Senior Regional Account Manager, LTC

Job Duties and Responsibilities

• Develop and execute a comprehensive regional account strategy to maximize relationships with LTC pharmacy leadership, regional provider groups, nursing home chains, and industry associations.
• Lead regional contract negotiations with LTC pharmacy and provider accounts, aligned with national contracting frameworks, to drive favorable access, compliance, and volume growth.
• Call on and build strategic relationships with regional and multi-site provider organizations, including nursing home chains and managed LTC networks, to influence formulary decisions, protocol adoption, and product utilization.
• Engage with regional and state-level LTC associations to support educational initiatives, advocacy efforts, and visibility for Sun Pharma within the LTC community.
• Partner with the National Account Director on national initiatives, ensuring consistent execution and alignment of regional strategies with enterprise objectives.
• Collaborate with Territory Managers to drive local pull-through, ensuring effective adoption and utilization of contracted products at the facility and provider level.
• Work with LTC pharmacy and provider accounts to design and implement educational initiatives that support clinicians, administrators, and consultant pharmacists across the LTC continuum.
• Provide insights into customer needs, market dynamics, and competitive activity, translating data into actionable account plans and value-based solutions.
• Analyze competitive landscape trends within assigned accounts and communicate findings and recommendations to leadership.
• Build and maintain strong relationships with senior executives and key influencers, advancing partnerships that align customer objectives with Sun Pharma’s offerings.
• Ensure effective pull-through of LTC GPO and direct contracts across assigned regional accounts.

Regional Business Management

• Achieve regional business goals by monitoring GPO utilization, contract compliance, performance metrics, and account-level business plans.
• Manage expense budgets responsibly while optimizing resource allocation to maximize return on investment.
• Effectively manage a large, multi-state territory by prioritizing high-impact accounts and optimizing travel and time management.
• Maintain accurate documentation and reporting to support forecasting, performance tracking, and strategic planning.

Education and Experience

• Bachelor’s degree
• 3-7 years of pharmaceutical industry experience
• Prior experience in Long Term Care account management, provider-facing roles, or LTC-focused sales
• Leadership or cross-functional collaboration experience (preferred).

Core Competencies

• Demonstrated success in LTC account management and provider relationship development.
• Established relationships across LTC pharmacies, provider organizations, and nursing home networks.
• Ability to engage and influence C-suite and senior executive stakeholders.
• Strong negotiation, strategic thinking, and problem-solving skills.
• High level of integrity, accuracy, and attention to detail.
• Self-motivated, results-oriented, and able to operate with urgency and accountability.
• Strong organizational skills with the ability to manage multiple priorities and deadlines in a fast-paced environment.

About Us

Over the last two decades, Sun Pharma has established itself as a leading player in the generics market in the U.S. We are the eighth-largest generics pharmaceutical company in the U.S., and we are rapidly ramping up our presence in the specialty branded market, with dermatology, ophthalmology, and oncology as key target segments.

Sunology, a combination of Sun and Ideology, is the way of life at Sun Pharma. We practice humility, integrity, passion, and innovation.

Benefits

• Health & Wellness: Comprehensive benefits including medical, dental, and vision coverage, as well as health and wellness programs.
• Financial: Competitive 401(k) match program and financial wellness programs to support short- and long-term financial goals.
• Life, Work & Family: Work-life benefits that support beyond the workday.