Key Account Manager, Retina - Mid-Atlantic (Washington DC-Baltimore Area)

ABOUT OUTLOOK THERAPEUTICS

Outlook Therapeutics (Nasdaq: OTLK) is a commercial-stage biopharmaceutical company redefining the standard of care in retinal disease. In the United States, our lead product has received FDA approval, making it the first and only FDA-approved ophthalmic formulation of its kind for the treatment of wet AMD, and we are preparing for US commercial launch. Our lead product is also the first ophthalmic formulation of its kind to receive Marketing Authorization from the European Commission and the UK MHRA for the treatment of wet age-related macular degeneration (wet AMD), and has launched across Germany, Austria, and the UK. Driven by the stories of the patients we serve, we are united with the vision-care community around a single goal: a future where everyone with retinal disease can envision a brighter world.

THE OPPORTUNITY

Reports To: National Sales Director

Level: Individual Contributor – Key Account Manager

Location: Field-based – Territory covers a broader region but main area is Washington, DC and Baltimore, MD

Employment Type: Full-time

Direct Reports: No

This is a rare ground-floor moment at a company hitting its commercial inflection point. As a lean, fast-moving organization, we offer scope and ownership that larger companies can’t: your work is visible, your decisions matter, and you’ll help build the function rather than simply maintain it. You’ll partner directly with senior leadership and see a clear line between what you do and patients gaining access to a new treatment option.

You will be one of 19 Key Account Managers hand-selected to launch our lead product in Retina. This is our first Expedition Team. Because the team is intentionally small, each KAM covers a large geography with expansive opportunity, carries a territory goal from Day 1, and owns the full customer relationship from first call through long-term growth. You won’t inherit a playbook – you will write it, and your results will set the standard for everyone who follows.

This role is built for people who already know the retina practices in their geography and know exactly where they are going on Day 1, Day 7 and Day 30. If building something from nothing, with incomplete information and a number on your back, sounds like the best job you could have, read on. If it sounds stressful, this role is probably not the right fit.

WHAT YOU'LL DO

Territory & Account Ownership – From Day 1

• Arrive with a written Day 1, Day 7 and Day 30 action plan : priority retina practices, key decision-makers and the access pathway for each.
• Own all commercial activity across a large, multi-state territory as the primary point of contact for retina specialist practices, multi-location retina groups and practice networks.
• Map each account’s full decision structure: retina specialists, practice owners and administrators, billing and reimbursement managers, purchasing and inventory leads, and clinical staff.
• Hunt beyond existing relationships – prospect and open new accounts without waiting for leads.
• Track performance against goals and adjust plans quickly based on account trends and market dynamics.

Buy-and-Bill in the Physician Office

• Lead practice-level conversations on in-office buy and bill , including acquisition cost, Medicare Part B (ASP-based) reimbursement, J-code billing, payer mix and cash-flow impact.
• Guide practices through purchasing via specialty distributors and GPO arrangements, as well as inventory management and product handling.
• Partner with Access & Reimbursement, Strategic Accounts, and Trade & Distribution colleagues within defined compliance boundaries, so practices are reimbursed and reorder with confidence.
• Deliver compliant, on-label presentations that position our product in a competitive anti-VEGF market, including against compounded alternatives.

Adoption & Implementation Across Stakeholders

• Move each account from interest to first order to routine use by working through every operational step: treatment protocols, formulary decisions, EHR order sets, billing setup, inventory and staff training.
• Build consensus among stakeholders with different priorities – clinical outcomes for physicians, practice economics for owners, workflow for staff.
• Identify and develop physician and practice champions; build relationships with regional thought leaders and support local education programs.
• Anticipate implementation barriers and resolve them with internal partners before they stall adoption.
• Connect customers with available support services and drive consistent pull-through at the account level.

Launch Leadership – The First Expedition Team

• Serve as a founding member of the U.S. commercial field team – opening new accounts, establishing the brand in priority markets, and shaping the playbook future teams will inherit.
• Share competitive and customer insights with Sales, Marketing, and Medical Affairs to inform strategy.
• Collaborate with fellow KAMs to spread best practices across the national team.
• Represent Outlook Therapeutics at regional meetings and events, bringing field insights back to leadership.

Compliance & Operational Excellence

• Conduct all activities in accordance with the PhRMA Code, and all applicable laws, regulations, and company policies.
• Maintain accurate, timely records of customer interactions and expenses.
• Manage territory budget and resources responsibly.

WHO THRIVES ON THE EXPEDITION TEAM

• Hunter. You create opportunity instead of waiting for it. A large territory with untapped accounts energizes you.
• Entrepreneurial. You run your territory like your own business and make sound decisions without a playbook for every situation.
• Comfortable navigating the gray. Launch conditions change weekly. You act on incomplete information, adjust quickly, but ask questions as needed.
• Big-territory mindset. You think about the whole geography and the upside it holds, not protecting a narrow patch.
• Wants the number. You relish a territory goal and hold yourself accountable to it.
• Team-first. As one of 19, you share what works, pull teammates forward and help shape how this company sells.

WHAT YOU'LL BRING

Required

• Bachelor’s degree required.
• 5+ years of pharmaceutical, biotech, or medical-device sales experience, including at least 3 years calling directly on Retina specialist practices . General ophthalmology or ambulatory surgery center experience without retina does not meet this requirement.
• Demonstrated success selling a buy-and-bill, physician-administered product in the office setting , including practice-level discussions of acquisition cost, Part B reimbursement and J-code billing.
• Established professional relationships with Retina specialists and practice decision-makers in the assigned territory.
• Experience driving adoption of a new product, technology or reimbursement process that required change across multiple stakeholders within a practice.
• Consistent, verifiable record of meeting or exceeding sales goals (e.g., rankings, awards, quota attainment).
• Proven ability to manage complex, multi-stakeholder accounts independently across a large geography.
• Strong clinical acumen and compliant, compelling communication skills.
• Willingness to travel extensively within the assigned territory, including overnight travel; valid driver’s license; ability to meet customer credentialing requirements for practice access.

Preferred

• Retina product launch experience, ideally with an anti-VEGF or other intravitreal therapy.
• Founding member of a newly built field team or start-up commercial organization.
• Working knowledge of retina GPOs, specialty distributors and practice economics in multi-location or private equity-backed retina groups.
• Advanced degree or life-science background.

WHAT WE OFFER

• Competitive base salary, annual performance bonus, and equity — so you share in the value you help create
• Comprehensive health coverage: medical, dental, and vision
• 401(k) with company match
• Generous paid time off and company holidays
• A high-trust, low-bureaucracy culture with direct access to leadership and real room to grow
• Mission-driven work that helps preserve sight for patients who are counting on it

COMPENSATION

In keeping with our commitment to pay transparency, the good-faith base salary range for this role is $160,000-$210,000. This role is also eligible for a sales bonus and a meaningful equity grant, reflecting the opportunity to build lasting value at a company at a commercial inflection point. Final compensation reflects experience, skills, and location.

OUR COMMITMENT

Outlook Therapeutics is an equal opportunity employer. We are committed to building an inclusive environment where every team member can do their best work, and we consider all qualified applicants without regard to race]]> <