Sr. Long-Term Care Regional Sales Manager, Northeast

Role Summary

The Regional Sales Manager (LTC) is responsible for leading, developing, and holding accountable a high-performing team of Long-Term Care Sales Specialists to achieve sales goals. This role serves as an expert resource in the LTC environment, including disease state knowledge, the selling process, product expertise, and customer engagement. The LTC RSM fosters a high-performance, customer-focused culture by setting clear expectations, providing regular coaching and feedback, and ensuring performance discussions and documentation are completed in a timely manner.

Responsibilities

• Recruit, hire, and onboard top-performing LTC Sales Specialists.
• Set clear performance expectations and ensure consistent follow-up through regular coaching and performance discussions.
• Build a customer-centric, results-driven culture by modeling effective relationships with key LTC customers and decision makers.
• Plan and lead impactful sales meetings to align the team on strategy and execution.
• Maintain compliance with all company policies, industry regulations, and applicable laws.
• Conduct regular field visits to observe sales calls and provide in-the-moment feedback on customer engagement, territory management, and LTC account strategies.
• Collaborate with each Sales Specialist to establish and monitor individualized development plans.
• Provide timely, documented coaching reports and follow-up to ensure progress.
• Partner with the Commercial Effectiveness Training team on onboarding, skill development, and ongoing capability building.
• Offer actionable field insights to cross-functional partners, including the Commercial Brand team, to enhance customer resources and strategies.
• Develop and execute a regional business plan that aligns with the national LTC strategy.
• Manage the regional budget effectively, tracking ROI and adjusting resource allocation as needed.
• Monitor and analyze sales data to identify trends, address challenges, and capture growth opportunities.
• Consistently achieve or exceed regional sales goals and key performance indicators.
• Partner with Marketing, Market Access, and other functions to deliver a coordinated approach to LTC customers.
• Participate in corporate initiatives, cross-functional projects, and community engagement activities that support Acadia‚Äôs business objectives.

Qualifications

• Bachelor‚Äôs degree required; Business or Life Sciences preferred.
• For LTC Regional Sales Manager: minimum 5 years of progressively responsible experience in the pharmaceutical or biotech industry, including sales or relevant cross-functional roles; at least 2 years of sales management experience required. Neuroscience and specialty sales experience strongly preferred.
• For Sr. LTC Regional Sales Manager: minimum 8 years of progressively responsible experience in the pharmaceutical or biotech industry, including sales or relevant cross-functional roles; at least 5 years of sales management experience required. Neuroscience and specialty sales experience strongly preferred.
• Previous Long-Term Care and specialty sales experience strongly preferred.
• Proven ability to lead teams to exceed sales targets, manage performance, and have direct, documented performance discussions.
• Strong interpersonal and communication skills; ability to build lasting relationships with LTC customers and internal partners.
• Ability to influence, inspire, and motivate individuals toward achieving goals.
• Skilled at verbal and written performance evaluations and formal documentation of employee performance.
• Business acumen to identify future opportunities and anticipate customer needs.
• Must live within the boundaries of the assigned region and near a major airport.
• Valid driver‚Äôs license and acceptable driving record.
• Travel up to 80% of the time (depending on territory geography) and work after hours if required by travel schedule or business issues. May also be required to live within a reasonable distance to a major airport.

Skills

• Leadership and team development
• Customer relationship management
• Strategic planning and execution
• Data analysis and interpretation
• Communication and coaching
• Cross-functional collaboration

Education

• Bachelor‚Äôs degree required; Business or Life Sciences preferred.