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About the Role

The Long-Term Care (LTC) Sales Account Manager is responsible for establishing access and generating demand in targeted LTC settings within an assigned territory. This role involves identifying and developing strategic business relationships with key decision makers and influencers to understand their needs and educate them on the clinical value and appropriate use of our product(s) to generate demand. The role also requires establishing and maintaining relationships with LTC affiliated provider associations, advocacy groups, and professional service providers.

Responsibilities

Establish clinical understanding, access, and sales demand within the LTC sector for target accounts.
Call on LTC facilities and affiliated business entities daily through meetings and presentations, targeting healthcare professionals and decision-makers to educate on clinical profile, access process, and utilization.
Execute and track high call and field productivity, meeting expectations for target account and customer calls per day.
Analyze territory information to develop and execute target mapping, account plans, optimize routing, and maximize field resources.
Establish professional relationships and maintain an effective communication network with customers at multiple levels.
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 teams to address patient access issues.
Conduct business in accordance with all regulations, company policy, and procedures, maintaining high ethical and professional standards.
Maintain comprehensive call documentation, access barriers, and response metrics in Veeva CRM.
Accurately report field activities, territory expenses, and submit written reports by deadlines.
Maintain accurate records of sales activities, customer interactions, and market feedback.
Identify and communicate field issues, opportunities, and competitive activities, escalating emerging trends.
Collaborate with Regional Account Management, Market Access, Medical Affairs, and Marketing on needs, 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.
Manage and maintain all company equipment and promotional materials according to guidelines.
Pursue continuous learning and professional development in sales, communication, managed care, and product knowledge.
Attend all company-sponsored meetings as directed by management.
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.

Requirements

Bachelor’s Degree (BA or BS) preferred.
Minimum of five (5) years of sales experience in the pharmaceutical or healthcare industry, including experience selling into long-term care settings.
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.
Minimum of three (3) to five (5) years of clinically focused experience in a long-term care setting.
Experience calling on skilled nursing facilities (SNF), assisted living facilities (ALF), LTC pharmacies, or consultant pharmacist networks.
Experience selling in a complex reimbursement and access environment highly preferred.
In-depth understanding of the pharmaceutical industry, product launch strategies, and long-term care market and practices including pharmaceutical product review highly preferred.
Experience in building rapport and relationships within the long-term setting to expand awareness and utilization of product(s).
Ability to understand and navigate long-term care systems 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 required.
Excellent oral, presentation, and written communication skills.
Strong clinical acumen with the ability to communicate clinical data.
Strong organizational, interpersonal, and listening skills.
Ability to work independently and collaborate internally as a team member.
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%).
Driving in a safe manner to required meetings and appointments.
Valid driver’s license with a clean driving record and ability to pass a complete background check.
Must have valid licenses and credentialing required to conduct business in assigned territory.
Ability to drive or fly to target accounts, customers, meetings, and conventions.
Some overnight and/or weekend travel may be required.
Ability to articulate clearly and conduct verbal presentations with large and small audiences.
Ability to travel via automobile and/or airplane.
Ability to view video display terminal images < 18” away from face for extended period of time – up to four (4) hours at a time.
Ability to operate a computer keyboard and telephone.
Ability to sit for extended periods of time – up to four (4) hours at a time.
Ability to lift, tug, pull up to fifteen (15) pounds.

Skills

Sales
Account Management
Clinical Acumen
Communication
Organization
Interpersonal Skills
Listening Skills
Problem-Solving
Digital Literacy
Microsoft Office Suite (Word, PowerPoint, Excel, Outlook)
Veeva CRM
Microsoft Teams
Influencing Skills
Demand Generation

Location

San Francisco, CA

Work Type

Field-based
Full-time

Experience Level

Minimum of five (5) years of sales experience in the pharmaceutical or healthcare industry, including experience selling into long-term care settings.
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.
Minimum of three (3) to five (5) years of clinically focused experience in a long-term care setting.

Education Level

Bachelor’s Degree (BA or BS) preferred

Salary/Compensations

$125,000-$175,000

Benefits

Comprehensive benefits
Vehicle allowance
Bonus
Long-term incentive

About the Company

Shionogi Inc. is an equal opportunity employer.

Equal Opportunity

Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans.
All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law.
It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.
If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.