Job Description
Job Description
Account Manager with Sales Focus – LTC Pharmacy
POSITION SUMMARY
The Account Manager is responsible for maintaining and growing relationships with long-term care (LTC) facilities while also securing new partnerships. This hybrid role combines account management and business development—acting as a trusted liaison for existing clients while prospecting, selling, and onboarding new facilities to drive satisfaction, revenue growth, and market expansion.
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KEY RESPONSIBILITIES
Client Relationship Management
- Serve as the primary point of contact for assigned LTC facility accounts
- Conduct regular meetings with Administrators / Executive Directors, Directors of Nursing (DONs), and clinical leadership to ensure satisfaction
- Act as a problem-solver, escalating and resolving service issues promptly
- Leverage CRM software to manage all activities with Sales Development and Account Retention
Sales & Business Development
Proactively identify and pursue new business opportunities across TexasDevelop and execute territory-specific sales strategies targeting prospective LTC facilitiesDeliver presentations, demos, and proposals to highlight the pharmacy’s value propositionAssist in negotiating contracts and close new business agreementsPartner with leadership to design and implement marketing strategies for growthCollaborate with clinical consultants and operations teams to ensure seamless onboardingBuild and strengthen sales channel partnerships to generate qualified leadsMeet or exceed annual goalsManage activity in CRMAccount Retention
Track account performance and proactively address risks to retentionDevelop and nurture relationships with key contacts of each facilityExecutive Director / AdministratorDirector of NursingRegional ExecutiveMeet or exceed annual goalsManage activity in CRMOperational & Compliance Support
Monitor delivery accuracy, timeliness, and overall pharmacy service levelsProvide education to facility staff on pharmacy systems, processes, and troubleshootingReporting & Analytics
Maintain accurate sales activity records in HubSpot CRMDeliver account performance and pipeline reports to leadershipUse financial data to strengthen proposals and demonstrate differentiators______________________________________________________________________________
GOALS & OBJECTIVES
Sales Growth
Achieve or exceed annual quota : 10 new LTC facilities per year (excludes WellMed only facilities)Increase market share within assigned territory by 20% annuallyClient Satisfaction, Retention & Operational Excellence
Ensure new client onboarding is completed successfully within 60 daysMaintain ≥ 98% satisfaction ratings with assigned accountsAchieve ≥ 98% client retention year-over-yearQUALIFICATIONS
Bachelor’s degree in Business, Healthcare Administration, Pharmacy Services, or related field (preferred)3+ years of account management, sales, or business development experience in healthcare (LTC pharmacy strongly preferred)Proven record of meeting / exceeding sales targetsStrong knowledge of LTC regulations, pharmacy operations, and senior careExcellent communication, presentation, and negotiation skillsAbility to travel frequently within assigned territory