Rheumatology Institutional Specialist – Miami

Summary

This is a field-based and remote opportunity supporting the 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.

The Rheumatology Institutional Specialist (IS) will be responsible for ensuring proper access pull-through in key hospitals with the rheumatology brand portfolio. Duties will include generating demand by creating, coordinating, and executing a strategic business plan for top priority hospitals within designated rheumatology academic and government institutions. The Institutional Specialist will work together with rheumatology sales, marketing, US market access, patient services, and other home office staff, as necessary, to implement programs centered on the institution that align with business unit strategic goals and legal and compliance policies.

• Accountable for building institutional advocacy around formulary adoption of rheumatology brands to help drive appropriate utilization of approved products.
• Increase demand by creating, organizing, and executing a strategic business plan specifically for the key strategic hospitals within the designated rheumatology academic and government institutions.
• Collaborate with local partners to develop and sustain strategically focused business plans tailored to specific institutions, reflecting a comprehensive understanding of local market dynamics that impact product sales.
• Exhibits a thorough understanding of the disease area, market dynamics, competitors, industry trends, and cross‑functional strategies to proactively address and successfully navigate business opportunities and challenges.
• Execute sales activities by delivering presentations on products and disease states, sharing approved clinical data with physicians and their teams. Establish key business relationships within the hospital, engaging with essential clinicians, administrative staff, and influential decision‑makers to network across the organization and collaborate on initiatives where opportunities emerge.
• Facilitate cross‑functional Area Team Meetings (ATMs) for designated hospital accounts, developing, executing, and revising business strategies to meet product access and sales targets.
• Regularly evaluate key customer needs to provide tailored insights and hospital activities to both field and headquarters teams and collaborate on implementing new strategies to seize business opportunities.
• Assist Area Business Leaders in pinpointing significant business opportunities and diagnosing essential business and implementation challenges within designated hospitals and their adjacent markets/landscape.

• Bachelor’s degree required from 4‑year college or university.
• 5+ years’ experience in pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams; inclusive of 2+ years in hospital sales or similar sales role managing sophisticated accounts (including large academic centers) within the past 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.
• Must have a high degree of understanding of the community and embody strong record of accomplishment of therapeutic area/product knowledge expertise.
• Robust business background, with strong ability to collaborate and work cross‑functionally within sophisticated matrix environments.
• Candidate must reside within territory, or within a reasonable daily commuting distance of 100 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.

• Experience across therapeutic groups, disease states, account management strategy, and new product launches.
• Broad understanding in patient services, market access, buy and bill,…