Cardiovascular Territory Account Specialist – Orlando, FL-South

Novartis; Minneapolis (MN); Remote; USD 94,000 - 174,000; Full time

Job summary

Novartis is seeking a field-based Territory Account Specialist to support key accounts across a broad geography, with remote options. This role requires 60–80% travel within the territory, a valid driver’s license, and a Bachelor’s degree.

You will develop territory plans, engage with HCPs, and partner with field and home-office teams to deliver access solutions. You will leverage market insights and manage stakeholder dialogs to drive product demand while upholding ethical standards.

Qualifications

• Bachelor’s degree required from 4-year college or university.
• Experience in pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams within the last 5 years.
• Proven track-record of consistent high-performance selling to large accounts and key customers.
• Self-starter with analytic abilities and ethical leadership to comply with policies and laws.
• Candidate must reside within territory or within 50 miles of territory border and travel 60-80% over a broad geography; valid driver’s license.

Responsibilities

• Navigate and resolve challenges within accounts to meet customer needs with tailored solutions.
• Build a strategic territory plan aligning priorities to drive product demand and patient outcomes.
• Partner with territory teammates, field teams, and home-office to address customer needs and deliver access support.
• Apply knowledge of market, competition, and cross-functional dynamics to anticipate opportunities.
• Use territory data and trends to uncover insights and lead engagements remotely or in person.
• Facilitate planning sessions with stakeholders to solve complex challenges and collaborate across functions.
• Deliver real-time access support and coordinate with Patient Specialty Services for seamless experiences.
• Harness digital tools and omni-channel strategies to personalize outreach across virtual and face-to-face settings.

Skills

Key Account Management

Commercial Excellence

Communication Skills

Compliance

Conflict Management

Cross-Functional Coordination

Customer Insights

Professional Ethics

Health Care Industry

Influencing Skills

Negotiation Skills

Selling Skills

Technical Skills

Education

Bachelor's degree

Job description

Summary

This is a field-based and remote opportunity supporting key accounts in an assigned geography.

Novartis is unable to offer relocation support for this role. Please only apply if this location is accessible to you.

Company will not sponsor visas for this position.

About The Role

Key Responsibilities

• Navigate and resolve challenges within accounts to ensure customer needs are met with effective, tailored solutions.
• Build a strategic territory plan by aligning shared priorities and applying insights and tactics that drive product demand and support better patient outcomes.
• Partner proactively with territory teammates, field teams, and home-office colleagues to address customer needs and deliver access support.
• Apply deep knowledge of the market, competitive landscape, and cross-functional dynamics to anticipate opportunities and respond to challenges with agility.
• Use territory data and market trends to uncover local insights, support pull-through efforts, and lead impactful 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.
• Deliver real-time access support and work closely with Patient Specialty Services (PSS) to ensure seamless customer experience.
• Harness digital tools and omni-channel strategies to personalize outreach and engage customers across both virtual and face-to-face settings.

Essential Requirements

• Bachelor’s degree required from 4-year college or university.
• Experience (see leveling guidelines below) in pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams within the last 5 years. We also welcome candidates from other complex sales environments such as medical devices, diagnostics, life sciences services, insurance, consumer health, or B2B sectors, especially where strong field leadership and customer engagement are central to success. For Associate Level opportunities, applicants with limited prior sales experience are encouraged to apply.
• Proven track-record of consistent high-performance, and well-versed in navigating and successfully selling to large accounts and key customers.
• Self-starter with analytic abilities to seek out, prioritize, and apply relevant information to solve problems to meet the needs of key customers, while also demonstrating ethical leadership and ability to foster environment that promotes ethical behavior and compliance with company policies and laws.
• Candidate must reside within territory, or within a reasonable daily commuting distance of 50 miles from the territory border. Ability to travel 60-80% over a broad geography is required, with the ability to drive and/or fly within the territory. Must have a valid driver’s license.

Desirable Requirements

• Experience across therapeutic groups, disease states, account management strategy, and new product launches.
• Broad understanding in patient services, market access, buy and bill, specialty pharmacy, reimbursement and/or medical calling on HCPs with respect to a sophisticated product or reimbursement pathway.

Leveling Guidelines

• Associate Territory Account Specialist: Recently separated from the US Military with 4+ years of military service in a leadership capacity (Platoon Leader, Executive Officer, Company Commander, etc.), or applicants with limited prior sales experience.
• Demonstrates strong ability to collaborate, work cross-functionally within a matrix environment, and communicate product information effectively.
• Preferred experience in the 2-year Novartis Sales Internship Program; demonstrated proven leadership experience in student sports, fraternities, clubs, activities, and other extracurricular activities.
• Territory Account Specialist: 2+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information.
• Senior Territory Account Specialist: 5+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information.
• Executive Territory Account Specialist: 10+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information.

Driving is an Essential Function of this Role

Meaning it is fundamental to the purpose of this job and cannot be eliminated. Because driving is an essential function of the role, you must have a fully valid and unrestricted driver’s license to be qualified for this role. The company provides reasonable accommodations for otherwise qualified individuals with medical restrictions if an accommodation can be provided without eliminating the essential function of driving.

COVID-19 Vaccine Policy (customer-facing roles only)

While Novartis does not require vaccination for COVID-19 or proof of a recent negative test result for COVID-19 at this time, employees working in customer-facing roles must adhere to and comply with customers’ (such as hospitals, physician offices, etc.) credentialing guidelines, which may require vaccination. As required by applicable law, Novartis will consider requests for reasonable accommodation for those unable to be vaccinated. This requirement is subject to applicable state and local laws and may not be applicable to employees working in certain jurisdictions. Please send accommodation requests to [e-mail].

For Field Roles with a Dedicated Training Period

The individual hired for this role will be required to successfully complete certain initial training, including home study in eight (8) or fewer hours per day and forty (40) or fewer hours per week.

Novartis Compensation Summary

The salary for this position is expected to range between:

• Associate Territory Account Specialist: $77,000 and $143,000 per year
• Territory Account Specialist: $93,800 and $174,200 per year
• Senior Territory Account Specialist: $119,700 and $222,300 per year
• Executive Territory Account Specialist: $132,300 and $245,700 per year

The final salary offered is determined based on factors like, but not limited to, relevant skills and experience, and upon joining Novartis will be reviewed periodically. Novartis may change the published salary range based on company and market factors.

Your compensation will include a performance-based cash incentive and, depending on the level of the role, eligibility to be considered for annual equity awards.

US-based eligible employees will receive a comprehensive benefits package that includes health, life and disability benefits, a 401(k) with company contribution and match, and a variety of other benefits. In addition, employees are eligible for a generous time off package including vacation, personal days, holidays and other leaves.

Major Accountabilities

• Drive Competitive Sales Growth
• Identify and prioritize high-potential customers through data analysis (HCPs and stakeholders) who influence prescription decisions.
• Drive sales performance through the skilful orchestration of positive customer experiences
• Engage and Build Relationships.
• Engage in value-based conversations (in-person and virtually) to understand critical customer challenges, decision-drivers, pain points and opportunities.
• Personalize and orchestrate customer engagement journeys for target HCPs by reflecting customer preferences, leveraging available content and multiple engagement channels.
• Build engagement by working in partnership with HCPs to develop a sustained collaboration over time for Novartis
• Deliver memorable, customer-centric experiences beyond clinical differentiation by listening to their needs and understanding their healthcare environment.
• Establish effective working relationships with opinion leaders and top medical influencers (at territory level) and challenge current behaviors in order to improve the patient journey (right patient, right time).
• Develop Deep Customer Insights and Understanding -Gather insights on the customer’s business to uncover what is important to them.
• Follow up on customer feedback and translate responses into actions that create additional value and exceed expectations -Leverage available data sources to create, dynamically prioritize and adjust relevant territory, account and customer interaction plans.
• Share customer insights with relevant internal stakeholders on an ongoing basis to support the development of product-and indication-related content, campaigns and interaction plans.
• Deliver Value to Customers and Patients -Collaborate compliantly with cross-functional teams to design and implement solutions that address unmet customer and patient needs.
• Act as a trusted partner to the customer for the purpose of helping them run their business; listen to learn; strive to deepen the relationship in a compliant and ethical manner; position themselves to create value-add solutions.
• Act with integrity and honesty by treating customers and colleagues in a transparent and respectful manner with clear intent.
• When facing ethical dilemmas, do the right thing and speak up when things don't seem right. Live by Novartis Code of Ethics and Values and Behaviors.
• Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt.
• Distribution of marketing samples (where applicable)

Key Performance Indicators

• To be populated at local level, based on the guidance that will follow from IMI Field Engagement Performance Management Council outcomes.

Minimum Requirements

1. Work Experience

   • Established Network to target Customer Group desirable.
   • Sales in Healthcare / Pharma / related business.
   • Specific Product knowledge desirable.

2. Skills

   • Key Account Management
   • Commercial Excellence
   • Communication Skills
   • Compliance
   • Conflict Management
   • Cross-Functional Coordination
   • Customer Insights
   • Professional Ethics
   • Health Care Industry
   • Influencing Skills
   • Negotiation Skills
   • Selling Skills
   • Technical Skills

3. Languages

   • English.

Why Novartis

Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting and inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together? https://www.novartis.com/about/strategy/people-and-culture

Benefits and Rewards

Learn about all the ways we’ll help you thrive personally and professionally.

Read our handbook (PDF 30 MB)

EEO Statement

The Novartis Group of Companies are Equal Opportunity Employers. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, sex, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status.

Accessibility & Reasonable Accommodations

The Novartis Group of Companies are committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or to perform the essential functions of a position, please send an e-mail to [email protected] or call [phone] and let us know the nature of your request and your contact information. Please include the job requisition number in your message.