Key Account Manager-Atlanta- Rare & Specialty Products

Overview

Key Account Manager-Atlanta
- Rare & Specialty Products

Atlanta GA

Before reading the job post, we encourage you to watch this video about our company. It gives you an inside look at how we started, the team and culture that made us successful, and where we're going. If you want to call Harrow your home and genuinely want to be part of a family and something big, then we encourage you to click this link and get to know us.

Who is Harrow?

Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an entrepreneurial company that emphasizes individual ownership of one’s role. Harrow’s values include innovation, patient access to affordable medicines, and a track record of supporting ophthalmologists doing mission work around the world by providing free medicines to those in need. Learn more about Harrow and its culture to see if you’re the right fit to contribute as we build a remarkable company.

Harrow’s ophthalmic pharmaceutical portfolio includes:

• A broad Dry Eye Disease product line
  , led by VEVYE and supported by FLAREX and FRESHKOTE
• A peri-operative Surgical product line
  , led by TRIESENCE and BYQLOVI TM
• A Rare and Specialty product line
  , including ILEVRO, NATACYN, and VERKAZIA
• A robust internal development pipeline with late-stage candidates such as MELT-300, MELT-210, H-N08, and CR-01

The Key Account Manager (KAM) for the Rare & Specialty Products (RSP) Business Unit is responsible for launching and growing market share with a strong focus on driving demand through the commercial payer channel in a defined geographic area, reporting to the Area Sales Manager. The RSP portfolio consists of 11 branded products with emphasis on Verkazia, Natacyn, Ilevro, and Tobra Dex ST.

This position requires a self-starter who can offer solutions, maintain a positive presence with internal and external customers, stay organized, and multitask in a dynamic ophthalmic market. You will be assigned sales revenue and product objectives achieved through consultation and value-based communications with ophthalmologists, optometrists, select primary care physicians, and staff on the indications 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 and clinics. This position requires about 80% travel.

• Meet or exceed quarterly sales revenue and product goals
• Develop new customers while expanding the existing base
• Apply an entrepreneurial mindset to analyze, develop, and grow the territory business
• Drive demand through organic pull-through and reimbursement solutions
• Engage ophthalmic and primary care professionals in defined markets
• Develop physician and staff relationships within the assigned geography
• Utilize internal resources when developing quarterly action plans and partnering with accounts
• Record all sales activity in CRM in a timely manner
• Competent in PowerPoint, Excel, Word & Outlook
• Maintain in-depth understanding of the portfolio and competition
• Articulate clinical benefits and how Harrow solutions complement them in a compliant manner
• Act with urgency at all levels of customer care and follow-up
• Collaborate with internal departments and peers
• Ability to travel throughout the defined geography on a routine basis
• Expected travel in the field ~80%, including overnights
• Comply with all state and federal legislation and regulatory requirements
• Manage expenses thoughtfully and ethically
• Be a resourceful thinker who leverages available resources to win
• Serve as the liaison for customers with continual follow-up

• Bachelor’s degree in a related field
• High-energy, self-starter mindset
• Ability to build and foster long-standing relationships with customers
• Ability to absorb product and practice information quickly and offer resonating solutions
• Experience executing strategic and targeted business plans around priorities and goals
• Proficient with MS Office (Word, Excel, PowerPoint)
• Clinical understanding in ophthalmology is preferred
• Knowledge of payer landscape (Commercial,…