Key Account Manager-Retina-Washington DC

Before reading the job post, we encourage you to watch this video about our company. It gives you an inside look at how we started, the team and culture that made us successful, and where we're going. It's easy to read a job post and apply, but people often wonder about the culture and whether they would fit in. If you want to call Harrow your home and genuinely want to be part of a family and something big, then we encourage you to click this link and get to know us.

Who is Harrow?

Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an incredible entrepreneurial company – where we celebrate the ability of every member of the Harrow Family to be the CEO of their job. Harrow’s values have driven interest over the past decade in attracting high-performing professionals in a variety of disciplines. Members of our Harrow Family often express their pride in being a part of our commitment to (1) innovation, (2) patient access to affordable medicines, and (3) our track record of having never turned down an ophthalmologist doing mission work around the world –  providing free medicines in support of mission work aimed at giving or maintaining the gift of sight to those most in need . We encourage you to learn more about Harrow and its unique culture to see if you’re the right person to help contribute as we build a truly exceptional company, one we are all so proud of!

Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:

• An expanding Retina Portfolio including IHEEZO ® , TRIESENCE ® , BYOOVIZ TM , and OPUVIZ TM


• A broad Dry Eye Disease product line , led by VEVYE ® and bolstered by well-known adjacent ocular surface disease products such as FLAREX ® and FRESHKOTE ®


• A peri-operative Surgical product line , led by TRIESENCE ® , and BYQLOVI TM


• A Rare and Specialty product line , which includes various high-need and utility products such as ILEVRO ® , NATACYN ® , and VERKAZIA ®


• A robust internal development pipeline with multiple late-stage candidates, including MELT-300, MELT-210, H-N08, and CR-01

Job 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, 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

Travel

75% weekly travel in the defined territory with overnights required