Key Account Manager-Retina

Role Summary

The Key Account Manager (KAM) is responsible for maintaining existing business with a strong focus on expanding sales in a defined geographic region, reporting to the Area Sales Director. This position requires a motivated self-starter who offers solutions to challenges, maintains a positive presence with internal and external customers, is well-organized, and can multitask in a dynamic ophthalmic market. Responsibilities include achieving sales revenue and product objectives through consultation with ophthalmologists, optometrists, surgery centers, and staff, with experience in retina sales, buy-and-bill sales, or medical device sales.

Responsibilities

• Meet or exceed quarterly sales revenue and product goals
• Takes 100% ownership and accountability to reach the goals set by the company
• Focus on developing new customers without losing existing business
• Close business deals in a timely and professional manner
• Develop and grow the territory business with an entrepreneurial mindset
• Grow the business through organic pull-through with additional products and new customers
• Call on ophthalmic healthcare professionals in defined markets
• Develop critical physician and staff relationships within the assigned geography
• Utilize internal resources when developing quarterly action plans or handling problem accounts
• Provide weekly new business forecasts and updates
• Record all sales activity in CRM with next steps summarized
• Competent in PowerPoint, Excel, Word & Outlook
• Maintain an in-depth and professional understanding of the ophthalmic product portfolio
• Articulate advantages of products/formulations and our solutions
• Act with a sense of urgency at all levels of customer care and follow up
• Collaborate with internal departments and peers
• Travel throughout the assigned geography on a routine basis
• Travel approximately 80% in the field, including overnight stays
• Utilize Salesforce CRM
• Understand and comply with Pharmaceutical Industry‚Äôs Code of Practice and all state/federal regulations
• Manage expenses thoughtfully and ethically
• Be resourceful in finding ways to win and prosper
• Act as liaison for customer complaints with continual follow-up
• Submit all required reports, including monthly expense reports, on time

Qualifications

• Bachelor‚Äôs degree in a related field
• 3+ years of retina sales, buy-and-bill sales, and/or medical device sales experience
• Experience with buy-and-bill processes
• Ability to build, develop, and foster longstanding relationships with customers
• Ability to quickly absorb product and practice information and offer resonant solutions
• Experience executing strategic and targeted business plans around priorities and goals
• Proficient with MS Office (Word, Excel, PowerPoint)
• Clinical understanding in ophthalmology is preferred
• Knowledge of physician decision-making for therapies
• Excellent presentation and interpersonal skills
• Independent judgment and initiative
• Superior communication and written skills
• Ability to multitask and adjust priorities as needed
• Strong problem-solving and analytical skills
• Ability to become proficient with Salesforce CRM

Education

• Bachelor‚Äôs degree in a related field

Skills

• Relationship-building with customers
• Absorbing product and practice information quickly
• Execution of strategic and targeted business plans
• MS Office proficiency (Word, Excel, PowerPoint)
• Salesforce CRM proficiency
• Strong presentation, communication, and interpersonal abilities

Additional Requirements

• Travel: 75% weekly travel in defined territory with overnights required