Key Account Manager-Dry Eye-Grand Rapids

Key Account Manager-Dry Eye-Grand Rapids

Grand Rapids, MI

Who is Harrow?

Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an entrepreneurial company where members of the Harrow Family are empowered to be the CEO of their job. Harrow’s values focus on (1) innovation, (2) patient access to affordable medicines, and (3) our commitment to providing free medicines in support of mission work aimed at giving or maintaining the gift of sight to those most in need.

Learn more about Harrow and its culture to see if you are 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 bolstered by FLAREX and FRESHKOTE
• A peri-operative Surgical product line
  , led by TRIESENCE and BYQLOVI
• A Rare and Specialty product line
  , including high-need products such as ILEVRO, NATACYN, and VERKAZIA
• A robust internal development pipeline with late-stage candidates (MELT-300, MELT-210, H-N08, CR-01)

The Key Account Manager (KAM) for the Dry Eye Business Unit is responsible for launching and growing market share with a 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 highly motivated self-starter who offers solutions, maintains a positive presence with customers, stays organized, and can multitask in a dynamic ophthalmic market.

Responsibilities include meeting monthly/quarterly/annual sales revenue and product objectives through consultation and value-based communications with ophthalmologists, optometrists, and staff on the indication, use, characteristics, and advantages of Harrow ophthalmic formulations. Candidates should have pharmaceutical or medical device sales experience and a proven track record selling to physicians, private clinics, hospitals, and staff. Travel is approximately 70%.

• Meet or exceed quarterly sales revenue and product goals
• Take ownership and accountability to reach company goals
• Develop new customers while growing the existing base
• Apply an entrepreneurial mindset to analyze, develop, and grow the territory business
• Drive demand through organic pull-through and reimbursement solutions
• Call on ophthalmic healthcare professionals in defined markets
• Develop physician and staff relationships within the assigned geography
• Leverage internal resources when developing quarterly action plans and partnering with accounts
• Record all sales activity in CRM in a timely manner
• Proficient in PowerPoint, Excel, Word & Outlook
• Maintain a deep understanding of our ophthalmic portfolio and the competition
• Articulate clinical benefits of products/formulations and our solutions in a compliant manner
• Act with urgency in customer care and follow up
• Collaborate with internal departments and peers
• Ability to travel throughout the defined geography
• Expected travel in the field: about 75-80%, including overnights
• Understand the Pharmaceutical Industry’s Code of Practice
• Comply with state and federal regulations
• Manage expenses ethically
• Be resourceful and able to find available resources to win
• Serve as a liaison for customers with continual follow-up
• Submit all 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 maintain relationships with customers
• Ability to quickly absorb product and practice information and offer resonant solutions
• Experience executing strategic and targeted business plans
• Proficient with MS Office (Word, Excel, PowerPoint)
• Clinical understanding in ophthalmology is preferred
• Knowledge of payer landscape, Commercial, Medicare Part D, and dual eligibility
• Understanding how physicians make decisions regarding patient care for therapies
• Excellent presentation and interpersonal skills
• Strong independent judgment and initiative
• Superior written and verbal communication
• Ability to multitask and adjust priorities
• Problem-solving and analytical…