Job Summary
The Key Account Manager (KAM) for the Dry Eye Business Unit is responsible for launching and growing market share with a strong focus on driving demand through the payer channel in a defined geographic area, reporting to the Area Sales Manager (ASM). The Dry Eye product portfolio is Vevye. This position requires a highly motivated self-starter who offers solutions to challenges, has a positive presence with internal and external customers, is well organized, and can multitask in a continuously changing and dynamic ophthalmic market environment. Assigned monthly/quarterly/annual sales revenue and product objectives, which will be achieved through consultation and value-based communications with ophthalmologists, optometrists, and staff on the indication, use, characteristics, and advantages of Harrow ophthalmic branded formulations. Prospective candidates should have pharmaceutical or medical device sales experience and a proven track record of success selling to physicians, private clinics, hospitals, and support staff. This position requires about 70% travel.
Essential Duties & Responsibilities
- Meet or exceed quarterly sales revenue and product goals
- Takes 100% ownership and accountability to reach the goals set by the company
- Focus is on the development of new customers while converting the existing customer base
- Entrepreneurial mindset to analyze, develop, and grow the territory business
- Drive demand through organic pull-through and deploy any and all reimbursement solutions
- Call on ophthalmic healthcare professionals in defined markets
- Develop critical physician and staff relationships within the assigned geography
- Utilizes internal resources when developing quarterly action plans and partnering with accounts
- All sales activity is adequately recorded in CRM in a timely manner
- Competent in PowerPoint, Excel, Word & Outlook
- Maintain an in-depth and professional level understanding of our ophthalmic product portfolio and the competition
- Articulate the clinical benefits of the products/formulations and our solutions that complement them in a compliant manner
- Act with a sense of urgency at all levels of customer care and follow up
- Collaborate with internal departments and peers
- Ability to travel throughout the assigned geography on a routine basis
- Expected travel in the field will be about 75-80%, which may include overnight stays
- Understand the Pharmaceutical Industry's Code of Practice
- Comply with all state and federal-specific legislation and regulatory requirements
- Manage expenses in a thoughtful, responsible, and ethical manner
- Resourceful thinker that may not have a complete roadmap to success but finds the resources available to win and prosper
- Acts as the liaison for customers with continual follow-up
- Submits all required reports, including monthly expense reports, on time
Knowledge, Skills & Abilities
- Bachelor's degree in a related field
- Has 1-4 years of pharmaceutical or medical device sales experience (Ophthalmic experience is beneficial)
- Ability to build, develop, and foster longstanding relationships with customers
- Ability to quickly absorb product and practice information and offer solutions that resonate
- Experience with the execution of strategic and targeted business plans around priorities and goals
- Proficient with MS Office products, including Word, Excel, and PowerPoint
- Clinical understanding in the specialty of ophthalmology is preferred
- Knowledge of payer landscape, Commercial, Medicare Part D, and dual eligibility
- Knowledge of how physicians make decisions regarding patient care for various therapies
- Excellent presentation and interpersonal skills
- Solid independent judgment and initiative required
- Superior communication and written skills are a must
- Ability to multitask, adjusting priorities as needed
- Good problem-solving and analytical skills
- Ability to become proficient with the CRM System
- 70% weekly travel in a defined territory with overnights required
Starting comp: 120k, plus bonus
If you are unable to upload your resume in this system, please email Talentgroup@harrowinc.com