Job SummaryThe 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, promoting IHEEZO and Triesence. This position requires a highly motivated self-starter who offers solutions to challenges, has a positive presence with internal and external customers, is well-organized, and can multitask in a continuously changing, dynamic ophthalmic market environment. Assigned monthly/quarterly/annual sales revenue and product objectives are achieved through consultation and value-based communications with ophthalmologists, optometrists, surgery centers, and staff on the use, characteristics, and advantages of Harrow ophthalmic branded and compound formulations. Prospective candidates should have experience in retina, buy-and-bill, and/or medical device sales, and a proven track record of success selling to physicians, private clinics, hospitals, and support staff.
Essential Duties & 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 without losing your existing base of business
- Ability to effectively close business deals in a timely and professional manner
- Entrepreneurial mindset to analyze, develop, and grow the territory business
- Grow the business through organic pull-through with additional products and adding new customers
- Call on ophthalmic healthcare professionals in defined markets
- Develop critical physician and 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 CR,M with Next Steps summarized
- Competent in PowerPoint, Excel, Word & Outlook
- Maintain an in-depth and professional level understanding of our ophthalmic product portfolio
- Articulate the compelling advantages of the products/formulations and our solutions that complement them
- 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 will include overnight stays
- Utilize the designated CRM system - Salesforce
- Understand the Pharmaceutical Industry's Code of Practice
- 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
Knowledge, Skills & Abilities- Bachelor's degree in a related field
- Has 3+ years of buy and bill sales, and/or medical device sales experience
- Ophthalmology experience in Retina is preferred, but not necessary
- 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 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
Travel75% weekly travel in the defined territory with overnights required
