Key Account Manager-Knoxville-TN-Dry Eye

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 North American ophthalmic-focused pharmaceutical company. 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 Posterior Portfolio including IHEEZO® and TRIESENCE®

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

A Specialty Anterior Segment product line, which includes various high-need and utility products such as ILEVRO®, NEVANAC®, and VERKAZIA®

Job Summary

The Key Account Manager (KAM) for the Dry Eye Business Unit is responsible for launching and growing market share with a strong focus on driving demand through the payer channel in a defined geographic area, reporting to the Area Sales Manager (ASM). The Dry Eye product portfolio is Vevye. 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 and dynamic ophthalmic market environment. Assigned monthly/quarterly/annual sales revenue and product objectives, which will be achieved through consultation and value-based communications with ophthalmologists, optometrists, and staff on the indication, use, characteristics, and advantages of Harrow ophthalmic branded 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. This position requires about 70% travel.

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 while converting existing customer base

Entrepreneurial mindset to analyze, develop and grow territory business

Drive demand through organic pull-thru and deploying any and all reimbursement solutions

Call on ophthalmic healthcare professionals in defined markets

Develop critical physician and staff relationships within the assigned geography

Utilizes internal resources when developing quarterly action plans and partnering with accounts

All sales activity is adequately recorded in CRM in a timely manner

Competent in PowerPoint, Excel, Word & Outlook

Maintain an in-depth and professional level understanding of our ophthalmic product portfolio and the competition

Articulate the clinical benefits of the products/formulations and our solutions that complement them in a compliant manner

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 75-80%, which may include overnight stays

Understand the 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 customers 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 2-4 years of pharmaceutical or medical device sales experience (Ophthalmic experience is beneficial)

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 preferred

Knowledge of payer landscape Commercial, Medicare Part D and dual eligibility

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 CRM System

70% weekly travel in defined territory with overnights required

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