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Shionogi Inc. (U.S.) · 1 week ago

Long-Term Care (LTC) Sales Account Manager - Florida

Tampa, FL

Full-time

Onsite

Senior Level

$135K/yr - $175K/yr

7+ years exp

Shionogi Inc. is a pharmaceutical company seeking a Long-Term Care (LTC) Sales Account Manager to establish access and generate demand in targeted LTC settings within Florida. The role involves building strategic relationships with healthcare professionals and executing sales strategies to achieve targets while ensuring compliance with regulations.

Pharmaceuticals

Responsibilities

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 company policy

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

Qualification

Long-term care sales experiencePharmaceutical industry knowledgeVeeva CRM proficiencyReimbursementAccess experienceSales strategy developmentCustomer relationship managementBusiness to business experienceDigital competenceProfessionalismCommunication skillsOrganizational skillsProblem-solving skills

Required

Bachelor's Degree (BA or BS)

Minimum of seven (7) years of sales experience in the pharmaceutical or healthcare industry, experience selling in long-term care is required

Experience calling on SNFs, ALFs, LTC pharmacies, or consultant pharmacist networks

Experience selling in a complex reimbursement and access environment

In-depth understanding of the pharmaceutical industry, product launch strategies, and long-term care market and practices including pharmaceutical product review

Experience in building rapport and relationships within the long-term setting in order expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals

Ability to understand and navigate long-term care systems in order to gain access to key decision makers

Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools

Business to business experience and/or ability to demonstrate strong influencing skills

Documented record of demand generation, performance and achievement in Long Term Care

Successful long-term care launch experience is a required

Excellent oral, presentation and written communication skills

Strong clinical acumen with the ability to communicate clinical data in order to demonstrate competence and communication of a high-level scientific product

Strong organizational, interpersonal and listening skills

Thrives in an ever-changing environment

Ability to work independently and collaborate internally as a team member to deliver results

Proactive; can do approach, takes ownership of situations

Demonstrated self-starter, highly motivated, problem-solving skills

Digital competence; ability to deliver presentations digitally using iPad

Proficient in MS Office Suite; Word, PowerPoint, Excel and Outlook

Tact, diplomacy, and a high level of professionalism are essential

Complete full onboarding curriculum including clinical modules, CRM documentation, and fair balance call standards

Pass live call certification and mock objections during ride-along training

Attend refresher meetings on disease-state updates, HUB workflows, and patient retention strategy

Significant field travel (approximately 80%)