Long Term Care Account Specialist - Frederick, MD

Role Summary

The Long-Term Care (LTC) Account Specialist drives education, access, and adoption of Neurocrine products within post-acute and long-term care settings. The role requires advanced account management to influence multiple stakeholders across a multi-step process spanning extended timelines, aligning external prescribers, internal facility stakeholders, and LTC pharmacies to navigate clinical, regulatory, and reimbursement barriers and achieve sustained resident therapy. A deep understanding of CMS regulations, payer dynamics, and facility operations is essential to balance 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 strategies to penetrate and segment the psychiatric and movement disorder marketplace (Psychiatrists, Neurologists, CMHCs, LTC)
• Effectively uses promotional resources and budget
• Establishes and maintains excellent communication and relationships with co-workers and cross-functional partners (managed care, Medical Science Liaisons, medical communications)
• Demonstrates honesty and integrity aligned with company standards and compliance policies
• Identifies territory-specific opportunities and barriers to ensure product and company success
• Develops local Opinion Leader relationships to achieve aligned objectives
• Adheres to highest ethical standards including FDA guidelines
• Utilizes account selling strategies to serve the needs of the patient care team (Pharm D, MD/NP/PA, LPN/RN)
• Manages relationships with key customers, LTC facilities, payers, pharmacies, and advocacy groups
• Other duties as assigned

Qualifications

• Required: BS/BA in science or related field with 4+ years in commercial pharma/biotech or related field, including 3+ years in specialty pharmaceutical or LTC, Psychology, or Neurology sales; LTC or specialty pharmacy distribution experience and psychiatry/neurology/antipsychotic experience strongly preferred; experience with CRM/business systems (Salesforce.com, Oracle, SAP, etc.)
• Required: Master's degree in science or related field with 2+ years of similar experience
• Required: Strong sales and account management skills with solid business acumen and exceptional verbal/written communication
• Required: Proven track record of sales performance and goal achievement in specialty pharma/biotech
• Required: Demonstrated success launching products in complex, competitive markets
• Required: Deep understanding of healthcare regulatory and compliance environments
• Required: Entrepreneurial mindset and experience in dynamic or start-up settings
• Required: Proficiency in CRM/business tools (e.g., Salesforce, Veeva, Oracle, SAP, QlikView)
• Required: Must reside within assigned territory and possess a valid driver’s license with a clean record
• Required: Results-driven, ownership-focused professional who thrives in ethical environments and can navigate complex accounts with varied payer and fulfillment requirements
• Required: Strategic Account Management & Sales Execution — develop and implement detailed account plans, build relationships with external and internal stakeholders, lead disease state and product education, coordinate alignment across facilities, prescribers, and pharmacies, and execute a consultative sales process
• Required: Market & Regulatory Expertise — navigate CMS regulations, payer structures, and collaborate with Market Access to address barriers
• Required: Cross-Functional Collaboration — partner with Marketing, Medical Affairs, and Market Access to tailor solutions and ensure consistent messaging
• Required: Knowledge & Skills — engage multiple decision-makers, understand LTC operations, apply consultative selling, project management, and CRM/analytics tools
• Preferred: Sales experience in long-term care or institutional settings
• Preferred: Background in neurology, psychiatry, or movement disorders
• Preferred: Familiarity with LTC pharmacy fulfillment and CMS guidelines for psychotropic meds in SNFs

Skills

• Proven ability to engage and align multiple decision-makers across complex healthcare environments
• Strong grasp of LTC operations, pharmacy models, and post-acute reimbursement
• Consultative selling with strong communication, negotiation, and problem-solving abilities
• Project management and multitasking across complex initiatives
• CRM and analytics proficiency (Veeva, Salesforce, IQVIA)

Education

• BS/BA or MS with related field as noted above (see Qualifications)