Long Term Care Account Specialist - Louisville, KY

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 navigate clinical, regulatory, and reimbursement barriers, balancing clinical education with compliance and reimbursement considerations.

Responsibilities

• Creates product acceptance and manages sales and product growth through education opportunities in targeted accounts
• Executes sales force strategies and marketing plans to meet or exceed sales objectives through in-person or virtual communications, including in-office visits, in-service presentations, and speaker programs
• Develops strategies to penetrate and segment the psychiatric and movement disorder marketplace, targeting Psychiatrists, Neurologists, CMHCs, and LTCs where applicable
• Uses promotional resources and budget effectively
• Maintains excellent communication and relationships with co-workers and cross-functional partners, including managed care, Medical Science Liaisons, and medical communications
• Adheres to company standards, values, and compliance policies
• Identifies territory-specific opportunities and barriers to ensure product and company success
• Develops local Opinion Leader relationships to achieve aligned objectives
• Follows highest ethical standards and FDA guidelines for the pharmaceutical/biotech industry
• Utilizes account selling strategies to meet goals by engaging the patients' care team (Pharm D, MD/NP/PA, LPN/RN)
• Manages relationships with key customers, including KOLs, local professional groups, advocacy groups, LTC facilities, payers, and pharmacies
• Other duties as assigned

Qualifications

• Required: BS/BA in science or related field and 4+ years of commercial pharma/biotech or related experience, including 3+ years in specialty pharma or LTC, Psychology, or Neurology sales; LTC or specialty pharmacy distribution experience strongly preferred; Psychiatry, neurology, or antipsychotic experience strongly preferred; experience with business systems, Salesforce automation platforms, and BI tools (e.g., Salesforce.com, Oracle, SAP, Business Objects, COGNOS, QlikView, Veeva, etc.)
• Required: Master's degree in science or related field and 2+ years of similar experience
• Strong sales and account management skills with solid business acumen and exceptional verbal and written communication
• Proven track record of sales performance and goal achievement 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 startup 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

• Results-driven, accountable professional who:
• Thrives in ownership-driven, ethical environments
• Excels in navigating complex accounts and diverse care settings
• Effectively supports pull-through amid varied payer and fulfillment requirements
• Challenges the status quo with curiosity and initiative
• Derives satisfaction from purposeful, patient-centered work
• Strategic Account Management & Sales Execution
• Develop and implement detailed account plans for assigned facilities
• Build strong relationships with key external (prescribers, consultants) and internal (administrators, DONs, MDS coordinators) stakeholders
• Lead disease state and product education initiatives to drive appropriate resident identification and treatment
• Coordinate alignment across facilities, prescribers, and pharmacies to ensure timely therapy initiation and continuation
• Execute a consultative sales process involving multiple stakeholders and extended timelines
• Market & Regulatory Expertise
• Navigate CMS regulations, Psychotropic Stewardship, and survey processes impacting prescribing behavior
• Understand reimbursement structures (Medicare, Medicaid, Managed Care) 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 to tailor account-specific solutions
• Align with field partners to ensure consistent messaging and execution across the LTC ecosystem
• Represent Neurocrine with professionalism, integrity, and a commitment to improving patient outcomes
• Required Knowledge & 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 expertise with strong communication, negotiation, and problem-solving abilities
• Project management and multitasking across complex initiatives
• Proficiency with CRM and analytics tools (Veeva, Salesforce, IQVIA)
• Preferred Experience
• Sales experience in long-term care, institutional, or organized customer settings
• Background in neurology, psychiatry, or movement disorders
• Familiarity with CoverMyMeds and LTC pharmacy fulfillment
• Knowledge of CMS guidelines affecting psychotropic medication use in skilled nursing facilities

Education

• BS/BA degree in science or related field (plus 4+ years experience) or
• Master's degree in science or related field (plus 2+ years experience)