LTC District Sales Manager

LTC District Sales Manager

Bridgewater NJ

Exp 2-5 yrs

Deg Bachelors

Relo

Bonus

Frequent Travel

Pharmaceutical / Biotech

Job Description

Position Overview

First-line leader with primary responsibility for training, coaching and developing Long Term Care/Skilled Nursing Facility Account Representatives and Key Account Specialists. . The manager will be responsible for achieving assigned district business objectives / sales goals and for translating all dimensions of national marketing plans and strategies into effective sales -opportunities to be carried out by their assigned district. The manager must work cross functionally in developing business plans for their geographies as well as participating in the formulation of area strategy and programs. The manager must have the ability to foster a high performance culture and an environment where people are encouraged to do their best work.

Key Responsibilities and Accountabilities

Leadership / Strategic Skills:

• Organizes and provides guidance in the business planning process as well as monitoring progress towards individual and district level goals.

• Identifies opportunities using sales data, insights, and customer needs to effectively:

o Build a strategic approach and allocate resources to create mutually beneficial outcomes

o Measure the impact of those opportunities against identified business goals

o Identify performance gaps and opportunities to strengthen district results.

o Coach and train direct reports to optimal performance.

• Develop people by building capabilities for current role as well as future career opportunities within Sanofi.

• Recognizes and rewards positive behaviors that drive performance and the culture.

• Builds alliances with key thought leaders and customers to expand our advocacy base.

• Facilitates collaboration and coordination with internal Sanofi partners to respond to customer needs in a timely manner.

• Enhances district’s understanding of market dynamics including local managed care access and reimbursement.

• Understands performance management process and makes decisions on appropriate actions in a timely manner.

• Understands and ensures compliance and regulatory processes and procedures are followed.

Qualifications

LTC/SNF Business Acumen

Managers must have a strong understanding of:

• LTC/SNF business models and resident/patient types.

• The impact that formularies/protocols/pathways have on the delivery and continuum of care as well as how to establish responsible products/offerings within LTC/SNF.

• How to identify and build mutually beneficial relationships with various key stakeholders.

• Systems that are used within the LTC/SNF setting to prescribe and deliver therapies to patient.

• Rules, regulations, and policies that govern the ways of working within the LTC/SNF setting, i.e. Survey, FTAG, and Medicare star ratings.

• Managed care coverage landscape within their district.

• The relationship between nursing home facilities and the pharmacy providers.

Education/Training Requirements

• BA/BS from an accredited university

• Degree preferably in business, science or marketing

Experience/Skills/Requirements

• Previous industry management experience (2-3 years)

• Previous LTC/SNF experience highly preferred

• Strong leadership, interpersonal skills and communication agility with various stakeholders

• Ability to operate and thrive in an ambiguous environment

• Change agility

• Strong business acumen and project management skills

• Travel 50%