Key Account Manager – Long Term Care (LTC) Sales

Validus Pharmaceuticals; New York (NY); On-site; USD 90,000 - 120,000; Full time

Job summary

A leading pharmaceutical firm is seeking a Key Account Manager for Long-Term Care (LTC) Sales. This role involves developing sales strategies, building relationships with decision-makers, and expanding market share in the LTC sector. Candidates should have significant experience in pharma sales, particularly in LTC, with strong negotiation and communication skills. The position offers growth opportunities and supports the company's goals for customer satisfaction and market expansion.

Qualifications

• 5-7 years of sales experience in the pharmaceutical or healthcare industry, with at least 3 years focused on selling to long-term care facilities.
• Existing relationships with key accounts in long-term care market.
• Proven track record of managing large, complex accounts and driving sales growth.

Responsibilities

• Develop and implement national/regional sales strategies for long-term care focused pharmacies.
• Build and maintain relationships with key decision-makers within target accounts.
• Identify new business opportunities and expand market share.

Skills

Sales experience

Negotiation skills

Communication

Relationship management

Education

Bachelor’s degree in Business, Life Sciences, or related field

Tools

CRM tools

Sales reporting software

Job description

Job Title: Key Account Manager – Long Term Care (LTC) Sales

Location: New York/California Locations

Department: Commercial Department

Employment Type: Full-time

Reporting To: COO

Position Overview:

We are seeking dynamic and results-oriented Key Account Managers to join our sales team at Validus Pharmaceuticals LLC, a leading pharmaceutical company focused on central nervous system and cardiovascular therapeutic products..

We currently market Equetro® - the only carbamazepine product approved by FDA for the treatment of bipolar 1and recently launched two new products - Raldesy™ – the first and only FDA approved liquid trazodone hydrochloride indicated for major depressive disorder, and Lopressor® (metoprolol tartrate) oral solution - indicated for hypertension, angina pectoris and myocardial infarction. Both newly launched products have wide acceptance in the geriatric population. In addition, we expect further new launches in 2026 that will have significant addressable market in geriatrics / long term care.

The ideal candidates will have proven experience in managing sales to long-term care (LTC) pharmacies/distributors, specialty pharmacies and LTC institutions with a focus on building and maintaining strong relationships with key accounts. The Key Account Managers will be responsible for driving sales growth, executing strategic initiatives, pulling through executed contracts and supporting the company's goals for market expansion and customer satisfaction across the long-term care sector.

Key Responsibilities:

• Sales Management: Develop and implement national/regional sales strategies for long-term care focused pharmacies and institutions, including skilled nursing facilities, assisted living communities, hospice care organizations and LTC channel partners.
• Account Growth: Build, maintain, and strengthen relationships with key decision-makers within target accounts, including executives, formulary managers, and procurement specialists.
• Market Expansion: Identify new business opportunities and expand market share by introducing new products and services to existing accounts while prospecting and securing new LTC clients.
• Strategic Planning: Collaborate with senior leadership to align sales objectives with overall company goals, ensuring national/regional sales activities are targeted to meet both short-term and long-term growth objectives.
• Contract Negotiation: Where appropriate, lead and negotiate contract terms, pricing agreements, and product offerings, ensuring compliance with regulatory requirements and company standards..
• Training and Support: Provide education and training to LTC clients on product features, benefits, and proper usage to ensure optimal customer satisfaction and adherence to clinical guidelines.
• Collaboration: Work cross-functionally with market access, field sales, regulatory affairs, and supply chain teams to align on product strategies, promotional activities, and inventory management.
• Market Intelligence: Stay abreast of industry trends, competitor activities, and regulatory changes impacting long-term care institutions to proactively adjust sales strategies.
• Sales Reporting: Maintain accurate records of sales activities, forecast future business, and provide regular updates to management on sales performance, customer feedback, and market trends.

Qualifications:

• Bachelor’s degree in Business, Life Sciences, or a related field.
• Minimum of 5-7 years of sales experience in the pharmaceutical or healthcare industry, with at least 3 years focused on selling to long-term care facilities.
• Existing relationships with key accounts and in-depth knowledge of the long-term care market, including the unique needs, regulations, and purchasing processes of LTC institutions.
• Proven track record of managing large, complex accounts and driving significant sales growth.
• Strong negotiation and contract management skills.
• Excellent communication, presentation, and interpersonal skills, with the ability to influence and engage decision-makers at all levels.
• Self-motivated and goal-oriented with the ability to work independently and manage multiple priorities in a fast-paced environment.
• Familiarity with CRM tools and sales reporting software.
• Ability to travel nationally as required.

Experience with products in the senior care, geriatric, psychiatry, neurology or cardiovascular therapeutic areas is a plus