Long Term Care Account Specialist - Birmingham, AL

Role Summary

The Long-Term Care (LTC) Account Specialist is responsible for driving education, access, and adoption of Neurocrine products within post-acute and long-term care settings. This role requires advanced account management capabilities to influence multiple stakeholders across a coordinated, multi-step process that often spans extended timelines between order and fulfillment. The LTC Account Specialist must connect and align external prescribers, internal facility stakeholders, and LTC pharmacies to successfully navigate clinical, regulatory, and reimbursement barriers. This requires a consultative, strategic, and highly coordinated approach to achieve “drug on cart” and sustained resident therapy. Additionally, this role demands a deep understanding of CMS regulations, payer mix dynamics, and facility-level operational processes, balancing clinical education with compliance and reimbursement considerations.

Responsibilities

• Creates product acceptance and manages sales and product growth through education opportunities in targeted accounts
• Effectively executes sales force strategies and marketing plans to meet or exceed sales objectives through face-to-face and/or virtual communications via in-office visits, in-service presentations and speaker programs
• Creates and implements successful strategies to further penetrate and segment the psychiatric and movement disorder marketplace, consisting, where applicable, of Psychiatrists, Neurologists, Community Mental Health Clinics (CMHC) and Long Term Care (LTC)
• Effectively uses promotional resources and budget
• Establishes and maintains excellent communication and sound working relationships with co-workers and cross-functional partners, including managed care, Medical Science Liaisons, and medical communications
• Demonstrates honesty and integrity while modeling behaviors consistent with company standards, values and corporate compliance policies
• Identifies territory-specific opportunities and barriers to ensure product and company success
• Develops local Opinion Leader relationships to achieve aligned objectives
• Performs all responsibilities following the highest ethical standards, including FDA guidelines and best practices for the pharmaceutical/biotech industry
• Effectively utilizes account selling strategies to achieve goals through building relationships with and meeting the needs of all members of the patients' care team (Pharm D, MD/NP/PA, LPN/RN)
• Manages relationships with important customers, including key opinion leaders, local professional groups and advocacy groups, long-term care facilities, local and regional payers, and pharmacies
• Other duties as assigned

Qualifications

• BS/BA degree in science or related field and 4+ years of commercial pharma/biotech or related experience, including 3+ years of specialty pharmaceutical or LTC, Psychology, or Neurology sales experience is highly desired. Long Term Care or specialty pharmacy distribution experience is strongly preferred. Psychiatry, neurology or antipsychotic experience strongly preferred. Experience with business systems, salesforce automation platforms, and other business intelligence tools (e.g., Salesforce.com, Oracle database, SAP, Business Objects, COGNOS, QlikView, Veeva, etc.) OR
• Master's degree in science or related field and 2+ years of similar experience noted above
• Strong sales and account management skills with solid business acumen and exceptional communication (verbal and written)
• Proven record of sales performance and goal achievement, including recognition or ranking awards in specialty pharma or biotech
• Demonstrated success launching products in complex, competitive markets
• Deep understanding of healthcare regulatory and compliance environments
• Entrepreneurial mindset and experience in dynamic or start-up settings
• Proficient in business systems and CRM tools (e.g., Salesforce, Veeva, Oracle, SAP, QlikView)
• Must reside within assigned territory and possess a valid driver’s license with a clean record

Skills

• Results-driven, accountable professional who thrives in ownership-driven, ethical environments
• Strategic Account Management & Sales Execution: Develop and implement detailed account plans for assigned facilities; Build strong relationships with key external and internal stakeholders; Lead disease state and product education initiatives; Coordinate alignment across facilities, prescribers, and pharmacies; Execute a consultative sales process
• Market & Regulatory Expertise: Navigate CMS regulations, Psychotropic Stewardship, and survey processes; Understand reimbursement structures and their influence on therapy access; Collaborate with Market Access to address payer and fulfillment barriers
• Cross-Functional Collaboration: Partner with Marketing, Medical Affairs, and Market Access; Align with field partners to ensure consistent messaging and execution; Represent Neurocrine professionally
• Required Knowledge & Skills: Engage and align multiple decision-makers; Strong grasp of LTC operations, pharmacy models, and post-acute reimbursement; Consultative selling, negotiation, and problem-solving; Project management and multitasking; Proficiency with CRM and analytics tools
• Preferred Experience: Sales in long-term care or institutional settings; Background in neurology, psychiatry, or movement disorders; Familiarity with CoverMyMeds and LTC pharmacy fulfillment; Knowledge of CMS guidelines affecting psychotropic use in SNFs

Education

• As listed in Qualifications above. Advanced degrees preferred where noted.

Additional Requirements

• Must reside within assigned territory and possess a valid driver’s license with a clean record