Key Account Manager-IHEEZO-Buffalo/Syracuse-NY

Harrow•Buffalo, NY

About The Position

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 Area Sales Director, promoting IHEEZO and Triesence. 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, dynamic ophthalmic market environment. Assigned monthly/quarterly/annual sales revenue and product objectives are achieved through consultation 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 experience in retina, buy-and-bill, and/or medical device sales, and a proven track record of success selling to physicians, private clinics, hospitals, and support staff.

Requirements

Bachelor’s degree in a related field
Has 3+ years of buy and bill sales, and/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 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 is preferred
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 Salesforce CRM
Travel 75% weekly travel in the defined territory with overnights required

Nice To Haves

Ophthalmology experience in Retina is preferred, but not necessary

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 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 the territory business
Grow the business through organic pull-through with additional products and adding new customers
Call on ophthalmic healthcare professionals in defined markets
Develop critical 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 adequately recorded in CR,M with Next Steps summarized
Competent in PowerPoint, 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 the designated CRM system - Salesforce
Understand the Pharmaceutical Industry’s Code of Practice
Comply with all state and federal 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