The Area Sales Director Long-Term Care (West 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 West 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
Bachelors 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 homesProven 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 6075%), 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.
The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees as assigned to this job. Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of the incumbent(s).
We provide equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, military or veteran status, generic predisposing characteristics or any other basis prohibited by law.
Notice to Agency and Search Firm Representatives:
Sun Pharmaceuticals (Sun) is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Sun employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Taro. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral.
We provide equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, military or veteran status, generic predisposing characteristics or any other basis prohibited by law.
