Overview

The National Director for LTC is responsible for designing and executing a comprehensive U.S. strategy that drives product access, demand, adoption, and sustained utilization across the long-term care continuum. This role oversees area leadership teams, directs pull-through within institutional accounts, and ensures consistent execution across LTC pharmacies, SNFs, ALFs and other key accounts.

Responsibilities

Launch Readiness & Strategic Planning

• Ensure launch readiness, drive a successful launch, and continue to optimize business results
• Develop and implement a talent strategy of hiring, developing resources and succession planning
• Build and retain a diverse, high performing LTC sales team in alignment with hiring goals
• Develop a comprehensive LTC national business plan, informed by data and market insights and, aligned with strategic objectives
• Establish incentive plan parameters and goals to ensure proper focus and motivation towards sales execution
• Direct the execution of national and area sales objectives, tracks progress against objectives, and refines plans as needed to deliver on goals
• Lead national execution of pull-through initiatives with large LTC pharmacy partners and institutional systems
• Structure account frameworks that segment high-value SNF/ALF networks by prescription volume, clinical acuity, payer mix, and organizational influence
• Oversee implementation of multi-layer pull-through models, including facility-level DON/ADON/ICP
• Act as a strategic partner with Market Access and Trade Relations to support contract deployment, rebate positioning, and account-level financial modeling
• Lead the development of metrics-driven execution dashboards using Veeva CRM and Tableau to inspect rep-level reach, message delivery, and call quality across all regions
• Represent the LTC strategy in all brand team planning and updates, including forecast submissions, cross-functional planning, and launch readiness
• Build relationships with internal partners to secure data, resources, and support for key sales initiatives and to ensure that field efforts are fully supported
• Build and maintains relationships with top customers and thought leaders
• Provide input on Sales Operations, Business Analytics, Sales Training and Marketing activities
• Review and re-align area boundaries to stay to up to date of changing trends and provide optimal coverage for the customer base

Team Leadership

• Directly manage and coach area directors in the development and implementation of sales strategies such as directly guiding daily call plans, sales messaging, institutional coverage, and demand and access tactics and, supporting the short- and long-term sales and revenue plans of the organization
• Ensure compliance of sales execution to company policies and code of conduct and drives accountability among the sales team
• Design and oversee national onboarding for all LTC field personnel (area leaders and account managers).
• Define training standards for understanding how LTC pharmacies operate (i.e. consultant pharmacist influence, overview of billing practices and purchasing) and the unique structure, regulatory requirements and positions within each target setting SNF/ALF
• Lead the development of training on Infection Control Practices and COVID protocols within each target setting
• Oversee the successful execution of all field certifications to ensure readiness and compliance
• Motivate and inspire sales team by aligning goals and objectives to our company's mission/vision
• Set and implement people management processes to effectively resource, train, and develop customer teams to address customer needs

Minimum Job Requirements

Qualifications

• Bachelor’s Degree (BA or BS)
• 10+ years of pharmaceutical sales experience. Previous experience in national and area leadership roles (1st and 2nd line leadership) required
• Direct experience managing account teams and/or LTC pharmacy and SNF/ALF accounts, including demanding generation, contracting and pull-through
• CRM expertise (Veeva required), Tableau or Excel-based dashboards, and strong facility with Teams, Zoom, and Microsoft 365
• Deep understanding of complex institutional markets; direct experience in the LTC market structure preferred including PDPM, state Medicaid and Medicare Part D formularies, and pharmacy consultant influence
• Ability to lead institutional product adoption through multi-channel touchpoints (rep field calls, pharmacist training, virtual in-services, access escalations)
• Proven success coaching field teams through high-acuity disease state disc