Long Term Care Account Specialist - Frederick, MD

Long-Term Care Account Specialist

The Long-Term Care (LTC) Account Specialist is responsible for driving education, access, and adoption of Neurocrine products within post-acute and long-term care settings. This role requires advanced account management capabilities to influence multiple stakeholders across a coordinated, multi-step process that often spans extended timelines between order and fulfillment. The LTC Account Specialist must connect and align external prescribers, internal facility stakeholders, and LTC pharmacies to successfully navigate clinical, regulatory, and reimbursement barriers. This requires a consultative, strategic, and highly coordinated approach to achieve "drug on cart" and sustained resident therapy. Additionally, this role demands a deep understanding of CMS regulations, payer mix dynamics, and facility-level operational processes, balancing clinical education with compliance and reimbursement considerations.

Your contributions (include, but are not limited to):

Creates product acceptance and manages sales and product growth through education opportunities in targeted accounts

Effectively executes sales force strategies and marketing plans to meet or exceed sales objectives through face-to-face and/or virtual communications via in-office visits, in-service presentations and speaker programs

Creates and implements successful strategies to further penetrate and segment the psychiatric and movement disorder marketplace, consisting, where applicable, of Psychiatrists, Neurologists, Community Mental Health Clinics (CMHC) and Long Term Care (LTC)

Effectively uses promotional resources and budget

Establishes and maintains excellent communication and sound working relationships with co-workers and cross-functional partners, including managed care, Medical Science Liaisons, and medical communications

Demonstrates honesty and integrity while modeling behaviors consistent with company standards, values and corporate compliance policies

Identifies territory-specific opportunities and barriers to ensure product and company success

Develops local Opinion Leader relationships to achieve aligned objectives

Performs all responsibilities following the highest ethical standards, including FDA guidelines and best practices for the pharmaceutical/biotech industry

Effectively utilizes account selling strategies to achieve goals through building relationships with and meeting the needs of all members of the patients' care team (Pharm D, MD/NP/PA, LPN/RN)

Manages relationships with important customers, including key opinion leaders, local professional groups and advocacy groups, long-term care facilities, local and regional payers, and pharmacies

Other duties as assigned

Requirements:

BS/BA degree in science or related field and 4+ years of commercial pharma/biotech or related experience, including 3+ years of specialty pharmaceutical or LTC, Psychology, or Neurology sales experience is highly desired. Long Term Care or specialty pharmacy distribution experience is strongly preferred. Psychiatry, neurology or antipsychotic experience strongly preferred. Experience with business systems, salesforce automation platforms, and other business intelligence tools (e.g., Salesforce.com, Oracle database, SAP, Business Objects, COGNOS, QlikView, Veeva, etc.) OR

Master's degree in science or related field and 2+ years of similar experience noted above

Strong sales and account management skills with solid business acumen and exceptional communication (verbal and written)

Proven record of sales performance and goal achievement, including recognition or ranking awards in specialty pharma or biotech

Demonstrated success launching products in complex, competitive markets

Deep understanding of healthcare regulatory and compliance environments

Entrepreneurial mindset and experience in dynamic or start-up settings

Proficient in business systems and CRM tools (e.g., Salesforce, Veeva, Oracle, SAP, QlikView)

Must reside within assigned territory and possess a valid driver's license with a clean record

Results-driven, accountable professional who:

Thrives in ownership-driven, ethical environments

Excels in navigating complex accounts and diverse care settings

Effectively supports pull-through amid varied payer and fulfillment requirements

Challenges the status quo with curiosity and initiative

Derives satisfaction from purposeful, patient-centered work

Strategic Account Management & Sales Execution:

Develop and implement detailed account plans for assigned facilities

Build strong relationships with key external (prescribers, consultants) and internal (administrators, DONs, MDS coordinators) stakeholders

Lead disease state and product education initiatives to drive appropriate resident identification and treatment

Coordinate alignment across facilities, prescribers, and pharmacies to ensure timely therapy initiation and continuation

Execute a consultative sales process involving multiple stakeholders and extended timelines

Market & Regulatory Expertise:

Navigate CMS regulations, Psychotropic Stewardship, and survey processes impacting prescribing behavior

Understand reimbursement structures (Medicare, Medicaid, Managed Care) and their influence on therapy access

Collaborate with Market Access to address payer and fulfillment barriers

Cross-Functional Collaboration:

Partner with Marketing, Medical Affairs, and Market Access to tailor account-specific solutions

Align with field partners to ensure consistent messaging and execution across the LTC ecosystem

Represent Neurocrine with professionalism, integrity, and a commitment to improving patient outcomes

Required Knowledge & Skills:

Proven ability to engage and align multiple decision-makers across complex healthcare environments

Strong grasp of LTC operations, pharmacy models, and post-acute reimbursement

Consultative selling expertise with strong communication, negotiation, and problem-solving abilities

Skilled in project management and multitasking across complex initiatives

Proficiency with CRM and analytics tools (Veeva, Salesforce, IQVIA)

Preferred Experience:

Sales experience in long-term care, institutional, or organized customer settings

Background in neurology, psychiatry, or movement disorders

Familiarity with CoverMyMeds and LTC pharmacy fulfillment

Knowledge of CMS guidelines affecting psychotropic medication use in skilled nursing facilities

Neurocrine Biosciences is an EEO/Disability/Vets employer. We are committed to building a workplace of belonging, respect, and empowerment, and we recognize there are a variety of ways to meet our requirements. We are looking for the best candidate for the job and encourage you to apply even if your experience or qualifications don't line up to exactly what we have outlined in the job description.

The annual base salary we reasonably expect to pay is $120,600.00-$165,000.00. Individual pay decisions depend on various factors, such as primary work location, complexity and responsibility of role, job duties/requirements, and relevant experience and skills. In addition, this position offers an incentive compensation plan with a target of $44,000.00 annually and eligibility to participate in our equity based long term incentive program. Benefits offered include a retirement savings plan (with company match), paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage in accordance with the terms and conditions of the applicable plans.