Account Manager, Respiratory LTC – Northeast

Role Summary

The Account Manager, Respiratory LTC – Northeast is responsible for managing, developing, and growing the assigned long-term care territory in the Northeast (New York, New Jersey, and Philadelphia) to ensure LTC residents have access to promoted products by addressing customer education and coverage requirements through compliant engagement with long-term care prescribers, pharmacists, and Nursing Facility decision makers and staff. The role focuses on developing customer insights and critical relationships to increase awareness and appropriate use and access of promoted products, while improving Viatris product availability to residents in LTC facilities. The account manager will build relationships with and meet the needs of all members of the LTC resident’s care team and educate physicians, mid-level practitioners, consultant pharmacists, and nursing facility staff on the appropriate use of VIATRIS products for patient care.

Responsibilities

• The Northeast region includes New York, New Jersey, and Philadelphia.
• Responsible for all aspects of managing, developing, and growing assigned territory, including ensuring all LTC residents have access to promoted products as appropriate by addressing customer needs for product education and coverage requirements through compliant engagement with long-term care prescribers, pharmacists, and Nursing Facility decision makers and staff.
• Responsible for developing customer insights and critical relationships that will increase awareness and appropriate use and access of promoted products while improving Viatris product availability to residents in LTC facilities.
• Effectively utilizes account management strategies to achieve goals through building relationships with and meeting the needs of all members of the long-term care (LTC) resident’s care team (PharmD, MD/NP/PA, LPN/RN).
• Educates physicians, mid-level practitioners (NP/PA), consultant pharmacists and nursing facility clinical and management staff on the appropriate use of VIATRIS products for patient care.
• Develops strong relationships with LTC customers including key opinion leaders (KOL’s) within the territory.
• Utilizes appropriate techniques to gain consistent access to appropriate healthcare provider touchpoints.
• Builds and demonstrates deep customer and practice knowledge.
• Utilizes appropriate sales aids, clinical reprints, and other company sponsored materials per training. Tailors appropriate resources and information depending on customer needs.
• Identifies and investigates customer concerns and communicates with appropriate staff to solve problems in a timely manner.
• Provides appropriate guidance around acquisition of VIATRIS products to customers.
• Analyzes and then 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.
• Prepares and submits timely reports of business transactions and keeps accurate expense account records.
• Analyzes, evaluates, and adjusts as needed to develop effective quarterly business/action plans.
• Communicates and collaborates with management and region/area teammates, as well as cross-functional teammates (i.e. managed markets, operations, sales training, marketing, etc.) as business needs dictate.
• Attends LTC conferences, trainings, exhibits, meetings, and product launches as required.
• Takes on leadership opportunities as appropriate, and consistently operates with positive, collaborative attitude.
• Remains compliant with all regulations in the course of carrying out responsibilities.
• Perform all other duties as assigned.

Qualifications

• Minimum of a Bachelor's degree (or equivalent) and 8 years of experience in pharmaceutical, and/or other related healthcare sales. A Bachelor’s degree (or equivalent) with an emphasis in the life sciences preferred. Experience in pharmaceutical sales with a focus on long-term care preferred. However, a combination of experience and/or education will be taken into consideration.
• Previous experience with territory business management required, such as budgeting and action planning as well as executing on all elements of sales implementation, including routing, call activity, and programming.
• Must possess previous experience with successful pull-through of products with restricted coverage access.
• Adept at managing relationships with a broad array of customer types, from nursing facilities and staff, attending physicians, mid-level practitioners, consultant pharmacists and dispensing pharmacy staff to administrative positions (Medical Directors, Administrators, Directors of Nursing) and key opinion leaders.
• Demonstrated advanced selling skills and ability to dialogue effectively with customers required.
• Proficiency in speaking, comprehending, reading and writing English is required.