Long Term Care Account Specialist - Memphis, TN

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.

Your Contributions

• 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

Requirements

• 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

Responsibilities

• 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
• Skilled in 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