Key Account Manager- Dry Eye

Hoboken, NJ, United States

Who is Harrow?

Harrow (NASDAQ: HROW) is one of the leading U.S. ophthalmic-focused pharmaceuticals companies. Aside from being a for-profit company, from a cultural perspective, all members of the Harrow Family are proud of our commitment to (1) innovation, (2) patient access to, and affordability of, our medicines, and (3) that we have never turned down an ophthalmologist doing mission work around the world – to provide free-medicines – to support their work to give to the gift of sight to those most in need.

Harrow owns numerous branded pharmaceutical products, including Ilevro, Iopidine, Maxitrol, Vigamox, Moxeza, Nevanac, Triesence, Maxidex, Flarex, Natacyn, Tobradex ST, Verkazia, Zerviate, Freshkote, Vevye, and Iheezo. In addition, Harrow owns and operates ImprimisRx, the nation’s leading ophthalmology-focused compounded pharmaceuticals, including its FDA-registered and FDA-inspected 503B outsourcing facility and a 50-state mail order pharmacy – both of which are in Ledgewood, New Jersey.

Harrow also holds non-controlling equity positions in Eton Pharmaceuticals, Surface Ophthalmics, and Melt Pharmaceuticals, all of which started as Harrow Health subsidiaries, and owns royalty rights in four clinical-stage drug candidates being developed by Surface Ophthalmics and Melt Pharmaceuticals.

At Harrow, we foster our individual and collective entrepreneurial and creative spirits. We focus on pursuing opportunities for drug candidates in underserved markets. We are data-driven and use our access to real-world clinical experience to lower the investment risks of our work. We concentrate on the commercial appeal of high-value assets, and our objective is to seek to make paradigm-shifting medicines available to patients as soon as possible. Our approach to finding high-value opportunities and balancing risk with real-world experience can deliver exceptional value for all our stakeholders.

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 DE product portfolio is Vevye, Flarex & FreshKote. This position requires a highly motivated self-starter that 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 75-80% 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 65%, 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

75-80% weekly travel in defined territory with overnights required

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