Title:  Area Sales Director, LTC (East Coast)

The Area Sales Director – Long-Term Care (East Coast) Pharmaceutical Sales provides strategic and operational leadership for all sales activities within an assigned area. This role leads and develops both Regional Account Managers and Territory Managers, ensuring aligned execution across long-term care pharmacies, nursing homes, and post-acute care stakeholders. The Area Sales Director is responsible for driving growth through coordinated account strategy, effective stakeholder engagement, and compliant promotion across the long-term care continuum. This key role will be the conduit between the field and region with the National Account Director and Leadership. This role can sit anywhere on the East Coast. 

Key Responsibilities

Leadership & Team Management

• Lead, coach, and develop a team of Regional Account Managers and Territory Managers to achieve area sales objectives
• Establish clear expectations for role-specific responsibilities, collaboration, and performance metrics
• Recruit, onboard, and retain high-performing sales talent
• Foster a culture of accountability, cross-team alignment, and ethical promotion

Long-Term Care Pharmacy Strategy & Oversight (Regional Account Managers)

• Direct and oversee Regional Account Managers in their engagement with long-term care pharmacy providers and regional provider groups
• Guide RAMs on effective interaction strategies with:
• Consultant pharmacists
• Clinical directors
• Pharmacists-in-charge
• Pharmacy operations leadership
• C-suite and executive stakeholders
• Ensure consistent execution of national and regional account strategies across LTC pharmacy partners
• Partner with internal stakeholders to support access, formulary, and clinical initiatives within LTC pharmacies

Nursing Home & Facility Strategy (Territory Managers)

• Direct Territory Managers in their engagement with nursing homes and post-acute care facilities
• Provide guidance on effective interactions with:
• Administrators and executive directors
• Directors of Nursing and nursing leadership
• Medical directors and attending physicians
• Nurse practitioners and physician assistants
• Consultant pharmacists and ancillary clinical staff
• Ensure coordinated pull-through from LTC pharmacies to facilities and prescribers
• Reinforce strategic account planning and territory prioritization

Strategy Execution & Business Planning

• Translate national brand and commercial strategies into area-level execution plans
• Align RAM and TM efforts to maximize impact across the long-term care ecosystem
• Identify market opportunities, risks, and competitive dynamics within the area
• Drive consistent messaging, targeting, and resource deployment

Cross-Functional Collaboration

• Collaborate with National Accounts, Marketing, Market Access, Medical Affairs, and Managed Care teams
• Serve as a key liaison between national strategy and field execution
• Ensure effective communication flow between Regional Account Managers and Territory Managers to support unified account execution

Forecasting, Performance & Reporting

• Own area-level forecasting, performance tracking, and pipeline management
• Provide regular updates to senior leadership on forecasts, market trends, and changes impacting performance
• Use data and field insights to adjust strategy, coaching focus, and resource allocation

Compliance & Business Conduct

• Ensure all promotional and account activities comply with FDA regulations, company policies, and industry standards
• Reinforce appropriate product messaging, documentation, and reporting requirements
• Model ethical leadership and accountability

Education & Experience

• Bachelor’s degree required; advanced degree preferred
• 5+ years of pharmaceutical sales experience, with demonstrated success in institutional, specialty, or long-term care markets
• 3+ years of sales leadership experience (direct or indirect) managing multi-layer field teams strongly preferred
• Direct experience working with long-term care pharmacies and nursing homes
  Proven ability to lead and develop managers and sales professionals
• Deep understanding of long-term care pharmacy and nursing home decision-making dynamics
• Strong strategic planning, forecasting, and analytical skills
• Excellent executive communication and stakeholder engagement abilities
• High integrity with a strong compliance mindset

Work Location

• Extensive travel within the assigned area (typically 60–75%), including overnight travel
• Field-based leadership role with home office
• Frequent interaction with field teams, LTC pharmacy partners, and senior internal stakeholders

Direct Reports

• Regional Account Managers (4)
• Territory Manager (3-4)

The presently-anticipated base compensation pay range for this position is $194,500k to $ 240,500k. Actual base compensation may vary based on a number of factors, including but not limited to geographical location and experience. In addition, this position is part of IC Commission Plan. Employees are eligible to participate in Company employee benefit programs which include medical, dental and vision coverage; life insurance; disability insurance; 401(k) savings plan; flexible spending accounts; and the employee assistance program. Employees also receive various paid time off benefits, including vacation time and sick time.