Key Account Manager-Dry Eye-Thousand Oaks

Overview

Key Account Manager-Dry Eye-Thousand Oaks, Thousand Oaks, CA. Harrow is a leading provider of ophthalmic disease management solutions in North America (Nasdaq: HROW). Harrow is an entrepreneurial company that emphasizes ownership of one’s role and a culture focused on innovation, patient access to affordable medicines, and a commitment to mission work in ophthalmology.

Harrow’s ophthalmic 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 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 Dry Eye Business Unit launches and grows 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 portfolio is Vevye. The role 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 dynamic ophthalmic market.

Responsibilities include achieving assigned 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 branded formulations. 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. Travel is about 70%.

• Meet or exceed quarterly sales revenue and product goals
• Takes 100% ownership and accountability to reach company goals
• Focus on developing 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 deploy reimbursement solutions
• Call on ophthalmic healthcare professionals in defined markets
• Develop critical 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
• Be competent in PowerPoint, Excel, Word & Outlook
• Maintain an in-depth understanding of the product portfolio and competition
• Articulate clinical benefits of products/formulations and our solutions 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
• Travel throughout the assigned geography on a routine basis
• Expected travel in the field is 75-80%, including overnights
• Understand the Pharmaceutical Industry’s Code of Practice
• Comply with state and federal regulatory requirements
• Manage expenses ethically and responsibly
• Resourceful problem solver who can find the resources needed to win
• Act as 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, develop, and foster long-standing customer relationships
• Ability to quickly absorb product and practice information and offer resonant solutions
• Experience with executing strategic and targeted business plans
• Proficient with MS Office products (Word, Excel, PowerPoint)
• Clinical understanding in 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
• Independent judgment and initiative
• Superior communication and written skills
• Ability to multitask and adjust priorities as needed
• Strong problem-solving and analytical skills
• Ability to become proficient with the CRM system
• 70% weekly travel in a defined…