Sr. Regional Account Manager, Long Term Care

Sumitomo Pharma Co., Ltd. is a global pharmaceutical company based in Japan with key operations in the U.S. (Sumitomo Pharma America, Inc.-SMPA), Canada (Sumitomo Pharma Canada, Inc.) and Europe (Sumitomo Pharma Switzerland GmbH) focused on addressing patient needs in oncology, urology, women's health, rare diseases, psychiatry & neurology, and cell & gene therapies. With several marketed products in the U.S., Canada, and Europe, a diverse pipeline of early- to late-stage assets, and in-house advanced technology capabilities, we aim to accelerate discovery, research, and development to bring novel therapies to patients sooner. For more information on SMPA, visit our website https://www.us.sumitomo-pharma.com or follow us on LinkedIn.

Job Overview

The Sr. Regional Account Manager, Long Term Care (LTC) delivers results by strategically educating key LTC stakeholders including closed door pharmacies, consultant pharmacists, and Tier 1 Nursing Home chains in a compliant and ethical manner, while collaborating with the sales team on educating LTC Healthcare Providers on SMPA product clinical attributes for the LTC resident. They ensure customer satisfaction by understanding their needs, promoting products or services, and driving purchases to meet or exceed regional GPO purchasing targets. This position may require extensive travel and collaboration with internal teams to manage account strategies effectively. 

Job Duties and Responsibilities

Account Management:

• Develop and implement strategic plan for your assigned LTC geography to maximize relationships with LTC Pharmacy leadership and Consultant Pharmacists
• Work with LTC Pharmacy Accounts to strategically develop and implement education plans that support providers across LTC stakeholders.
• Provide insights, identify key opportunities, and develop specific plans with account or market objectives and tactics that increase the LTC Consultant Pharmacist’s understanding of where and how to use SMPA products appropriately
• Analyze the competitive landscape for assigned accounts to determine trends and provide customer feedback to Market Access Team Leadership
• Build business relationships with senior executives at key accounts to develop alliances and ensure customer needs are met, advancing relationships towards true partnerships between SMPA and customers your team interacts with.
• Pull through LTC GPO and LTC Direct Contracts with assigned accounts in region.

Regional Management:

• Ensure individual business goals and objectives are achieved through monitoring GPO purchases and expense budgets, performance metrics, and Account Business Planning
• Efficiently managing a large geographic territory, prioritizing accounts, and optimizing travel time 

Key Core Competencies

• Established relationships with LTC Pharmacies, their leadership and Consultant Pharmacists.
• Expertise with Long Term Care accounts, positioning pharmaceutical products on formulary and reducing barriers to acquiring SMPA products. Comfort working with C-suite leadership.
• Proven ability to work with a high level of integrity, accuracy, and attention to detail.
• Self-motivated, assertive, and self-confident with the ability to act with urgency and passion.
• Strong organizational skills to maintain a high level of productivity, innovation, and priority-setting, completing assignments on-time and on-budget.
• Excellent oral and written communication skills for effectively interfacing with all levels of management and departments within SMPA.
• Ability to work under pressure and meet time sensitive deadlines.

Education and Experience

• Bachelor’s Degree Required
• 10-15 years of Pharmaceutical Experience (Preferred)
• 5 or more years of Leadership Experience (Preferred)
• 5 or more years of Market Access Experience (Preferred)
• Long Term Care Account Management or LTC sales experience (Preferred).

The base salary range for this role is $162,400 to $203,000. Base salary is part of our total rewards package which also includes the oppo