Specialty Account Manager, Virginia

Department: Commercial

Reports To: John Fannin , Southeast RSD

FLSA Status: Exempt

Job Type: Full-time

Location: Remote

POSITION OVERVIEW

The Specialty Account Manager (SAM) is a field-based commercial role responsible for driving adoption and appropriate utilization of Accord BioPharma's biosimilar portfolio across urology, immunology, and other specialty therapeutic areas within an assigned territory. Reporting to the Regional Sales Director (RSD), the SAM builds trusted, compliant partnerships with healthcare professionals by articulating the clinical, economic, and patient-access value of biosimilars in support of high-quality, sustainable care.

The SAM executes territory business plans established in partnership with the RSD, using local insights and selling in a total office call approach, engaging relevant clinical and administrative stakeholders to deliver accurate product education, clinical data, and differentiated biosimilar value messages tailored to customer needs. Success in this role requires strong executional discipline, a sense of urgency, and close collaboration with regional leadership to support formulary adoption, address access and reimbursement barriers, and achieve commercial objectives aligned with Accord BioPharma's patient-first mission.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The following duties are considered essential to the role. Reasonable accommodation may be made to enable individuals with disabilities to perform these functions.

• Territory & Sales Execution: Own and execute a territory business plan to drive adoption, utilization, and growth of Accord BioPharma's biosimilar portfolio in alignment with sales objectives.
• Customer Engagement & Total Office Call: Build and maintain strong, compliant relationships across a total office call approach, engaging physicians, clinical staff, practice administration, pharmacies, and formulary stakeholders.
• Biosimilar Value & Education: Deliver accurate, impactful product education, clinical data, and biosimilar value messaging to support informed decision-making and appropriate product use.
• Market Access & Buy-and-Bill Expertise: Apply buy-and-bill, reimbursement, and practice economics knowledge to support account onboarding, formulary access, and product pull-through within across specialty practices. Escalates complex access, contracting, or system-level challenges to the Regional Sales Director and appropriate internal partners.
• Formulary & Access Support: Assist customers through formulary review and approval processes by providing clinical, economic, and value-based insights.
• Cross-Functional Collaboration: Partner with sales leadership, marketing, medical affairs, patient services, and field reimbursement teams to ensure aligned and effective execution.
• Market Intelligence: Monitor customer insights, competitive dynamics, and local market trends; communicate actionable insights to internal stakeholders.
• Compliance & Reporting: Conduct all activities in accordance with company policies and regulatory requirements; maintain accurate documentation of customer interactions and business activity.
• Additional Responsibilities: Perform other duties as assigned.

EXPECTATIONS OF THE JOB

This role requires a dynamic healthcare business professional with strong time management skills and emotional intelligence to align with our cultural values and drive business success in the pharmaceutical, oncology, and urology sectors.

• Consistently demonstrates accountability for results and a strong track record of sales execution in complex specialty or biosimilar markets.
• Operates effectively in buy-and-bill and reimbursement driven environments, applying working knowledge of access, coverage, and practice economics.
• Builds credibility and trust with diverse healthcare stakeholders through clinical acumen, professional presence, and ethical judgment.
• Manages time and priorities effectively across a large territory while maintaining disciplined execution.
• Leverages analytical thinking to identify opportunities, anticipate challenges, and adjust strategies accordingly.
• Works independently while contributing to a collaborative, team-oriented culture.
• Utilizes CRM and sales productivity tools to support planning, execution, and performance tracking.

The above list reflects the general details necessary to describe the expectations of the position and shall not be construed as the only expectations that may be assigned for the position. An individual in this position must be able to successfully meet the expectations listed above.

EDUCATION AND EXPERIENCE

Education

• Bachelor's degree from an accredited institution required.
• MBA, PharmD, MPH, MPA, or other advanced degree preferred.

Experience

• Minimum of 3 years of commercial experience in pharmaceutical, biotech, or market access roles preferred.
• Biosimilar, specialty pharmacy, and/or generic experience strongly preferred.

Functional Expertise

• Biosimilar and/or specialty products reimbursement, billing and coding experience preferred.
• Advanced knowledge of Medicare Part B, Medicare Advantage, Medicare Supplement, Commercial Medical and Pharmacy benefits required.
• Buy-and-bill experience required; demonstrated field application in prior roles strongly preferred.
• Experience working in therapeutic areas serviced by Specialty Pharmacy and/or GPOs preferred.

Therapeutic Area(s)

• Urology, Immunology, and/or Endocrinology experience required.
• Oncology experience preferred.

Technology & Other Requirements

• Proficiency in CRM systems and Microsoft Office tools (Power BI, Word, PowerPoint, Excel, Outlook).
• Strong virtual communication and presentation capabilities.
• Clean driving record.

PHYSICAL / WORK ENVIRONMENT

This position operates in a professional, remote work environment. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.