• Establish clinical understanding, access and sales demand within LTC sector (i.e, LTC Facilities and LTC Pharmacies) for target accounts.
• 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.

Minimum Job Requirements

Qualifications

• Bachelor’s Degree (BA or BS) preferred
• Candidates must meet one of the following experience profiles:
  • LTC Sales Experience
    • Minimum of five (5) years of sales experience in the pharmaceutical or healthcare industry, including experience selling into long-term care settings.
  • LTC Account Management Experience
    • 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.
  • Long-Term Care (LTC) Clinical Experience
    • Minimum of three (3) to five (5) years of clinically focused experience in a long-term care setting. Relevant experience may include, but is not limited to, LTC administration, care planning, resident assessment, medication management, and/or consulting pharmacist responsibilities.
  • 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 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.
• 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.