Harrow is a leading North American ophthalmic-focused pharmaceutical company, and they are seeking a Key Account Manager for their Dry Eye Business Unit. The role involves launching and growing market share by driving demand through the payer channel, building relationships with ophthalmic healthcare professionals, and achieving sales revenue and product goals.
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 existing customer base
- Entrepreneurial mindset to analyze, develop and grow territory business
- Drive demand through organic pull-thru and deploying 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
Skills
- 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 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 PowerPoint
- 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 CRM System
- 70% weekly travel in defined territory with overnights required
- Clinical understanding in the specialty of ophthalmology preferred
- Knowledge of payer landscape Commercial, Medicare Part D and dual eligibility
- Knowledge of how physicians make decisions regarding patient care for various therapies
Company Overview
Harrow (NASDAQ: HROW) is a growing leader in the ophthalmic healthcare market. It was founded in 1998, and is headquartered in Nashville, Tennessee, USA, with a workforce of 201-500 employees. Its website is https://www.harrowinc.com/.
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