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Sunovion Long Term Care (LTC) National Account Director in Marlborough, Massachusetts

Sunovion Pharmaceuticals is looking for a Long Term Care National Account Director to join our Long Term Care Team. This is a home office based role.

This position reports to LTC Field Director and is responsible for managing and selling to key LTC corporate accounts nationwide. (Examples: National and Regional SNF chain's, National LTC associations).

  • This position will be responsible for developing customer insights and critical relationships at the C and D Suite level that will increase sales of promoted products and improve Sunovion's product access for patients in LTC care settings.

  • Responsibilities include national relationship management, account analysis, project management of pull through initiatives and contract negotiation with the Long Term care accounts to gain product access.

  • This position will be responsible for the communication and collaboration between cross functional groups including but not limited to the following; Field Sales Partners, Area Medical Specialists, HEOR, and Government Affairs.

Essential Functions:

  • Analyze market segment and provide insight to Sunovion associates in order to identify opportunities and develop comprehensive goals/plans to enhance Sunovion's position within corporate accounts and other contract organizations.

  • Works directly with Legal and Contract Operations to develop contracts that advance Sunovion product sales

  • Assist in Area, Regional and Managed Markets LTC Account strategy formulation

  • Develop and implement a business plan specific to the national LTC account strategy

  • Identify key players and influencers and build relationships

  • Conduct effective selling presentations

  • Provide dynamic, high-level clinical in-service presentations to small and large groups of LTC personnel

  • Be Medicare, Medicaid and commercial payer knowledge expert for LTC

  • Interact with sales leadership and internal departments in order to effectively maximize contract opportunities and pull-through programming.

  • Work with Brand teams to develop promotional materials and value-added programs/services offered to corporate accounts and other contract organizations.

  • Ability to generate enthusiasm around the LTC channel and advocate for the channel with internal (MM Account Directors, RBM's and therapeutic specialists) and external stakeholders (LTC )

  • Maintain up to date records on all customers

  • All other duties as assigned by supervisor.

Minimum Education, Experience, Knowledge and Skills Required:

  • Bachelors Degree required (MBA or Pharm D preferred)

  • 10 years' experience in the pharmaceutical industry required

  • 2 years field management preferred

  • 5 years' experience as an account director preferred

  • Experience in LTC Channel (SNF's, ICF/IDD, LTCPP), preferred

  • Experience in Respiratory and/or CNS disease category, preferred

  • Advanced knowledge of healthcare reform

  • Strong analytical skills

  • Strong clinical acumen

  • Understanding of payer markets and healthcare reform

  • Strong written and verbal skills

  • Ability to influence without authority

  • Ability to influence cross-functionally

  • Well-developed negotiating skills

  • Highly proficient with Excel, PPT, and Word

  • Ability to multi-task and handle multiple projects and customers at one time essential. Must be able to exercise appropriate judgment when assessing the needs of each customer within a trade class and design a strategy best suited for the situation. Requires a high level of initiative and independence.

  • High travel demands; must be able to travel in excess of 60% of the time. Frequent meetings in home office.


Confidential Data: All information (written, verbal, electronic, etc.) that an employee encounters is considered confidential.

Compliance :Achieve and maintain Compliance with all applicable regulatory, legal and operational rules and procedures, by ensuring that all plans and activities for and on behalf of Sunovion are carried out with the "best" industry practices and the highest ethical standards.

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires ability to use a personal computer for extended periods of time.

Sunovion Pharmaceuticals Inc. is an Equal Employment Opportunity (EEO) and Affirmative Action employer. Sunovion is committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.