National Account Director


: $150,470.00 - $150,470.00 /year *

Employment Type

: Full-Time


: Executive Management

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Working at Horizon is more than a job it s personal. For us, success is measured by the numbers that matter most the number of lives we touch, the number we change and those we work tirelessly to help save. We re a team of agile, out-of-the-box thinkers who are inspired to do more because we know we re a part of something bigger. We strive to build meaningful careers at a company whose values we share because when we live up to our potential, we help others live up to theirs.

Position Summary:

The National Account Director will serve as the lead point of contact for sales and account management activities for assigned managed markets customers. The National Account Director will also lead all contracting efforts for Horizon products. Most critically, the National Account Director is responsible for securing and managing profitable access for products. Responsible for developing business relationships with appropriate individuals within the accounts to meet the business needs of the customer and Horizon. They will also be responsible for developing, maintaining and executing account business plans that deliver on the described requirements. The National Account Director will also be responsible for working with their Sales Management partners to coordinate activities to maximize pull through and execute coordinated business plans.

Key account responsibilities can include, but are not limited to, Managed Care Organizations (MCOs), Fee for Service Medicaid, Managed Medicaid, Key Centers of Excellence/Teaching Institutions, Pharmacy Benefit Managers (PBMs), Employers, Employer Coalitions, Integrated Delivery Networks (IDNs), Integrated Delivery Services (IDSs), Accountable Care Organizations (ACOs), Medical Groups (MGs), Independent Physician Associations (IPAs), Long-Term Care organizations (LTC), and retail accounts.


  • Maximize sales opportunities across the entire Horizon portfolio in accordance with product labeling and Company policies
  • Develop and present sound clinical, pharmacoeconomic and business presentations to customers based on mutual needs/benefits
  • Develop and grow business partnerships within the designed accounts in the defined geography and ensure formulary acceptance of Horizon products to achieve performance goals within assigned accounts
  • If applicable, develop business case to support contract, and negotiate and manage product rebate contracts with direct customers
  • Analyze and understand local environment, Account business, and align Horizon priorities to create Account plans that deliver activities that contribute to the defined business objectives
  • Monitor progress in Accounts and take/evolve action plans as appropriate (monitor customer contacts, plan execution, profit, value, volume growth, and market share)
  • Develop effective relationships with Key C-Suite and administrative roles within an account (CEO, CFE, CFO, CMO, Dir. Of Pharmacy (Pharmacy Director), Medical Director, Case Management, Dir. of Quality, Industry Relations, etc.)
  • Develop a strong alliance with field-based colleagues to ensure the appropriate level of cross-functional support for customers within a defined geography and for developing and executing pull-through strategies
  • Seek out opportunities for partnership to achieve both Horizon and customer goals
  • Identify area and regional specific opportunities and barriers to ensure corporate success
  • Understand and engage in key local, national, and international health care issues/strategies, customer issues/trends and best practices to establish credibility beyond product and therapeutic areas
  • Co-develop and manage execution of jointly developed customer plans, holding customer and Horizon accountable for plan execution
  • Provide leadership and development to internal and external matrix teams to support strong relationships with national and regional accounts
  • Maintain open communication throughout the organization, especially in regards to cross-region and cross-functional customer efforts
  • Review and analyze contracted product performance at the national and regional level and communicate account performance broadly with key internal stakeholders
  • Exercise sound judgment and oversight to ensure integrity and compliance with company policies in all activities and communications
  • Adhere to relevant regulatory and compliance guidelines and Company policies
  • Attend/staff/participate in meetings and/or conferences as requested by management
  • Foster Horizon core values and leadership behaviors
  • The employee will be responsible for developing and implementing his/her own business plan
  • Qualifications and Skills Required:

  • Bachelor degree required
  • A minimum of 4 - 5 years successful experience in management in the pharmaceutical industry (contracting and negotiation experience required) with National Accounts
  • Working knowledge of managed care and PBM customer segments, private and government
  • Experience working with both Fee for Service Medicaid and Managed Medicaid organizations
  • Hands on experience with Medicare and the MAC/CAC system and associated entities
  • Ability to work independently and make decisions and have a keen understanding of when situations require supervisory consultation and approval
  • Strong interpersonal skills and the ability to develop strong working relationships and work collaboratively
  • Fosters innovation in account approaches and practices
  • Strong oral and written communication skills
  • A high sense of urgency
  • Excellent planning and organizational skills to work within date-sensitive deadlines
  • Ability to work cross-functionally in a highly dynamic environment
  • Strong understanding of healthcare regulatory and enforcement environments along with demonstrated integrity on the job
  • Strong attention to detail, combined with a keen ability to recognize issues in the context of higher-level policies and regulations
  • Ability to travel up to 60%
  • Proficient in Microsoft Office
  • Strong interpersonal skills
  • Self-starter attitude
  • Professional demeanor
  • Excellent written and verbal communication skills
  • Horizon Core Values & Competencies:


  • Manages Ambiguity
  • Strategic Mindset
  • Demonstrates Self-awareness
  • Cultivates Innovation
  • Develops Talent
  • Accountability

  • Drives Results
  • Ensures Accountability
  • Decision Quality
  • Transparency

  • Courage
  • Collaboration
  • Instills Trust
  • Horizon Therapeutics plc does not discriminate on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, veteran status, or any other characteristic protected by law. It is our intention that all qualified applications are given equal opportunity and that selection decisions be based on job-related factors. Any individual, who, because of a disability, needs accommodation or assistance in completing this application or at any time during the application process, should contact the Human Resources Department.

    Associated topics: analyst, community, demand, donor, endowment, government, marketing, newspaper, regulatory, stewardship * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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