-paid life, disability, business travel and EAP coverage.
• 401(k) Plan with a fully vested company match 1:1 up to 5%.
• Employee Stock Purchase Plan with a 2-year purchase price lock-in.
• 15+ vacation days.
• 13 -15 paid holidays, including office closure between December 24th and January 1st.
• 10 days of paid sick time.
• Paid parental leave benefit.
• Tuition assistance.

EEO Statement

We are committed to building a diverse, equitable, inclusive, and innovative company, and we are looking for the BEST candidate for the job. That candidate may be one who comes from a less traditional background or may meet the qualifications in a different way. We strongly encourage you to apply, especially if the reason you are the best candidate isn’t exactly what we describe here.