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