Area Business Lead, Long-term Care (LTC) - West

Overview

The Area Business Lead for LTC is a first-line field sales leadership role accountable for building and leading a high-performing team of LTC Account Managers across a multi-state territory and managing all operations related to the sales force in a defined region of the US.

The role will support the pending launch of ensitrelvir, for a novel 3CL protease inhibitor for the prevention of SARS-CoV-2 infection for the US as part of a long-term care sales team and will be directly responsible for field execution of the national LTC strategy. It is projected that there may be approximately 2 nationwide, each responsible for approximately 6-10 LTC Account Managers.

Responsibilities

Launch & Strategy Execution

• Responsible for building, leading, and retaining a high performing team, and managing activities of Long-term Care (LTC) Account Managers (LTC AMs) within specific geographical assignment.
• Creates and implements an area team strategy and ensures alignment with and execution of territory account plans to achieve monthly, quarterly and annual product access and launch objectives.
• Develop area business plans that segment facilities by utilization potential, payer mix, access needs, and pharmacist influence.
• Inspect daily execution of call plans, CRM documentation, access messaging, and utilization follow-up.
• Regularly analyze and monitor areal KPIs to optimize territory performance with direct accountability for achievement of targets.
• Focuses on customer excellence; actively seeks to discover and meet the needs of internal and external customers by building relationships and delivering innovative solutions.
• Drive consistent product adoption through consultant pharmacist partnerships, in-service programming for staff specific initiatives, and formulary awareness campaigns.
• Build relationships with area SNF/ALF operators and pharmacy directors to identify and remove access or education barriers.
• Develops and maintains effective working relationships with key accounts and stakeholders within each area. Communicates candidly and in a timely manner with management, Field Market Access, brand leadership, and internal and external stakeholders.
• Work closely with cross functional partners to plan and execute territory strategies to win account opportunities and achieve overall sales targets on a monthly and quarterly basis. Cross-functional partners may consist of Medical, Market Access and Field Reimbursement, Account Management, Inside Sales as well as Marketing and Operations.
• Work in collaboration with marketing team to develop area playbook and tools and implement promotional pieces that consider underlying area market dynamics.
• Works cross functionally in development of POAs and National Sales Meetings, which includes meeting objectives, training workshops, participants, timing, agenda and post-meeting metrics (both quantitative and qualitative).
• Plan, forecast, and oversee an operating budget while actively monitoring expenses.
• Responsible for the preparation and presentation of strategic and tactical area performance, plans and insights to Commercial and Executive Leadership.
• Responsible for providing insights and actions against area goals to cross-functional brand leadership at minimum on a quarterly basis as part of quarterly business reviews.
• Align with reimbursement teams to support real-time issue resolution and elevate systemic access obstacles.
• Achieve demand and access goals while adhering to all ethical business practices and required regulations.
• Serves as a role model regarding the compliance of all company policies & expectations and required regulations.
• Manage an Area's vision and purpose that is consistent with corporate and business objectives while maintaining a high level of accountability for business results.
• Proactively develops a pool of LTC AM talent to potentially fill future vacancies as quickly as possible.
• Participate in additional cross-functional launch readiness preparation as required.

Team Leadership

• Lead, motivate, and direct a field team of LTC AMs ensuring that they are appropriately trained on product knowledge, market conditions, brand strategy and tactics, corporate policies, and targeted business planning.
• Manage and coach a team of 6–10 LTC Account Managers, including weekly 1:1s, field rides, call reviews, and area team meetings.
• Responsible for area goal, execution, performance and talent development/management of the team.
• Develops LTC AMs by observing their business acumen skills, interactions with customers and internal matrix teams, providing them with individual coaching, feedback and inspiration. Helps KAMs to continue to develop for success in current role and for fu