Description

Territory Sales Representative – Long-Term Care (LTC)

Location: Detroit, MI

Role type: Field-based, territory assigned

Travel: Extensive within territory

Position Summary

The Territory Sales Representative – LTC is responsible for driving product utilization and expanding access to the company’s branded pharmaceutical portfolio within long-term care environments. This role blends direct clinical engagement with strategic account management and requires consistent in-person presence at LTC pharmacy partners, care facilities and provider offices where appropriate.

Key Responsibilities

Territory Planning & Execution

• Implement territory business plans to achieve sales goals across skilled nursing facilities, assisted living centres, memory care units, and LTC pharmacy partners.
• Deliver disease-state and product education aligned with approved promotional materials.
• Maintain a robust call cycle and face-to-face engagement schedule.

Stakeholder Engagement

• Build relationships with LTC stakeholders:
• Medical Directors
• Directors of Nursing
• Consultant Pharmacists
• HCPs including Nurse Practitioners / Physician Assistants
• Purchase Managers, Administrators and Facility Leaders
• Present clinical value, resident outcomes, and workflow benefits to clinical and administrative decision makers.

Account Development & Pull-Through

• Support formulary wins and conversions through coordination with LTC pharmacy providers and distribution partners.
• Assist with therapy onboarding, medication supply management, and resident-level transition of care.
• Conduct or organize in-services, lunch-and-learns, and LTC staff education sessions.

Market Intelligence

• Monitor competitive activity, resident care trends, census fluctuations, and CMS quality metrics that impact utilization.
• Share insights with management to refine commercial strategy.

Cross-Functional Collaboration

• Partner with Market Access, Marketing, Distribution and Medical Affairs to resolve access barriers and support clinical inquiries as well as build coverage depth in larger LTC or IDN chains.

Compliance & Documentation

• Maintain disciplined CRM documentation with updated customer information and lead follow-up
• Operate in full compliance with FDA promotional rules, PhRMA Code, Medicaid/Medicare guidelines, and company SOPs.

Required Qualifications

• Up to 3 years of pharmaceutical, medical device, healthcare, or institutional sales experience.
• Demonstrable success in cold calling, territory coverage, or B2B account development.
• Strong interpersonal skills and the ability to present confidently to clinical audiences.
• Valid U.S. driver’s license and willingness to travel extensively within territory and to conferences per business requirements.
• Experience selling into LTC, senior care, or institutional healthcare settings is desirable.
• Understanding of LTC pharmacy dispensing models, Medicare Part D & Medicaid, GPOs, payer authorization processes, and formulary dynamics is desirable

Key Competencies

Territory Ownership: Ability to prioritize accounts, plan routes, and manage time effectively.

Clinical Communication: Capable of simplifying medical concepts while remaining compliant.

Influence & Negotiation: Persuasive with both clinical staff and administrative buyers.

Resilience & Self-Motivation: Thrives in a high-autonomy, relationship-driven environment.

Problem Solving: Handles access barriers, distribution issues, and product onboarding challenges.

Performance Metrics

• Territory sales vs. budget
• New account / facility penetration and utilization growth
• Pull-through effectiveness with LTC pharmacies and providers
• Frequency and quality of on-site engagements
• CRM accuracy and consistent execution of territory plans