Key Account Manager-Retina

Role Summary

The Key Account Manager (KAM) is responsible for maintaining existing business with a strong focus on expanding sales in a defined geographic region, reporting to the Area Sales Director, promoting IHEEZO and Triesence. 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, dynamic ophthalmic market environment.

Assigned monthly/quarterly/annual sales revenue and product objectives are achieved through consultation and value-based communications with ophthalmologists, optometrists, surgery centers, and staff on the use, characteristics, and advantages of Harrow ophthalmic branded and compound formulations. Prospective candidates should have experience in retina, buy-and-bill, and/or medical device sales, and a proven track record of success selling to physicians, private clinics, hospitals, and support staff.

• 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 without losing your existing base of business
• Ability to effectively close business deals in a timely and professional manner
• Entrepreneurial mindset to analyze, develop, and grow the territory business
• Grow the business through organic pull-through with additional products and adding new customers
• Call on ophthalmic healthcare professionals in defined markets
• Develop critical physician and staff relationships within the assigned geography
• Utilizes all internal resources when developing quarterly action plans or handling problem accounts
• Provides weekly new business forecasts and updates
• All sales activity is adequately recorded in CR,M with Next Steps summarized
• Competent in PowerPoint, Excel, Word & Outlook
• Maintain an in-depth and professional level understanding of our ophthalmic product portfolio
• Articulate the compelling advantages of the products/formulations and our solutions that complement them
• 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 80%, which will include overnight stays
• Utilize the designated CRM system - Salesforce
• Understand the Pharmaceutical Industry’s Code of Practice
• Comply with all state and federal 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 customer complaints or issues with continual follow-up
• Submits all required reports, including monthly expense reports, on time

• Bachelor’s degree in a related field
• Has 3+ years of buy and bill sales, and/or medical device sales experience
• Ophthalmology experience in Retina is preferred, but not necessary
• 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 Power Point
• Clinical understanding in the specialty of ophthalmology is preferred
• 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 Salesforce CRM

• 75% weekly travel in the defined territory with overnights required

• Travel: 75% weekly travel in the defined territory with overnights required