Ocular Surgery Account Manager

Role Summary

The Ocular Surgery Account Manager (OSAM) is responsible for growing sales of Harrow-approved peri-operative products in a defined geographic region. This role reports to the National Sales Director, Ocular Surgery, and requires a motivated self-starter with strong business acumen who can multitask in a dynamic ophthalmic surgical environment. Objectives are achieved through consultative, value-based communication with ophthalmologists, surgery centers, and staff on the use and advantages of Harrow peri-operative products. A track record in managing peri-operative therapies, physician-office to ASC relationships, buy-and-bill sales, and cross-functional collaboration is preferred.

Responsibilities

• Takes 100% ownership, with an entrepreneurial mindset, to meet or exceed quarterly sales revenue and product goals
• Ability to effectively communicate complex clinical information to ophthalmic surgeons, billers, and administration in both the surgeon’s office and ASC
• Adept understanding of complex care systems and strong capability to assess local dynamics to inform area business growth acceleration plans
• Solid understanding of reimbursement concepts as they relate to buy and bill
• Develop critical physician and ASC staff relationships within the assigned geography
• Utilizes all internal resources when developing quarterly action plans or handling problem accounts
• Provides weekly new business forecasts and updates
• All sales activity is adequately recorded in CRM
• Maintain an in-depth and professional level understanding of the Harrow surgical peri-operative products
• Collaborate effectively with internal departments and peers
• Act with a sense of urgency at all levels of customer care and follow up
• Ability to travel throughout the assigned geography on a routine basis
• Utilize the designated CRM system – Salesforce
• Understand and follow all industry and company policies and guidelines
• Comply with all state and federal legislation and regulatory requirements
• Manage expenses in a thoughtful, responsible, and ethical manner
• Resourceful thinker that may not have a complete roadmap to success, but finds the resources available to win and prosper
• Acts as the liaison for customer complaints or issues with continual follow-up
• Submits all required reports, including monthly expense reports, on time
• Competent in PowerPoint, Excel, Word & Outlook

Qualifications

• Has 3+ years of successful ophthalmology sales experience with buy and bill sales and/or ophthalmic medical device sales experience preferred.
• 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
• 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 Salesforce CRM

Skills

• Competent in PowerPoint, Excel, Word & Outlook

Education

• Bachelor’s degree in a related field

Additional Requirements

• Position Type: Remote
• Travel: Expected travel in the field will be about 100%, including overnight stays