Cardiovascular Territory Account Specialist- Washington, DC

Novartis•Rockville, MD

3d•Hybrid

About The Position

This field-based and remote role supports key accounts in an assigned Washington, DC territory. The Territory Account Specialist is the primary point of contact for accounts and health care providers, developing tailored relationships, identifying shared priorities, and connecting customers with Novartis resources to improve patient outcomes. The role balances demand generation with strategic account engagement through clinical and account-based selling, access navigation, collaborative problem-solving, team coordination, and omni-channel engagement. The position requires residence within the territory or within a reasonable daily commuting distance of 50 miles from its border, and travel of 60–80% across a broad geography. Relocation support and visa sponsorship are not available. The position may be filled at an Associate, Territory, Senior, or Executive level commensurate with experience. Driving is an essential function; a fully valid and unrestricted driver’s license is required. Field hires must successfully complete initial training, including home study limited to eight hours per day and 40 hours per week. Customer-facing employees must follow customers’ credentialing requirements, which may include COVID-19 vaccination, subject to applicable law and reasonable accommodations. The expected annual salary ranges are $77,000–$143,000 for Associate Territory Account Specialist, $93,800–$174,200 for Territory Account Specialist, $119,700–$222,300 for Senior Territory Account Specialist, and $132,300–$245,700 for Executive Territory Account Specialist. Compensation includes a performance-based cash incentive and, depending on role level, possible eligibility for annual equity awards. Eligible US employees receive health, life, and disability benefits, a 401(k) with company contribution and match, and paid time off including vacation, personal days, holidays, and other leaves.

Requirements

Bachelor’s degree from a four-year college or university.
Experience within the last five years in pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams; candidates from complex sales environments such as medical devices, diagnostics, life sciences services, insurance, consumer health, or B2B are also welcomed.
Demonstrated consistent high performance and ability to navigate and sell to large accounts and key customers.
Analytical, self-starting approach to seeking, prioritizing, and applying information to solve problems and meet key-customer needs.
Ethical leadership and ability to foster ethical behavior and compliance with company policies and laws.
Reside within the territory or within a reasonable daily commuting distance of 50 miles from the territory border.
Ability to travel 60–80% across a broad geography and drive and/or fly within the territory.
Fully valid and unrestricted driver’s license; driving is an essential function of the role.
Associate level: applicants with limited prior sales experience may apply; alternatively, recently separated US military candidates should have 4+ years of military service in a leadership capacity.
Territory level: 2+ years of experience within the last five years in a relevant industry or a sales role of similar complexity.
Senior level: 5+ years of experience within the last five years in a relevant industry or a sales role of similar complexity.
Executive level: 10+ years of experience within the last five years in a relevant industry or a sales role of similar complexity.
Ability to collaborate and work cross-functionally in a matrix environment and communicate clinical product information (Territory, Senior, and Executive levels); Associate candidates should demonstrate collaboration, cross-functional communication, and effective communication of product information.
Successfully complete required initial training, including home study limited to eight hours per day and 40 hours per week.
Customer-facing employees must comply with customer credentialing guidelines, which may require COVID-19 vaccination, subject to applicable law and reasonable accommodations.

Nice To Haves

Experience across therapeutic groups, disease states, account management strategy, and new product launches.
Broad understanding of patient services, market access, buy-and-bill, specialty pharmacy, reimbursement, and/or medical calling on HCPs for sophisticated products or reimbursement pathways.
Associate level: preferred experience in the two-year Novartis Sales Internship Program.
Associate level: demonstrated leadership in student sports, fraternities, clubs, activities, or other extracurricular activities.

Responsibilities

Navigate and resolve account challenges with effective, tailored solutions.
Develop a strategic territory plan aligned with shared priorities, using insights and tactics to drive product demand and support patient outcomes.
Partner with territory teammates, field teams, and home-office colleagues to address customer needs and provide access support.
Apply knowledge of the market, competitive landscape, and cross-functional dynamics to anticipate opportunities and respond to challenges.
Use territory data and market trends to identify local insights, support pull-through efforts, and lead customer engagements in person or virtually.
Facilitate planning sessions with key stakeholders to address complex challenges and coordinate across functions to meet customer needs with urgency.
Provide real-time access support and work with Patient Specialty Services (PSS) to ensure a seamless customer experience.
Use digital tools and omni-channel strategies to personalize outreach and engage customers through virtual and face-to-face settings.