Key Account Manager

Title: Key Account Manager (KAM), Ophthalmology

Reports to: Regional Sales Manager (RSM)

Benefits for a Key Account Manager

• Health / Vision /Dental
• PTO (Paid Time Off)
• 401K
• Car Allowance

Key Account Manager 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 Reginal Sales Manager. This position requires a highly motivated, self-starter that offers solutions to challenges, has a positive presence with both internal and external customers, and is well organized that can multi-task in a continuously changing and dynamic ophthalmic market environment. Assigned monthly/quarterly/annual sales revenue and product objectives are achieved through consultative 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 pharmaceutical or medical device sales experience and a proven track record of success selling to physicians, private clinics, hospitals, and support staff.

Key Account Manager Essential Duties & Responsibilities

• Meet or exceed quarterly sales revenue and product goals
• Takes 100% ownership and accountability to reaching 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 territory business
• Grow the business through organic pull-thru with additional products and adding new customers
• Call on ophthalmic healthcare professionals in defined markets
• Develop key 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 properly recorded into CRM with Next Steps summarized
• Competent in Power-Point, 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 designated CRM system - Salesforce
• Understand Pharmaceutical Industry’s Code of Practice
• Comply with all state and federal specific 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

Key Account Manager Knowledge, Skills & Abilities

• Bachelor’s degree in a related field
• Has 1-3 years of pharmaceutical or medical device sales experience
• 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 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 preferred
• Understanding 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 a must
• Ability to multitask, adjusting priorities as needed
• Good problem solving and analytical skills
• Ability to become proficient with Salesforce CRM

Travel for this Key Account Manager position

75% weekly travel in defined territory with overnights required

About Harrow / ImprimisRx Pharmaceutical Division

Harrow (NASDAQ: HROW) is a rapidly growing ophthalmology-focused pharmaceutical company dedicated to producing and dispensing high quality innovative compounded and branded medications that offer competitive advantages and serve unmet needs in the marketplace. The company’s unique business model increases patient access and affordability to many critical medicines while also increasing the level of convenience and compliance for providers and their patients. Headquartered in Nashville, TN, Harrow owns and operates both a 503A and a 503B dispensing facility located in New Jersey and utilizes a dedicated 3PL to distribute its’ branded products. Harrow is committed to building a world-class commercial team of passionate, ethical, and credible professionals that are committed to winning the right way and are accountable to their assigned business objectives. We focus on customer-first values and bring them ‘concierge level’ service in everything we do. For more information about Harrow, please visit www.harrowinc.com.

AAP/EEO Statement

Harrow believes in creating long-term relationships by being responsive and relevant and by consistently delivering value to our community of customers. Specifically, with our employees, we focus on attracting, developing and retaining the best talent for our business, challenging our people, demonstrating a “can-do” attitude and fostering a collaborative and mutually supportive environment.

Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to age, ancestry, race, color, religion, sex, national origin, protected veteran status, disability status, marital status, medical condition, genetic information, national origin, gender (including gender identity and expression), or sexual orientation.

Harrow is a drug-free workplace. Candidates are required to pass a drug test before beginning employment. In addition, employees in certain positions are subject to random drug testing.

Physical Demands

These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions.

While performing the responsibilities of the job, the employee is required to talk and hear. The employee is often required to sit and drive. The employee is also required to travel via airplane frequently, which involves sitting in an airplane for extended periods of time, lifting luggage or personal items and being comfortable with flying. The employee is occasionally required to stand, walk, reach with arms and hands, climb or balance. Vision abilities required by this job include close vision.

Work Environment

While performing the responsibilities of the job, these work environment characteristics are representative of the environment the job holder will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job.

While performing the duties of this job, the employee is frequently exposed to moving vehicles, traffic, pedestrians and typical environment one experiences while driving and traveling. The noise level in the work environment is usually quiet to moderate and is dependent on where the employee is conducting work, which will vary.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time, with or without notice.

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