Executive Long-Term Care Sales Specialist

Executive Long-Term Care Sales Specialist

Requirements

• A bachelor’s degree is required, with an emphasis in the life sciences preferred.
• Qualification for Sales Specialist requires 2 years of sales experience with at least 1 year in pharmaceutical and/or other related healthcare sales, with an emphasis on neuroscience preferred.
• To qualify for Sr. Specialist level, requires a minimum of 5 years of healthcare sales with at least 2 years of experience in complex or account-based selling environments is required.
• To qualify for Executive level, requires a minimum of 8 years of healthcare sales with at least 3 years of experience in complex or account-based selling environments is required.
• Ability to make strong contributions at a regional level.
• Demonstrated ability to be regarded as a strong role model to others in the field.
• Demonstrated advanced selling skills and ability to dialogue effectively with customers.
• A strong understanding of payer dynamics, Part A and Part D access, and LTC profitability parameters will allow the specialist to bring value to individual customers and facilities in this healthcare segment.
• In-depth knowledge of LTC regulations affecting medication use and disease management, resident flow, and resident care parameters.
• Strong leadership skills and the ability to mentor others.
• Excellent persuasive selling and negotiation skills.
• Excellent interpersonal and communication skills.
• Ability to build and maintain highly effective and lasting relationships with key customers and build networks within the neuroscience and 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 analysis.
• Organization, initiative, and self-motivation.
• Exemplary level of professionalism, integrity, and the ability to comply with strict policy, work in a highly regulated environment, and maintain confidential information and data.
• Must live within the territory or within 30 miles of the territory border. Depending on the territory’s geography and work requirements, may also be required to live within a reasonable distance to a major airport.
• Must possess a valid driver’s license and maintain an acceptable driving record. Must follow all applicable guidelines as set forth in Acadia’s Fleet Management Program, including periodic DMV reviews.
• Requires significant and extensive driving of company-provided car on a daily basis, as well as overnight travel depending on the territory’s geography. Based on a territory’s geography, air travel is also required to the Company’s headquarters and for regional and national meetings and events.
• Employees must follow internal policy and third-party requirements, meeting all additional local, state, and federal vaccination requirements for conducting customer visits, admittance into local Community HCP Offices, and attendance at Medical Congresses and Local Conferences for in-person participation and exhibiting.

Responsibilities

• Effectively utilizes account selling strategies to achieve goals by building relationships with and meeting the needs of all members of the long-term care (LTC) resident’s care team (Pharm D, 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, physician-extenders, consultant pharmacists, and nursing facility clinical and management staff on the value of Acadia’s 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 (KOLs) within the territory.
• Identifies and investigates customer concerns and communicates with appropriate staff to solve problems in a timely manner.
• Analyzes and 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 Acadia when specific reimbursement questions arise.
• Communicates and collaborates with sales management, region/area teammates, and cross-functional teammates (e.g., managed markets, operations, sales training, marketing, etc.) as business needs dictate.
• As required, attend conferences, trainings, exhibits, meetings, and product launches.
• Takes on leadership opportunities as appropriate, and consistently operates with a positive, collaborative attitude.
• Remains compliant with all regulations in the course of carrying out responsibilities.
• Leads, participates in, and provides input into new Sales Specialist training programs.
• Leads, participates, and provides input into training activities during Area, Regional, and National meetings.
• Consistently carries out responsibilities with a high degree of excellence, proficiency, and professionalism.
• Leads/participates in cross-functional projects affecting area, regional, and commercial objectives.
• Acts as a mentor and role model to new and junior Sales Specialists.
• Provides field strategic insights.
• Other duties as assigned.

Preferred Qualifications

• Emphasis on neuroscience preferred for sales experience.
• Experience in complex or account-based selling environments is preferred for higher-level qualifications.