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 driving demand through the payer channel in a defined geographic area, reporting to the Area Sales Manager. The Dry Eye product portfolio is Vevye. 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 dynamic ophthalmic market environment. Assigned quarterly sales revenue and product objectives will be achieved through consultation and value-based communications with ophthalmologists, optometrists, and staff on the indication, use, and advantages of Harrow ophthalmic formulations. Prospective 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. This position requires about 70% travel.
Responsibilities
* 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
Qualifications
* 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
* 70% weekly travel in a defined territory with overnights required
Skills
* Proficient with MS Office products, including Word, Excel, and PowerPoint
* Excellent presentation and interpersonal skills
* Superior communication and written skills
* Good problem-solving and analytical skills
* Ability to become proficient with the CRM System
* Ability to multitask, adjusting priorities as needed
Education
* Bachelor’s degree in a related field
Additional Requirements
* Travel throughout the defined geography is expected; travel in-field ~75–80% with overnight stays
#J-18808-Ljbffr