Key Account Manager-Rare & Specialty Products

Role Summary

The Key Account Manager (KAM) for the Rare & Specialty Products (RSP) Business Unit is responsible for launching and growing market share with a focus on driving demand through the commercial payer channel in a defined geographic area. This role reports to the Area Sales Manager and manages a portfolio of branded products, with emphasis on Verkazia, Natacyn, Ilevro, and TobraDex ST. It requires a self-starter with strong problem-solving, organizational, and relationship-building skills to navigate a dynamic ophthalmic market. Expect to travel up to 80% of the time and achieve monthly/quarterly/annual sales objectives through consultations with ophthalmologists, optometrists, primary care physicians, and staff on the indication, use, characteristics, and advantages of Harrow ophthalmic branded formulations.

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 and primary care 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
• 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
• 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 who 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 1-3 years of pharmaceutical or medical device sales experience (Ophthalmic experience is beneficial)
• A high-energy, self-starter mindset is essential to success in this role
• 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
• Clinical understanding in the specialty of ophthalmology is preferred
• Knowledge of the payer landscape, Commercial, Medicare Part D, and dual eligibility is beneficial
• 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

Education

• Bachelor’s degree in a related field

Additional Requirements

• Remote
• Up to 80% weekly travel in a defined territory with overnights potentially required