Key Account Manager - Detroit, MI
Ocular Therapeutix, Inc.
11 days ago
On-site
Detroit, MI
Sales
Position Summary
- The Key Account Manager (KAM) promotes approved products and helps establish the company as a leader in ophthalmology by developing and maintaining long-term relationships with ophthalmic surgeons and relevant personnel at physician practices/clinics and ambulatory surgery center accounts.
- Executes clinical training and supports accounts with reimbursement to drive adoption and rapid uptake, including helping accounts understand/manage local payer reimbursement policies.
- Works with assigned Regional Director and Field Reimbursement Manager to develop territory strategy and business plan.
Principal Duties and Responsibilities
- Achieve territory sales by executing quarterly/annual marketing strategies: deliver branded sales messages, run in-surgery training, communicate quarterly rebates (if applicable), schedule/follow up on medical education programs, and support reimbursement/market access needs (including quarterly CMS drug reimbursable schedule).
- Build product/disease-state knowledge and educate healthcare professionals on clinical evidence, efficacy, and safety to support on-label prescribing.
- Conduct in-surgery training sessions.
- Maintain in-depth territory market/demographic/market-access knowledge.
- Assist providers with reimbursement issues (Medicare Part B, Medicare Advantage, Commercial Managed Care; also Medicaid, VA/VISNs, TRICARE, specialty pharmacy/PBMs, ACOs, IDNs, and advocacy/provider/treatment systems).
- Set up/execute speaker programs and manage related promotional budget.
- Attend local/regional meetings where target physicians are present.
- Drive to customer offices/surgery centers; travel as needed (overnights/weekends).
Qualification Requirements
- Bachelor’s degree.
- 3–5+ years selling in pharmaceutical/medical field; ophthalmology and/or injectable biologic experience highly preferred; buy & bill; surgical products.
- Proficiency in reimbursement-related matters and willingness to handle at the account level.
Preferred
- Total account call experience (hospitals/ASCs and office sites).
- Provider site reimbursement interactions (practice management, billing, revenue cycle).
- Experience with reimbursement support hub, specialty pharmacies, practice management, launch experience.
Knowledge, Skills, and Abilities
- Top performer; strong ophthalmology market understanding and surgeon relationships.
- Technical reimbursement knowledge (J codes, CPT codes, billing, appeals).
- Buy-and-bill knowledge; understanding of private payer Medicare/Medicaid reimbursement.
- Teamwork with high emotional intelligence; self-motivated; strong planning/organization and attention to detail.
Key Performance Competencies
- Self-motivated, interpersonal savvy, customer focus, business acumen, driving for results.
Salary Range
- $165,000 USD - $172,000 USD
- The Key Account Manager (KAM) promotes approved products and helps establish the company as a leader in ophthalmology by developing and maintaining long-term relationships with ophthalmic surgeons and relevant personnel at physician practices/clinics and ambulatory surgery center accounts.
- Executes clinical training and supports accounts with reimbursement to drive adoption and rapid uptake, including helping accounts understand/manage local payer reimbursement policies.
- Works with assigned Regional Director and Field Reimbursement Manager to develop territory strategy and business plan.
Principal Duties and Responsibilities
- Achieve territory sales by executing quarterly/annual marketing strategies: deliver branded sales messages, run in-surgery training, communicate quarterly rebates (if applicable), schedule/follow up on medical education programs, and support reimbursement/market access needs (including quarterly CMS drug reimbursable schedule).
- Build product/disease-state knowledge and educate healthcare professionals on clinical evidence, efficacy, and safety to support on-label prescribing.
- Conduct in-surgery training sessions.
- Maintain in-depth territory market/demographic/market-access knowledge.
- Assist providers with reimbursement issues (Medicare Part B, Medicare Advantage, Commercial Managed Care; also Medicaid, VA/VISNs, TRICARE, specialty pharmacy/PBMs, ACOs, IDNs, and advocacy/provider/treatment systems).
- Set up/execute speaker programs and manage related promotional budget.
- Attend local/regional meetings where target physicians are present.
- Drive to customer offices/surgery centers; travel as needed (overnights/weekends).
Qualification Requirements
- Bachelor’s degree.
- 3–5+ years selling in pharmaceutical/medical field; ophthalmology and/or injectable biologic experience highly preferred; buy & bill; surgical products.
- Proficiency in reimbursement-related matters and willingness to handle at the account level.
Preferred
- Total account call experience (hospitals/ASCs and office sites).
- Provider site reimbursement interactions (practice management, billing, revenue cycle).
- Experience with reimbursement support hub, specialty pharmacies, practice management, launch experience.
Knowledge, Skills, and Abilities
- Top performer; strong ophthalmology market understanding and surgeon relationships.
- Technical reimbursement knowledge (J codes, CPT codes, billing, appeals).
- Buy-and-bill knowledge; understanding of private payer Medicare/Medicaid reimbursement.
- Teamwork with high emotional intelligence; self-motivated; strong planning/organization and attention to detail.
Key Performance Competencies
- Self-motivated, interpersonal savvy, customer focus, business acumen, driving for results.
Salary Range
- $165,000 USD - $172,000 USD