Territory Manager, LTC (Columbus, OH)

The Territory Manager – Long-Term Care (Columbus, OH) is responsible for managing an assigned territory and driving appropriate utilization and growth of pharmaceutical products within the long-term care (LTC) setting. This role focuses on building strong relationships with nursing homes and their supporting clinical and administrative stakeholders, coordinating closely with Regional Account Managers, and aligning execution with National Account Director strategies.

Key Responsibilities

Territory & Account Management

• Manage all sales activities within an assigned territory, developing and executing strategic territory business plans
• Prioritize and target nursing homes, post-acute care facilities, and key accounts based on opportunity and strategic importance
• Maintain accurate account records, call activity, and reporting in CRM systems

• Identify, develop, and maintain relationships with strategically essential decision makers in the assigned geography. 

Customer Engagement – Nursing Homes & Facilities

• Build and maintain relationships with nursing homes and facility-based stakeholders, including:
• 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
• Educate customers on product value, clinical differentiation, and appropriate use in the long-term care setting
• Navigate facility protocols, clinical pathways, and decision-making processes to drive pull-through

Cross-Functional & Account Alignment

• Coordinate efforts with the Regional Account Manager to ensure alignment with long-term care pharmacy strategies and account plans
• Execute national and regional initiatives developed by the National Account Director within the territory
• Support integrated account execution across LTC pharmacies, facilities, and prescribers
• Share field insights, competitive intelligence, and customer feedback with internal stakeholders

Business Planning & Performance Management

• Achieve or exceed territory sales goals and performance objectives
• Analyze territory performance data and adjust plans to address gaps and opportunities
• Participate in business reviews, training programs, and sales meetings

Compliance & Professional Conduct

• Conduct all promotional activities in accordance with FDA regulations, company policies, and industry standards
• Deliver compliant, balanced, and approved messaging
• Maintain high standards of professionalism and ethical behavior

Education & Skills

• Bachelor’s degree preferred
• 3–5+ years of pharmaceutical or healthcare sales experience
• Experience calling on nursing homes, post-acute care facilities, or institutional healthcare providers strongly preferred
• Strong understanding of long-term care and post-acute care environments
• Excellent communication, presentation, and relationship-building skills
• Strong territory planning, organizational, and time-management abilities
• Ability to work collaboratively across matrixed sales and account teams
• High integrity and compliance orientation

Work Environment

• Field-based role with home office
• Regular travel within the assigned territory (typically 50–70%)
• Frequent in-person customer interactions and collaboration with internal partners

The presently-anticipated base compensation pay range for this position is $94k to $ 136k. 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.

The compensation and benefits described above are subject to the terms and conditions of any governing plans, policies, practices, agreements, or other materials or documents as in effect from time to time, including but not limited to terms and conditions regarding eligibility. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company, or individual department/team performance, and market factors.