Key Account Manager-Dry Eye-Columbus OH

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Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an entrepreneurial company where every team member can be the CEO of their job. Harrow’s values drive innovation, patient access to affordable medicines, and a track record of supporting ophthalmologists doing mission work around the world by providing free medicines to help give or maintain sight to those in need.

Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:

• A broad Dry Eye Disease product line
  , led by VEVYE and bolstered by FLAREX and FRESHKOTE
• A peri-operative Surgical product line
  , led by TRIESENCE, and BYQLOVI
• A Rare and Specialty product line
  , including products such as 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 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. The Dry Eye portfolio is VEVYE. This role requires a self-motivated, solution-oriented individual who is well organized, can multitask in a dynamic ophthalmic market, and can engage effectively with ophthalmologists, optometrists, and staff to communicate indications, use, and advantages of Harrow ophthalmic formulations.

Responsibilities include meeting assigned sales revenue and product objectives through value-based communications and consultative selling. Travel is approximately 70%.

• Meet or exceed quarterly sales revenue and product goals
• Own and be accountable for achieving company goals
• Develop new customers while expanding existing ones
• Apply an entrepreneurial mindset to analyze, develop, and grow the territory business
• Drive demand through reimbursement solutions and organic pull-through
• Call on ophthalmic healthcare professionals in defined markets
• Build critical physician and staff relationships within the geography
• Collaborate with internal resources when developing quarterly action plans
• Record all sales activity in CRM in a timely manner
• Proficient in PowerPoint, Excel, Word & Outlook
• Maintain knowledge of our ophthalmic portfolio and competitive landscape
• Articulate clinical benefits of products and related solutions in a compliant manner
• Act with urgency in customer care and follow-up
• Collaborate with internal departments and peers
• Travel throughout the assigned geography
• Understand and comply with pharmaceutical industry codes and state/federal regulations
• Manage expenses responsibly and ethically
• Be resourceful and proactive in identifying resources to win and prosper
• Serve as liaison for customers with continual follow-up
• Submit required reports, including monthly expense reports, on time

• Bachelor’s degree in a related field
• 1–4 years of pharmaceutical or medical device sales experience (ophthalmic experience is beneficial)
• Ability to build and foster long-standing customer relationships
• Ability to quickly absorb product and practice information and offer resonating solutions
• Experience executing strategic, targeted business plans
• Proficient with MS Office (Word, Excel, PowerPoint)
• Clinical understanding in ophthalmology is preferred
• Knowledge of payer landscape, including Commercial, Medicare Part D, and dual eligibility
• Understanding how physicians decide on patient care in various therapies
• Excellent presentation and interpersonal skills
• Independent judgment and initiative
• Strong communication and written skills
• Ability to multitask and adjust priorities
• Strong problem-solving and analytical skills
• Ability to become proficient with the CRM system
• Travel up to 70% weekly in a defined territory with overnights

Harrow is an equal opportunity employer. We value diversity and are committed to creating an inclusive environment for all employees.