Key Account Manager-Rare & Specialty Products

Role Summary

The Key Account Manager for the Rare & Specialty Products (RSP) Business Unit is responsible for launching and growing market share in a defined geographic area, with a strong emphasis on driving demand through the commercial payer channel. Reports to the Area Sales Manager. The RSP portfolio includes 11 branded products with emphasis on Verkazia, Natacyn, Ilevro, and TobraDex ST. This role requires a motivated self-starter who can multitask in a dynamic ophthalmic market and travel about 80% of the time.

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
• 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 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 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

• Bachelor’s degree in a related field
• 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

Skills

• CRM system proficiency
• Proficient with MS Office (Word, Excel, PowerPoint, Outlook)
• Excellent presentation and interpersonal skills
• Strong written and verbal communication
• Ability to build and maintain relationships with physicians, staff, and other stakeholders
• Analytical thinking and problem-solving abilities
• Ability to multitask and manage priorities in a dynamic environment

Additional Requirements

• Remote position
• Up to 80% weekly travel in a defined territory, with potential overnights