Key Account Manager – Posterior Segment (Atlanta Region)

Role Summary

The Key Account Manager (KAM), Posterior Segment – Atlanta Region, is responsible for maintaining existing business and driving new growth within the assigned geographic territory. Reporting to the Area Sales Director, this position requires a highly motivated self-starter who offers solutions to challenges, maintains a positive and professional presence with internal and external customers, and thrives in a dynamic, fast-paced ophthalmic market environment.

The KAM will achieve assigned monthly, quarterly, and annual sales and product objectives through consultation and value-based engagement with ophthalmologists, optometrists, surgery centers, and staff. Candidates should bring retina sales, buy-and-bill, and/or medical device sales experience, along with a proven track record of success selling to physicians, private clinics, hospitals, and support staff within the Atlanta and surrounding regional markets.

Responsibilities

• Meet or exceed quarterly sales revenue and product goals within the Atlanta Region
• Take full ownership and accountability for achieving company-defined objectives
• Drive new business development while maintaining and expanding existing customer relationships
• Effectively close business opportunities in a timely and professional manner
• Demonstrate an entrepreneurial mindset to analyze, develop, and grow the territory business
• Expand sales through organic pull-through and new product adoption
• Call on ophthalmic healthcare professionals in assigned Atlanta-area markets
• Build and maintain strong relationships with key physicians and clinical staff
• Collaborate with internal teams to develop and execute quarterly action plans
• Provide accurate weekly forecasts, updates, and account activity reports
• Maintain detailed records of sales activity and next steps in CRM (Salesforce)
• Maintain proficiency in PowerPoint, Excel, Word, and Outlook
• Develop and sustain a deep understanding of Harrow’s ophthalmic product portfolio
• Clearly articulate the clinical and economic advantages of Harrow products and solutions
• Act with urgency and professionalism in all customer interactions and follow-ups
• Collaborate effectively with internal departments, peers, and leadership
• Travel regularly throughout the Atlanta Region (up to 80%, including overnight stays)
• Utilize Salesforce CRM for all customer and account management
• Adhere to all applicable state, federal, and industry regulatory requirements
• Manage expenses responsibly and ethically
• Demonstrate resourcefulness and problem-solving capabilities in complex or ambiguous situations
• Serve as the primary liaison for customer issues, ensuring prompt resolution and follow-up
• Submit all required administrative reports, including expense reports, on time

Qualifications

• Bachelor’s degree in a related field required
• Minimum of 3+ years of retina sales, buy-and-bill, or medical device sales experience
• Proven success in buy-and-bill ophthalmic markets or comparable specialty sales
• Demonstrated ability to build, develop, and sustain long-term customer relationships
• Strong clinical acumen within ophthalmology preferred
• Proficiency in MS Office Suite (Word, Excel, PowerPoint, Outlook)
• Familiarity with Salesforce or other CRM systems
• Excellent presentation, communication, and interpersonal skills
• Ability to quickly learn complex product and practice information
• Strong analytical, problem-solving, and strategic planning abilities
• Capable of managing multiple priorities and adapting to evolving market conditions
• Self-directed with strong initiative and sound judgment

Travel Requirements

• Up to 75–80% travel within the Atlanta Region
• Overnight travel required for regional coverage, meetings, and industry events