Key Account Manager-Dry Eye-Tulsa

Role Summary

The Key Account Manager (KAM) for the Dry Eye Business Unit is responsible for launching and growing market share with a focus on payer-driven demand in a defined geographic area, reporting to the Area Sales Manager. The Dry Eye portfolio is VEVYE. The role requires a self-starting, organized professional who can multi-task in a dynamic ophthalmic market and communicate value to ophthalmologists, optometrists, and staff.

Candidates should have pharmaceutical or medical device sales experience and a track record of selling to physicians, private clinics, hospitals, and support staff. This position requires approximately 70% travel.

• 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 while converting the existing customer base
• Entrepreneurial mindset to analyze, develop, and grow the territory business
• Drive demand through organic pull-through and deploy any and all reimbursement solutions
• Call on ophthalmic healthcare professionals in defined markets
• Develop critical physician and staff relationships within the assigned geography
• Utilizes internal resources when developing quarterly action plans and partnering with accounts
• All sales activity is adequately recorded in CRM in a timely manner
• Competent in PowerPoint, Excel, Word & Outlook
• Maintain an in-depth and professional level understanding of our ophthalmic product portfolio and the competition
• Articulate the clinical benefits of the products/formulations and our solutions that complement them 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
• Ability to travel throughout the assigned geography on a routine basis
• Expected travel in the field will be about 75-80%, which may include overnight stays
• Understand the Pharmaceutical Industry’s Code of Practice
• Comply with all state and federal-specific 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 customers with continual follow-up
• Submits all required reports, including monthly expense reports, on time

• Bachelor’s degree in a related field
• Has 1–4 years of pharmaceutical or medical device sales experience (Ophthalmic experience is beneficial)
• 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 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
• 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 the CRM System
• 70% weekly travel in a defined territory with overnights required

• Relationship-building and stakeholder management
• Ability to absorb product and practice information quickly and translate into solutions
• Strategic and targeted planning capabilities
• MS Office proficiency (Word, Excel, PowerPoint)
• Strong presentation and interpersonal skills
• Excellent written and verbal communication
• Independent judgment and initiative
• Multitasking and prioritization abilities
• Analytical thinking and problem-solving
• CRM proficiency

• Bachelor’s degree in a related field

• Travel throughout the defined geography; travel expectations approximately 70–80% with overnight stays
• Understanding of the Pharmaceutical Industry’s Code of Practice
• Compliance with all state and federal-specific legislation and regulatory requirements
• Responsible and ethical management of expenses