Renal / Rare Territory Account Specialist – Washington DC

Novartis•Washington, DC

3d•Remote

About The Position

This field-based and remote role supports key accounts in an assigned Washington, DC-area geography. The Territory Account Specialist (TAS) serves as the primary point of contact for accounts and health care providers (HCPs), building relationships, identifying shared priorities, and connecting customers with Novartis resources to improve patient outcomes. The role combines demand generation with strategic account engagement, clinical and account-based selling, access navigation, collaborative problem-solving, team orchestration, and omni-channel engagement. The position is filled at a level commensurate with experience. The role 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. Novartis does not offer relocation support or visa sponsorship for this role. The successful candidate will navigate account challenges, build strategic territory plans, collaborate with colleagues across field and home-office teams, and use market knowledge and data to identify opportunities and support customer engagement. They will also provide real-time access support, coordinate with Patient Specialty Services, and use digital tools to engage customers virtually and in person. Driving is an essential function. The employee must hold a fully valid and unrestricted driver’s license and be able to drive and/or fly within the territory. The person hired must successfully complete required initial training, including home study of no more than eight hours per day and forty hours per week. The expected annual salary range depends on level: Associate Territory Account Specialist, $81,200–$150,800; Territory Account Specialist, $114,100–$211,900; Senior Territory Account Specialist, $132,300–$245,700; and Executive Territory Account Specialist, $145,600–$270,400. The final offer depends on factors including relevant skills and experience. Compensation includes a performance-based cash incentive and, depending on role level, potential eligibility for annual equity awards. Eligible US-based employees receive health, life, and disability benefits, a 401(k) with company contribution and match, other benefits, and paid time off including vacation, personal days, and holidays.

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 other complex sales environments are also welcomed.
Consistent record of high performance and demonstrated ability to navigate and successfully sell to large accounts and key customers.
Self-starter with analytical ability to find, prioritize, and apply relevant information to solve problems for key customers.
Demonstrated ethical leadership and ability to foster ethical behavior and compliance with company policies and laws.
Residence 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.
Valid, fully unrestricted driver’s license; driving is an essential function of the role.
For Territory Account Specialist level: at least 2 years of relevant experience within the last 5 years in a listed industry or a similarly complex sales role.
For Senior Territory Account Specialist level: at least 5 years of relevant experience within the last 5 years in a listed industry or a similarly complex sales role.
For Executive Territory Account Specialist level: at least 10 years of relevant experience within the last 5 years in a listed industry or a similarly complex sales role.
Ability to collaborate and work cross-functionally in a matrix environment and communicate clinical product information for Territory, Senior, and Executive levels.
Successful completion of required initial training, including home study limited to eight hours per day and forty hours per week.

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.
For Associate level: recently separated from the US Military with at least four years of military leadership experience, or limited prior sales experience.
For Associate level: experience in the two-year Novartis Sales Internship Program is preferred.
For Associate level: demonstrated leadership in student sports, fraternities, clubs, activities, or other extracurricular activities.
For Associate level: ability to collaborate and work cross-functionally in a matrix environment and communicate product information effectively.

Responsibilities

Navigate and resolve account challenges with effective, tailored solutions to meet customer needs.
Build strategic territory plans that align shared priorities and use insights and tactics to drive product demand and support patient outcomes.
Proactively partner with territory teammates, field teams, and home-office colleagues to address customer needs and provide access support.
Use knowledge of the market, competitive landscape, and cross-functional dynamics to anticipate opportunities and respond to challenges.
Analyze territory data and market trends to identify local insights, support pull-through efforts, and lead customer engagements virtually or in person.
Facilitate planning sessions with key stakeholders to solve complex challenges and collaborate 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 across virtual and face-to-face settings.