Shionogi Inc.

Manage and develop sales training programs, facilitate training sessions, and support sales team development in hospital and LTC environments. | Minimum 5 years in pharmaceutical industry, hospital environment experience, sales training experience preferred, proficiency with technology platforms, and ability to travel. | Overview We are seeking a Senior Manager, Institutional Training to support the training and development for two sales teams: the Anti‑Infective Hospital Sales Team and the Long‑Term Care (LTC) Sales Team. This role will oversee training for Fetroja, a novel antibiotic promoted by the hospital team, and will play a key role in preparing the LTC team for the launch of a novel 3CL protease inhibitor for the prevention of SARS‑CoV‑2 infection. The Senior Manager, Institutional Training will execute training strategies and deliver key initiatives including new‑hire training, supplemental and regional programs, national training sessions, and field‑based coaching. This position ensures consistent application of commercial excellence standards, strengthens team capabilities, and partners cross‑functionally to support overall organizational performance. The role requires strong visibility in both the field and the home office, along with the ability to balance the needs of multiple stakeholders. The ideal candidate has experience in sales training with a strong understanding of hospital and LTC environments, ensuring both teams are equipped with the knowledge, skills, and resources needed to effectively engage customers and navigate complex healthcare settings. Responsibilities Manage all aspects of new hire training, including but not limited to creating training curriculum, developing content, facilitating virtual and live classroom training, and coordinating logistics for each class Partner with the Training team, key stakeholders, and collaborative business partners to ensure training programs/content supports entire Training department and organizational goals Develop and execute sales training strategies that align with institutional sales goals and business objectives Design and develop training content including workshops, slide presentations, participant guides, and role play scenarios for POA and NSM meetings Coach and support new hires in developing role-specific skills through hands-on training and field rides Lead the facilitation of live, virtual, and blended training sessions for sales teams across the organization Manage the medical, legal, and regulatory review process for training materials and ensure all materials are approved prior to dissemination Manage and maintain ACTO, the commercial learning platform Model the way for all new hires, demonstrating Shionogi’s mission and values Minimum Job Requirements Qualifications Bachelor’s Degree or equivalent experience required Minimum of 5 years’ experience in the pharmaceutical industry required Experience in the hospital environment required Minimum of 1 year in Sales Training experience preferred Deep understanding of institutional selling environment, including how to navigate institutions and systems in order to gain access and impact key decision makers Anti-infective experience is preferred Experience in Long Term Care channel is preferred Experiencing utilizing various with technology platforms and programs (e.g. MS PowerPoint, MS Word, MS Excel, MS Teams, Learning Management Systems, Veeva, ACTO, Articulate, Survey Monkey) Competencies Strong facilitation skills, with the ability to lead small to large groups and drive engagement in diverse learning environments Exceptional project management skills, with strong attention to detail and the ability to manage multiple priorities simultaneously Experience providing coaching, feedback, and development support to sales representatives or field-based teams. Self-motivated and enthusiastic team player that excels in a fast-paced work environment Strong interpersonal and communication skills, ability to work cross-functionally across multiple departments and create effective teams Proactive and positive approach to providing solutions Other Requirements Ability to travel up to 50% across the U.S. for field rides, POA meetings, national meetings, and other corporate events. Willingness to attend in‑person home office meetings and training sessions in New Jersey as needed. Demonstrated ability to maintain strong visibility in both the field and the home office. Additional Information The base salary range for this full-time position is $145,000 - $175,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role. EEO Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory. If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.

The job involves establishing access and generating demand in LTC settings through relationship building, education, and sales activities. | Requires extensive experience in pharmaceutical or healthcare sales, especially in long-term care, with strong clinical understanding and CRM proficiency. | Overview The Long-Term Care (LTC) Sales Account Manager is responsible for establishing access and generating demand in targeted LTC settings, including but not limited to Skilled Nursing Facilities, Nursing Homes, and LTC Pharmacies within an assigned territory. This role involves identifying and developing strategic business relationships with key decision makers and influencers (e.g. prescribing HCPs, Consultant Pharmacists, LTC Facility Medical Directors, LTC Pharmacy Directors, Directors of Nursing, Nursing Staff, Administration), understanding their needs and educating targets on clinical value and appropriate use of our product(s) to generate demand. This role will also be responsible for establishing and maintaining relationships with LTC affiliated provider association, advocacy groups and professional service providers. This role will cover the Ohio East territory. Ideal living locations for this position include Cleveland, OH and Columbus, OH. Responsibilities Establish clinical understanding, access and sales demand within LTC sector (i.e, LTC Facilities and LTC Pharmacies) for target accounts. Effectively and consistently call on LTC facilities and affiliated business entities daily through one-on-one meetings and presentations, professional education programs and other appropriate means, targeting HCPs (MDs/NPs), Medical Directors, Administrators, DONs, consultant pharmacists, and pharmacy directors to educate on clinical profile, access process, and appropriate utilization. Responsible for executing and tracking a high level of call and field productivity; expected to meet and exceed expectations for target number of account and customer calls per day. Analyze territory information and insights to develop and execute effective target mapping, account plans, optimize routing, and maximize field resources to achieve results. Establish professional relationships and maintain an effective communication network with the customer at multiple levels, including HCPs (MDs/NPs), Medical Directors, Administrators, DONs, consultant pharmacists, and pharmacy directors. Develop and implement sales strategies to achieve sales targets and expand access and utilization. Execute brand sales strategies to ensure a consistent company marketing message. Manage and grow existing accounts within the long-term care sector. Partner with reimbursement and market access team to proactively address patient access issues. Perform Company business in accordance with all regulations (i.e., PDMA/Sample), Company policy and procedures. Demonstrates high ethical and professional standards at all times. Maintain comprehensive call documentation, access barriers, and response metrics in Veeva CRM. Responsible for accurately reporting field activities, territory expenses and submitting written reports as necessary by the deadline set forth and defined by Shionogi management. Maintain accurate records of sales activities, customer interactions, and market feedback. Identify and communicate field issues, opportunities and competitive activities through appropriate organizational venues. Escalate emerging trends in utilization gaps, drop-offs, or prescriber feedback. Collaborate with Regional Account Management, Market Access, Medical Affairs, and Marketing on all needs and opportunities, customer touch points, and changes. Represent the company at LTC-focused medical/pharmacy association events. Create opportunities for product education while enhancing Shionogi’s image and commitment to medicine, working directly with local/regional thought leaders and professional societies. Appropriately manage and maintain all company equipment and promotional materials (company literature, computer, etc.) according to necessary company guidelines. Actively pursue continuous learning and professional development on efficient sales, communication, managed care and product knowledge training. Attend all company-sponsored meetings as directed by company management (POAs, National Meetings, National/Regional Conventions, etc.). In-person attendance may be required according to most current company policy. Maintain a deep understanding of the company's products, industry trends, and competitor activities. Provide exceptional customer service and support to ensure customer satisfaction and loyalty. Minimum Job Requirements Qualifications Bachelor’s Degree (BA or BS) or equivalent work experience required. Minimum of five (5) years of sales experience in the pharmaceutical or healthcare industry with experience selling in long-term care required OR a Minimum of three (3) years of sales experience in the pharmaceutical industry with the most recent experience in an LTC Account Management role required. Experience calling on SNFs, ALFs, LTC pharmacies, or consultant pharmacist networks. Experience selling in a complex reimbursement and access environment. In-depth understanding of the pharmaceutical industry, product launch strategies, and long-term care market and practices including pharmaceutical product review. Experience in building rapport and relationships within the long-term setting in order expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals. Ability to understand and navigate long-term care systems in order to gain access to key decision makers. Proficiency in Veeva CRM, Microsoft Teams, Outlook, and calendar-based call planning tools. Business to business experience and/or ability to demonstrate strong influencing skills. Documented record of demand generation, performance and achievement in Long Term Care Successful long-term care launch experience is a required. Competencies Excellent oral, presentation and written communication skills. Strong clinical acumen with the ability to communicate clinical data in order to demonstrate competence and communication of a high-level scientific product. Strong organizational, interpersonal and listening skills. Thrives in an ever-changing environment. Ability to work independently and collaborate internally as a team member to deliver results. Proactive; can do approach, takes ownership of situations. Demonstrated self-starter, highly motivated, problem-solving skills. Digital competence; ability to deliver presentations digitally using iPad. Proficient in MS Office Suite; Word, PowerPoint, Excel and Outlook. Tact, diplomacy, and a high level of professionalism are essential. Other Requirements Complete full onboarding curriculum including clinical modules, CRM documentation, and fair balance call standards. Pass live call certification and mock objections during ride-along training. Attend refresher meetings on disease-state updates, HUB workflows, and patient retention strategy. Significant field travel (approximately 80%). Driving in a safe manner to required meetings and appointments. Valid driver’s license with a clean driving record and ability to pass a complete background check. Must have valid licenses and credentialing required to conduct business in assigned territory. Ability to drive or fly to target accounts, customers, meetings and conventions. Some overnight and/or weekend travel may be required. Additional Information The base salary range for this full-time, field-based position is $125,000-$175,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, vehicle allowance, bonus, long-term incentive, or any additional compensation that may be associated with this role. EEO Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory. If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.

Establish access and demand for a hospital antibiotic product by engaging healthcare professionals and navigating formulary processes. | Minimum 7 years in pharmaceutical sales, hospital environment experience, understanding of hospital purchasing and formulary processes, and ability to communicate complex clinical data. | Overview The KAM position is focused on establishing access and demand for a novel hospital antibiotic product to hospitals and hospital systems within an assigned territory. This includes educating formulary decision makers, key stakeholders, and clinicians on the clinical benefits of the product and establishing and gaining formulary adoption within the institutional IV antibiotic space. The KAM will be responsible for formulary access and sales at the top institutions in the U.S. Responsibilities The KAM position is focused on establishing access and demand for a novel hospital antibiotic product to hospitals and hospital systems within an assigned territory. This includes educating formulary decision makers, key stakeholders, and clinicians on the clinical benefits of the product and establishing and gaining formulary adoption within the institutional IV antibiotic space. The KAM will be responsible for formulary access and sales at the top institutions in the U.S. KAMs are responsible for calling on a variety of targeted healthcare professionals within the institutional setting, planning, implementing and taking ownership of their territory plans to enhance institutional awareness and access to Shionogi's Anti-infective product(s). To do this successfully, they must have a deep understanding of how to navigate these institutions and systems in order to gain access to and impact these key decision makers. The ideal KAM should have a strong knowledge base in infectious disease, microbiology and how hospital products are purchased, ordered, administered and established for formulary inclusion within the hospital setting. The ability to communicate complex clinical data to ID physicians, Pharmacists and microbiology labs is key, in order to demonstrate competence and communication of a highly scientific space to evidence driven stakeholders. KAMs are also required to understand the formulary process and reimbursement policies for targeted institutions and systems. The KAMs should also possess strong analytical skills and embrace opportunities for growth and expanded responsibility. Responsibilities • Establish clinical understanding and demand within ID physician, pharmacist and microbiology community for target accounts. • Promote product in the geographical area by navigating the institutional formulary approval process, as well as educating customers on appropriate use of products. • Understand and leverage the access landscape to establish/expand institutional product access through effective engagement with Pharmacy Directors, ID Pharmacists, ID Physicians, Microbiologists, and other key customers. • Effectively and consistently call on and educate physicians and other stakeholders within targeted institutions on the use of Shionogi's anti-infective product(s) through one-on-one meetings and presentations, professional education programs and other appropriate means. • Deep knowledge of hospital practices including formulary management and pharmaceutical product review. • Establish professional relationships and maintain an effective communication network with the customer at multiple levels, including ID opinion leaders, key hospital medical staff, pharmacies and more. • Create opportunities for product education while enhancing Shionogi's image and commitment to medicine, working directly with local/regional thought leaders and professional societies. • Responsible for ensuring high level of call and field productivity; expected to meet and exceed expectations for call plans, with five full-time days in the field each week. • Collaborate with Regional Account Management, Market Access Leadership, Medical Affairs, and Marketing on all needs and opportunities, KOL touch points, and formulary changes. • Identify and communicate field issues, opportunities and competitive activities through appropriate organizational venues. • Achieve formulary adoption goals within territory while adhering to all ethical market access practices and required regulations. • Execute brand strategies to ensure a consistent company marketing message. • Analyze territory information and insights to develop and execute effective account plans, optimize routing, and maximize field resources to achieve results. • Responsible for accurately reporting field activities, territory expenses and submitting written reports as necessary by the deadline set forth and defined by Shionogi management. • Develop positive and interactive relationships with peers, customer and company managers • Perform Company business in accordance with all regulations (i.e., PDMA/Sample), Company policy and procedures. Demonstrates high ethical and professional standards at all times. • Actively pursue continuous learning and professional development on efficient sales, communication, managed care and product knowledge training. • Appropriately manage and maintain all company equipment and promotional materials (company literature, computer, etc.) according to necessary company guidelines. • Attend all company-sponsored meetings as directed by company management (POAs, National Meetings, National/Regional Conventions, etc.). In-person attendance may be required according to most current company policy. Minimum Job Requirements Qualifications • BS/BA degree required. • Minimum seven (7) years' experience within the pharmaceutical industry. • Minimum five (5) years successful sales experience in the hospital environment; anti-infective experience is preferred. • Must successfully complete all relevant training and certify in product knowledge for the assigned product(s) within a reasonable time frame. • Strong understanding of how hospital products are purchased, ordered and administered which include knowledge of the formulary process and reimbursement policies. • Ability to understand and navigate hospital systems in order to gain access to key decision makers. • Experience in building rapport and relationships within the institutional setting in order expand awareness and utilization of product(s) and make an immediate impact on healthcare professionals • Demonstrated track record of successful facilitation of educational programs. • Ability to communicate clinical data in order to demonstrate competence and communication of a high-level scientific product. • Successful hospital antibiotic launch experience is a plus. • Successful experience in establishing hospital product formulary approval through P & T (pharmacy and therapeutic committees) within the IV antibiotic or related category. • Successful experience with the coordination of account related events. • Business to business experience and/or ability to demonstrate strong influencing skills. • Documented record of performance and achievement. Competencies • Excellent oral, presentation and written communication skills. • Strong organizational, interpersonal and listening skills. • Thrives in an ever-changing environment. • Ability to work independently and collaborate internally as a team member to deliver results. • Proactive; can do approach, takes ownership of situations. • Demonstrated self-starter, highly motivated, problem-solving skills. • Digital competence; ability to deliver presentations digitally using iPad. • Proficient in MS Office Suite; Word, PowerPoint, Excel and Outlook. Other Requirements • Driving in a safe manner to required meetings and appointments. • Valid driver's license with a clean driving record and ability to pass a complete background check. • Must have valid licenses and credentialing required to conduct business in assigned territory. • Ability and willingness to travel approximately 80% of the year. • Ability to drive or fly to various meetings and conventions. • Some overnight and/or weekend travel may be required. Additional Information The base salary range for this full-time, field-based position is $155,000-$180,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, vehicle allowance, bonus, long-term incentive, or any additional compensation that may be associated with this role. EEO Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory. If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.