Long-Term Care (LTC) Sales Account Manager - Phoenix, AZ
$125,000–$175,000 year
On-sitePhoenix, Arizona, United States
Job Summary
Establish clinical understanding and generate sales demand within Long-Term Care facilities and pharmacies by conducting daily one-on-one meetings and presentations with key decision-makers including Medical Directors, Pharmacy Directors, and consultants. Execute high-volume field productivity by visiting Skilled Nursing Facilities and LTC Pharmacies across the Phoenix, AZ territory, while analyzing territory data to optimize account plans and routing. Manage existing accounts, partner with reimbursement teams on access issues, and maintain comprehensive documentation in Veeva CRM. Represent the company at medical associations and events to enhance brand image, ensuring all activities comply with PDMA/Sample regulations and company policies. This role requires significant field travel (approximately 80%) and involves driving to target accounts, with some overnight or weekend trips as needed.
Required Qualifications
- 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 in building rapport and relationships within the long-term setting in order to 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 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
- 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
- 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
Desired Qualifications
- 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
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