Regional Account Manager, Long Term Care

The Regional Account Manager, Long Term Care (LTC) is responsible for driving regional business performance by developing and executing strategic account plans across assigned LTC geographies. This role engages key LTC stakeholders—including LTC pharmacies, regional provider groups, nursing home chains, and industry associations—in a compliant, ethical, and customer-focused manner, with a strong emphasis on contract negotiation, account optimization, and pull-through execution. This role can be based in Houston, TX or Dallas, TX.

Job Duties and Responsibilities

Account, Provider & Contract Management

• Develop and execute a comprehensive regional account strategy to maximize relationships with LTC pharmacy leadership, regional provider groups, nursing home chains, and industry associations.
• Lead regional contract negotiations with LTC pharmacy and provider accounts, aligned with national contracting frameworks, to drive favorable access, compliance, and volume growth.
• Call on and build strategic relationships with regional and multi-site provider organizations, including nursing home chains and managed LTC networks, to influence formulary decisions, protocol adoption, and product utilization.
• Engage with regional and state-level LTC associations to support educational initiatives, advocacy efforts, and visibility for Sun Pharma within the LTC community.
• Partner with the National Account Director on national initiatives, ensuring consistent execution and alignment of regional strategies with enterprise objectives.
• Collaborate with Territory Managers to drive local pull-through, ensuring effective adoption and utilization of contracted products at the facility and provider level.
• Work with LTC pharmacy and provider accounts to design and implement educational initiatives that support clinicians, administrators, and consultant pharmacists across the LTC continuum.
• Provide insights into customer needs, market dynamics, and competitive activity, translating data into actionable account plans and value-based solutions.
• Analyze competitive landscape trends within assigned accounts and communicate findings and recommendations to leadership.
• Build and maintain strong relationships with senior executives and key influencers, advancing partnerships that align customer objectives with Sun Pharma’s offerings.
• Ensure effective pull-through of LTC GPO and direct contracts across assigned regional accounts.

Regional Business Management

• Achieve regional business goals by monitoring GPO utilization, contract compliance, performance metrics, and account-level business plans.
• Manage expense budgets responsibly while optimizing resource allocation to maximize return on investment.
• Effectively manage a large, multi-state territory by prioritizing high-impact accounts and optimizing travel and time management.
• Maintain accurate documentation and reporting to support forecasting, performance tracking, and strategic planning.

Education and Experience

• Bachelor’s degree
• 1–5 years of pharmaceutical industry experience  
• Prior experience in Long Term Care account management, provider-facing roles, or LTC-focused sales
• Leadership or cross-functional collaboration experience (preferred).

Core Competencies

• Demonstrated success in LTC account management and provider relationship development.
• Established relationships across LTC pharmacies, provider organizations, and nursing home networks.
• Ability to engage and influence C-suite and senior executive stakeholders.
• Strong negotiation, strategic thinking, and problem-solving skills.
• High level of integrity, accuracy, and attention to detail.
• Self-motivated, results-oriented, and able to operate with urgency and accountability.
• Strong organizational skills with the ability to manage multiple priorities and deadlines in a fast-paced environment.

The presently-anticipated base compensation pay range for this position is $175k to $ 200k. 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.