Long-Term Care; LTC Sales Account Manager - Ohio East

Long-Term Care (LTC) Sales Account Manager - Ohio East

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The Long-Term Care (LTC) Sales Account Manager is responsible for establishing access and generating demand in targeted LTC settings, including but not limited to Skilled Nursing Facilities, Nursing Homes, and LTC Pharmacies within an assigned territory. This role involves identifying and developing strategic business relationships with key decision makers and influencers (e.g. prescribing HCPs, Consultant Pharmacists, LTC Facility Medical Directors, LTC Pharmacy Directors, Directors of Nursing, Nursing Staff, Administration), understanding their needs and educating targets on clinical value and appropriate use of our product(s) to generate demand.

This role will also be responsible for establishing and maintaining relationships with LTC affiliated provider association, advocacy groups and professional service providers.

This role will cover the Ohio East territory. Ideal living locations for this position include Cleveland, OH and Columbus, OH.

• 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…