Long Term Care Sales Specialist

Company: PrincetonOne ( Learn More )

General Information
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Job Description

Our client is looking for seasoned, experienced Long-Term Care (LTC) professionals to be responsible for all aspects of managing, developing, and growing their assigned sales territories. Responsibilities include selling products and addressing needs of a mix of customer types, including doctors, pharmacists, and nursing home facility decision makers.

Primary Responsibilities:
• Effectively utilizes account selling strategies to achieve goals through building relationships with and meeting the needs of all members of the long term care (LTC) resident’s care team (PharmD, MD/NP/PA, LPN/RN).
• Effectively impacts existing and new customers by providing exceptional value and service, which ultimately helps providers to identify and start appropriate patients on therapy.
• Educates physicians and physician-extenders, consultant pharmacists and nursing facility clinical management staff on the value of products for patient care.
• Utilizes knowledge, critical thinking, and dialogue skills to deliver meaningful customer experiences that result in satisfaction, equity, and loyalty.
• Anticipates, identifies, and appropriately addresses healthcare professional (HCP) objections, questions, and concerns.
• Utilizes appropriate techniques to gain consistent access to customers.
• Builds and demonstrates deep customer and practice knowledge.
• Utilizes appropriate sales aids, clinical reprints, etc. according to training. Tailors appropriate resources and information depending on customer needs.
• Develops strong relationships with HCP customers including key opinion leaders (KOL’s) within the territory.
• Identifies and investigates customer concerns and communicates with appropriate staff to solve problems in a timely manner.
• Analyzes and then executes in the territory to ensure appropriate calls, reach, frequency, business meals, speaker programs, etc. to achieve consistently strong business results. Works within given budgets and policy guidelines.
• Analyzes, evaluates, and adjusts as needed to develop effective quarterly business/action plans.
• Prepares and submits timely reports of business transactions and keeps accurate expense account records.
• Provides appropriate guidance around pricing and reimbursement for promoted products to customers. Acts as liaison between customers and our client when specific reimbursement questions arise.
• Communicates and collaborates with sales management and region/area teammates, as well as cross-functional teammates (i.e. managed markets, operations, sales training, marketing, etc.) as business needs dictate.
• Attends conferences, trainings, exhibits, meetings, and product launches as required.
• Takes on leadership opportunities as appropriate, and consistently operates with positive, collaborative attitude.
• Remains compliant with all regulations in the course of carrying out responsibilities.
• Other duties as assigned.

Selling Responsibilities
• Proudly represent the company and its culture, mission, and values
• Meet or exceed sales expectations
• Exhibit a firm understanding of the selling process
• Develop and execute territory business plans
• Exercise professionalism, leadership, and teamwork at all times
• Adhere to all company policies.

Customer Service
• Partner and build relationships with customers to understand and meet their needs – including providing disease, product, and reimbursement information
• Interact and sell to the entire spectrum of applicable customer types, including Medical Director, attending physicians, physician-extenders (NP/PA), consultant pharmacists, dispensing pharmacists, and nursing facility management and staff.
• Provide approved resources to customers as appropriate, including clinical trial data, patient brochures and product samples as appropriate.
• Manage relationships with important customers, including key opinion leaders, speakers, local LTC professional groups and advocacy groups, long-term care facilities, local and regional payers, LTC pharmacies and consultant pharmacists, etc.

• Develop deep neuroscience and product knowledge, and an understanding of local and regional market trends
• Aggressively pursue ongoing personal development
• Earn a reputation throughout the neuroscience medical community as a subject-matter expert and a valued resource
• Disease state and product information expert

Job Requirements

Bachelor's degree required, emphasis in the life sciences preferred; requires at least 3 years sales experience in pharmaceutical, and/or other related healthcare sales. Experience in pharmaceutical sales with a focus on neuroscience is preferred, and long term care experience is strongly preferred. Previous experience with independent territory business management, such as budgeting and action planning as well as executing on all elements of sales implementation, including routing, call activity, and programming. Previous product launch experience is preferred. Must be comfortable at managing relationships with a broad array of customer types including nursing staff, consultant pharmacists, physicians and key opinion leaders. Must be comfortable working within nursing homes and other patient treatment facilities. Must be in good standing with the FDA.

Must possess:
• Demonstrated advanced selling skills and ability to dialogue effectively with customers
• Strong understanding of payer dynamics, Part A and Part D access, LTC profitability parameters will allow the specialist to bring value to individual customers and facilities in this healthcare segment required.
• In depth knowledge of LTC regulations affecting medication use and disease management, resident flow, and resident care parameters is important
• Demonstrated leadership ability
• Persuasive selling and negotiation skills
• Excellent interpersonal and communication skills
• Ability to build and maintain lasting relationships with key customers and build networks within the neuroscience LTC community
• Ability to anticipate future business opportunities and customer needs, operating with a business ownership mentality
• Demonstrated ability to learn and apply technical/scientific knowledge and business analyses
• Organization, initiative, and self-motivation
• Professionalism, integrity, and the ability to comply to strict policy, work in a highly regulated environment, and maintain confidential information and data
• Must live within the territory or within a reasonable driving distance to the territory. For territories that require air travel, must live within a reasonable distance to an airport
• Must possess a valid driver's license and maintenance of an acceptable driving record. Must follow all applicable guidelines as set forth in the Company Fleet Management Program including annual DMV reviews
• Requires significant and extensive ground and air travel as well as overnight travel depending on the territory’s geography.

Physical Requirements:
While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, see, talk or hear in a standard office environment and independently from remote locations. Employee must occasionally lift and/or move up to 20 pounds. Ability to travel by car or airplane independently up to 80% of the time and work after hours if required by travel schedule or business issues. Must live within the territory or within a reasonable distance to a major airport outside territory.



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