Break into Pharma: From Retail to Reimbursement

With the rise of high-cost specialty drugs and biologics, market access and reimbursement have become critical to ensuring patients receive life-changing treatments. Pharmaceutical companies now rely heavily on Field Reimbursement Specialists (FRS) to help healthcare providers (HCPs) navigate insurance challenges, secure prior authorizations, and facilitate patient access to therapy.

For medical and other professionals exploring pharmaceutical careers, reimbursement offers a stable and rewarding career path with strong growth potential.

To give insight into this field, I spoke with Sydney Hennas, PharmD, a Field Reimbursement Specialist at Syneos Health, who successfully transitioned from retail pharmacy into the pharmaceutical industry. She shared her journey, insights into reimbursement, and advice for those considering a similar career move.

From Retail Pharmacy to Field Reimbursement

After 4 years in retail pharmacy, Sydney Hennas, PharmD found herself searching for new opportunities but didn’t know where to start. Like many professionals exploring industry roles, she initially felt overwhelmed by the options.

"I was searching for pharma jobs for a year," she told me. "Once I had the right tools, it only took a few weeks to find this role!"

Now, she works in market access and reimbursement, helping HCPs navigate insurance approvals and ensuring patients can access their prescribed medications. Unlike retail pharmacy, her new role offers greater autonomy and work-life balance.

"The quality of life is a huge increase from working in retail," she said. "I have control over my time, and the work-life balance is night and day."

What Does a Field Reimbursement Specialist Do?

A Field Reimbursement Specialist (FRS) is a field-based role that works directly with HCP offices to help patients gain access to prescribed treatments, assisting with coverage, prior authorizations and reimbursement challenges.

This role blends problem-solving, patient access strategy, and collaboration with sales teams to navigate the complexities of payer coverage and reimbursement:

• Ensure seamless patient access – Act as an extension of the product, assisting HCP offices with prior authorizations, appeals, and denials.
• Support the full reimbursement journey – Guide providers from physician order to final reimbursement, reviewing coverage challenges, benefit options, and financial assistance programs.
• Provide expert coverage support – Educate HCPs on payer policies, reimbursement procedures, and best practices while resolving patient-specific access issues.

Why Reimbursement is a Growing Field in Pharma

The market access and reimbursement space in the US has expanded dramatically in recent years due to the rising cost of specialty and biologic therapies. As more high-cost, complex drugs enter the market, insurers place greater scrutiny on coverage, requiring detailed clinical documentation, step therapies, and appeals processes.

"Patients and providers often hit a wall when dealing with insurance," Sydney notes. "We’re there to help remove roadblocks and make sure patients can access their medication."

Additionally, companies increasingly value professionals who understand payer dynamics, formulary structures, and reimbursement pathways—making this an attractive field for pharmacists and healthcare professionals with payer or insurance experience.

Sydney's own background in pharmacy gave her an edge: "A lot of my colleagues are PharmDs, and the recent hires on my team have all been pharmacists. We understand how prior authorizations work, what payers are looking for, and how to navigate insurance complexities."

Key Skills for a Successful Transition

If you're considering a role in reimbursement, here are a few essential skills to note:

• Communication & Relationship Management: The ability to clearly explain complex insurance processes to HCP offices.
• Time Management & Independence: Reimbursement specialists have a lot of autonomy and must manage their workload effectively.
• Understanding of Payer & Insurance Processes: Prior experience dealing with insurance or patient access is a major plus.

While some job descriptions only list a bachelor’s degree as a requirement, pharmacists are especially highly competitive candidates due to their deep understanding of drug therapy and reimbursement barriers.

"I almost overlooked this opportunity because it listed ‘bachelor’s degree preferred,’ but reading the job description, I realized I was a great fit. It’s important to explore and be willing to step out of your comfort zone."

For those unsure about where to start, Sydney’s biggest advice is to seek the right support and networking opportunities.

After joining the Industry Accelerator Program, she landed her Field Reimbursement Specialist role in just 6 weeks by learning what roles are out there, how to position her experience, optimize her CV and LinkedIn, and confidently navigate interviews.

Her biggest advice? "If you’re here (accelerator program), you’re already ahead. This is where you start."

Final Thoughts

Sydney’s story proves that with the right strategy, transitioning is possible—without going back for a fellowship or taking a huge pay cut.

If you’re ready to break into pharma, I’m here to help.

Don’t wait until burnout forces a change. Take control today. Join the Industry Accelerator Program and start your transition now!

Want to Watch the Full Interview?

To watch the full video interview with Sydney Henna and gain exclusive insights into pharmaceutical careers, CLICK HERE.