What are the responsibilities and job description for the Key Account Manager-Access+-Mid-Atlantic position at Harrow?
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®, BYOOVIZTM, and OPUVIZTM
- 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 BYQLOVITM
- 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 will be responsible for expanding profitable business in an assigned base of new and existing customers. This position will report to the Regional Business Director (RBD) and will participate as a key member of the commercial team within the Access group with primary responsibilities that include: closing new business within a defined territory, expanding portfolio business within existing accounts, customer retention, and ensuring portfolio performance achieves defined financial outcomes. This individual will ideally be based in a location with relatively easy access to the assigned customer base. The person in this role will have a proven track record of success selling to multiple call points in the Physician Office, Ambulatory Surgery Center, Hospital, and Pharmacy environments. The position requires travel up to 50% of the time.
Core Responsibilities
- Implement and execute plans to expand sales within a defined base of existing ophthalmic customers and new key targets.
- Drive new business relationships and convert to grow sales
- Appropriate utilization of the Customer Relationship Management (CRM) system.
- Execute cohesive strategies with Marketing, Strategic Accounts, Customer Care and Pharmacy Sales Representatives (PSRs).
- Monitor sales performance and adjust strategy as needed to meet competitive conditions.
- Evaluate customer, market and competitor activity and update the organization accordingly.
- Establish and maintain relationships with key opinion leaders (KOLs) within strategic accounts.
- Direct sales forecasting activities and set performance goals accordingly.
- Utilize resources to enhance productivity and provide optimal customer satisfaction.
- Participate in providing detailed and accurate sales forecasting.
- Actively participate as a key member of the Commercial team to drive success.
Qualifications & Requirements
- 5 years of sales experience, ophthalmic market preferred
- Experience with execution of targeted business plans around priorities and goals.
- Team player with a positive, can-do attitude.
- Strong written, verbal and presentation communication skills.
- Ability to think creatively in confronting issues and pursuing novel approaches to old problems.
- Ability to work under pressure, meet deadlines and exercise sound business judgment with critical thinking skills and high ethical standards.
- Ability to manage multiple projects simultaneously, adjusting priorities as needed and meeting deadlines
- Proficient in the use of CRMs and Microsoft Office software products.
- Ability to travel up to 50% of the time, including overnight stays.
- Bachelor’s Degree
Position Type
- Remote
Travel
- Up to 50% in defined territory with overnights required