Area Business Lead, Long-term Care (LTC) - West

Area Business Lead For LTC

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.

Responsibilities

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

Minimum Job Requirements

Qualifications

Competencies

Other Requirements