Specialty Account Manager, Nephrology

Horizon Pharma   •  

Orlando, FL

Industry: Pharmaceuticals & Biotech


5 - 7 years

Posted 52 days ago


The Nephrology Specialty Account Manager (NSAM) is responsible for representing Horizon products to physicians and health care professionals, establishing Biotech/Infusion product sales, and performing total territory account management. The NSAM is also responsible for providing account management support to accounts within a specific geography in the Nephrology marketplace with a focus on issues specific to patient access and reimbursement, and will serve as a resource to accounts to include Nephrology offices/Integrated Delivery Networks (IDNs)/Hospitals/Infusion Centers on reimbursement regulations and processes, and payer policies, as appropriate.


  • Develops a comprehensive and effective territory business plan aimed at achieving and exceeding annual sales goals established by Commercial Operations Management.
  • Promotes Company products within approved labeling in a comprehensive, fair and ethical manner that is consistent with industry specific and corporate legal and regulatory guidelines.
  • Addresses issues related to access, pull-through, and reimbursement of Horizon Biologic/Infusion products in the Nephrology marketplace.
  • Develops strong customer relationships by better understanding the customer's needs and goals and communicating those needs and goals to other Company team members.
  • Serves as a resource/consultant to customers and Horizon staff regarding local, regional and national payer policies, reimbursement regulations and processes (i.e., eligibility and benefit verification, prior-authorization, billing, coding, claims, and appeals/denials), Medicare and Medicaid rules and regulations, and OSHA and HIPAA compliance as related to Horizon products.
  • Consistently meets or exceeds corporate sales goals.
  • Communicates territory activity in an accurate and timely manner as directed by management.
  • Provides feedback to Commercial Operations Management, colleagues, Marketing, and other internal departments about changing environment and results.
  • Attends medical congresses and society meetings as needed.
  • Adheres to the Company's compliance policies and guidelines as well as any other applicable guidelines, including but not limited to the PhRMA code.
  • Successfully completes all Company training classes.
  • Completes administrative duties in an accurate and timely fashion.
  • Manages efforts within assigned promotional and operational budget.
  • Maximizes use of approved resources to achieve territory and account level goals
  • Functions as a contributing member of a high performance team.
  • Must be able to work closely with Rheumatology NSAM Area team members to achieve business goals
  • Perform such other tasks and responsibilities as requested by the Company.

Qualifications, Skills and Education:

  • Bachelor's degree required, Business or Science discipline preferred
  • Graduate business or healthcare related degree preferred
  • Minimum 5 years pharma/account management selling experience required
  • Minimum 2 years sales experience in Nephrology therapeutic area required
  • Buy and bill experience and documented success preferred
  • Biologic/biotech sales and reimbursement experience preferred
  • Experience working with institutions and integrated delivery networks preferred
  • Experience working in a team environment which successfully partners with all Commercial Operations functions
  • Proficient in Microsoft Office.
  • Professional, proactive demeanor.
  • Strong interpersonal skills.
  • Excellent written and verbal communication skills.
  • Strong organizational, analytical and computer skills required
  • Requires approximately 20-30% travel, including some overnight and weekend commitments.

Qualifications Required for Internal Candidates (in addition to above):

  • Minimum of 6 months in current role (at time of application)
  • In good standing with performance expectation, HR and compliance
  • Approval from direct manager and senior leadership
  • Ranked in the top 50% of 2018 President's Club rankings (if applicable)