Key Account Manager-Atlanta-Dry Eye

The Key Account Manager at Harrow in Atlanta is responsible for launching and expanding the market share of our Dry Eye product line. This includes driving demand through consultations with ophthalmologists and optometrists, managing customer relationships, and achieving sales revenue and product goals. Strong focus on strategic planning and understanding the payer landscape is essential to navigate the market effectively.

To qualify for the Key Account Manager position at Harrow, candidates should hold a bachelor’s degree in a related field and possess 2-4 years of pharmaceutical or medical device sales experience. Ophthalmic experience is preferred but not required. Key skills include excellent communication, problem-solving abilities, and proficiency with Microsoft Office applications.

The Key Account Manager position at Harrow requires approximately 70% travel within the assigned territory. This includes trips to meet with healthcare professionals and may involve overnight stays. Strong organizational skills are necessary to balance travel with sales activities.

Essential skills for a Key Account Manager at Harrow include the ability to build long-lasting relationships with healthcare professionals, strong presentation skills, the capacity to multitask, and a solutions-oriented mindset. Familiarity with the ophthalmic industry and knowledge of the payer landscape are also beneficial.

Harrow offers competitive compensation, opportunities for professional development, and a supportive work culture that empowers employees. As a Key Account Manager, you’ll also be part of a mission-driven company dedicated to improving patient access to ophthalmic medications, which adds a fulfilling element to your career.

When answering this question, focus on specific roles you've had, highlighting your successes in driving sales, building relationships with healthcare professionals, and understanding the pharmaceutical landscape. Mention metrics or examples of how you achieved sales goals or expanded market share.

Discuss your strategy for relationship-building, emphasizing communication, active listening, and follow-up. You might mention networking at industry events and the importance of understanding the specific needs and preferences of the ophthalmologists you serve.

Talk about specific, actionable strategies that involve market analysis, understanding the competition, and leveraging relationships with healthcare professionals. Mention the importance of tailored messaging and how you would utilize data in CRM systems to track and adjust your approaches.

Explain your approach to objection handling by focusing on active listening and understanding the concerns of the healthcare professionals. Provide examples of how you’ve successfully addressed objections in the past and turned them into positive conversations.

Share your perspective on Harrow's commitment to innovation, patient access, and its entrepreneurial culture. Emphasize how these elements could resonate with healthcare professionals and enhance relationship-building efforts.

Discuss your planning and organizational skills, such as creating itineraries and setting daily goals. Share tools or techniques you use to stay efficient, ensuring you maximize time spent in the field.

Offer a detailed account of a specific campaign you spearheaded, including your objectives, execution, results, and any challenges faced. Highlight your role and any team collaboration that contributed to the success.

Articulate the driving factors behind your success, whether it’s achieving goals, helping patients, or collaborating with a great team. Personal motivation aligned with Harrow’s mission can be a compelling aspect of your answer.

Showcase your knowledge of current trends, challenges, and specific products in the ophthalmology market. Highlight any ongoing learning efforts or professional development in this discipline.

Wrap up by aligning your skills, experience, and values with the core mission and culture of Harrow. Discuss how your entrepreneurial mindset and commitment to patient access will contribute to the team.