The Area Business Lead for LTC is a first-line field sales leadership role accountable for building and leading a high-performing team of LTC Account Managers across a multi-state territory and managing all operations related to the sales force in a defined region of the US.

The role will support the pending launch of ensitrelvir, for a novel 3CL protease inhibitor for the prevention of SARS-CoV-2 infection for the US as part of a long-term care sales team and will be directly responsible for field execution of the national LTC strategy. It is projected that there may be approximately 2 nationwide, each responsible for approximately 6-10 LTC Account Managers.

Launch & Strategy Execution

• Responsible for building, leading, and retaining a high performing team, and managing activities of Long-term Care (LTC) Account Managers (LTC AMs) within specific geographical assignment.
• Creates and implements an area team strategy and ensures alignment with and execution of territory account plans to achieve monthly, quarterly and annual product access and launch objectives.
• Develop area business plans that segment facilities by utilization potential, payer mix, access needs, and pharmacist influence.
• Inspect daily execution of call plans, CRM documentation, access messaging, and utilization follow-up.
• Regularly analyze and monitor areal KPIs to optimize territory performance with direct accountability for achievement of targets.
• Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions.
• Drive consistent product adoption through consultant pharmacist partnerships, in-service programming for staff specific initiatives, and formulary awareness campaigns.
• Build relationships with area SNF/ALF operators and pharmacy directors to identify and remove access or education barriers.
• Develops and maintains effective working relationships with key accounts and stakeholders within each area. Communicates candidly and in a timely manner with management, Field Market Access, brand leadership, and internal and external stakeholders.
• Work closely with cross functional partners to plan and execute territory strategies to win account opportunities and achieve overall sales targets on a monthly and quarterly basis. Cross-functional partners may consist of Medical, Market Access and Field Reimbursement, Account Management, Inside Sales as well as Marketing and Operations.
• Work in collaboration with marketing team to develop area playbook and tools and implement promotional pieces that consider underlying area market dynamics.
• Works cross functionally in development of POAs and National Sales Meetings, which includes meeting objectives, training workshops, participants, timing, agenda and post-meeting metrics (both quantitative and qualitative).
• Plan, forecast, and oversee an operating budget while actively monitoring expenses.
• Responsible for the preparation and presentation of strategic and tactical area performance, plans and insights to Commercial and Executive Leadership.
• Responsible for providing insights and actions against area goals to cross-functional brand leadership at minimum on a quarterly basis as part of quarterly business reviews.
• Align with reimbursement teams to support real-time issue resolution and elevate systemic access obstacles.
• Achieve demand and access goals while adhering to all ethical business practices and required regulations.
• Serves as a role model regarding the compliance of all company policies & expectations and required regulations.
• Manage an Area's vision and purpose that is consistent with corporate and business objectives while maintaining a high level of accountability for business results.
• Proactively develops a pool of LTC AM talent to potentially fill future vacancies as quickly as possible.
• Participate in additional cross-functional launch readiness preparation as required.

Team Leadership

• Lead, motivate, and direct a field team of LTC AMs ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning.
• Manage and coach a team of 6–10 LTC Account Managers, including weekly 1:1s, field rides, call reviews, and area team meetings.
• Responsible for area goal, execution, performance and talent development/management of the team.
• Develops LTC AMs by observing their business acumen skills, interactions with customers and internal matrix teams, providing them with individual coaching, feedback and inspiration. Helps KAMs to continue to develop for success in current role and for future success.
• Acts early to identify performance challenges or deficiencies of LTC AMs and creates plans to effectively address performance gaps.  Works in close partnership with management and HR to guide all disciplinary action.
• Acts as a “Player-Coach” with LTC AMs within priority targeted accounts to accurately and strategically communicates the assigned product’s clinical data, to executive level stakeholders and KOLs.
• Provides regular, candid and timely feedback regarding communication and account management skills, and performance, which is documented in Field Coaching Reports, Mid-Year Reviews and Year End Reviews with each LTC AM team member.
• Sets and maintains acceptable standards with the team for product knowledge, activity and account management skills.
• Possesses solid knowledge and understanding of all assigned products, treatment regimens, competitor products, and market and industry trends.  Possesses ability to teach and coach LTC AMs regarding this information.
• Plans and executes LTC AM team meetings that effectively implement the objectives and strategies of the company.
• Maintains all expected performance management documents in accordance with company standards.
• Effectively manages team’s budget and resources. Maintains complete records and submits reports in a timely manner, as directed by management.
• Demonstrates personal agility; recognizes when to adjust style or approach to meet the situation; dedicates time and energy to self-development.
• Oversee onboarding and training certification for new hires; enforce field compliance and education standards.

Minimum Job Requirements

Qualifications

• Bachelor’s Degree (BA or BS).
• 10+ years of successful sales/management experience in the pharmaceutical industry pharmaceutical sales experience including previous experience in large area/area leadership roles.
• Direct experience managing account teams and/or LTC pharmacy and SNF/ALF accounts, including contracting and pull-through.
• CRM expertise (Veeva required), Tableau or Excel-based dashboards, and strong facility with Teams, Zoom, and Microsoft 365.
• Deep understanding of complex institutional markets; direct experience in the LTC market structure preferred including PDPM, state Medicaid and Medicare Part D formularies, and pharmacy consultant influence.
• Ability to lead account teams through institutional product adoption through multi-channel touchpoints (rep field calls, pharmacist training, virtual in-services, access escalations).
• Proven success coaching field teams through high-acuity disease state discussions, access and demand gaps, and long-term utilization drivers.
• Build, distribute, and enforce playbooks on HCP cadence, consultant pharmacist co-education strategies, access and demand messaging, and CRM compliance documentation.
• Partner with Field Medical Affairs to understand the market and educational needs across IDNs/SNF/ALF accounts.

Competencies

• Demonstrated experience managing, building, and coaching successful sales teams.
• Must be clinically adept within the institutional/LTC market and able to communicate at a high level across all stakeholders.
• Strong presentation and communication skills, including the ability to understand, distill, and convey strategic objectives and clinical data.
• Territory & business management with demonstrated accomplishments.
• Strong understanding of US market dynamics, key stakeholders, and existing treatments.
• General understanding of key access & reimbursement influences across US regions.
• Keen interpersonal skills, including abilities to interact with individuals from a variety of backgrounds and to influence senior levels of management, key opinion leaders, and customers.
• Strong prioritization skills and ability contextualize decisions into broader corporate strategies.
• Demonstrated business acumen, selling skills, leadership skills and coaching/training/development abilities.
• Strong initiative, judgment and decision-making ability.
• Ability to strategically plan, organize and adapt.
• Flexible.  Willing to embrace and lead change in order to capitalize on opportunities.
• Proactively takes ownership of situations with a can-do approach.

Other Requirements

• Must live within assigned territory, if required
• 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
• Significant travel (approximately 80%) including sales and medical meetings, training and field visits
• Ability to drive or fly to various meetings and conventions
• Some overnight and/or weekend travel may be required

Additional Information

The base salary range for this full-time position is $170,000 - $230,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role. 

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.