Key Account Manager-Compounding-Cleveland

The Key Account Manager at Harrow is responsible for driving sales and expanding business in a specified territory, focusing on relationship-building with ophthalmic professionals. Duties include developing quarterly action plans, meeting sales goals, and ensuring effective communication about our innovative products and their clinical benefits.

Candidates applying for the Key Account Manager position at Harrow should possess a bachelor’s degree and have 1-3 years of pharmaceutical or medical device sales experience, particularly in ophthalmology. Strong interpersonal, organizational, and analytical skills are essential, as well as proficiency in MS Office and CRM systems like Salesforce.

The Key Account Manager role at Harrow requires approximately 75% travel within a defined geographic area. This includes regular visits to healthcare professionals, which may involve overnight stays to deepen relationships and drive business objectives.

At Harrow, we foster a culture centered around innovation, collaboration, and inclusivity. As a Key Account Manager, you’ll be part of a supportive family that values creative thinking and proactive problem-solving. We celebrate our commitment to making a positive impact in the ophthalmic field while ensuring our team members thrive.

Harrow is dedicated to setting you up for success. New Key Account Managers can expect comprehensive onboarding and ongoing training that emphasize our product knowledge, compliance with industry standards, and effective sales strategies. You’ll also have access to resources and mentorship to help you navigate your responsibilities.

When prioritizing accounts, it’s important to assess the potential value of each relationship based on factors such as sales potential, strategic fit, and existing rapport. I use CRM tools to track customer interactions and sales metrics, ensuring I focus on high-impact accounts while also nurturing existing relationships.

Building relationships in healthcare requires trust and transparency. I focus on understanding my clients' needs through active listening, offering tailored solutions that meet their demands. By providing valuable insights and exceptional service, I’ve consistently been able to establish long-term partnerships.

To meet sales targets, I set clear, measurable goals and develop strategic plans that align with customer needs and market opportunities. Consistent follow-ups, identifying upsell opportunities, and leveraging analytical insights help ensure I stay on track to exceed my targets.

Staying updated on industry trends requires ongoing education. I regularly attend conferences, subscribe to industry publications, and network with peers. Additionally, I utilize insights from client interactions to understand evolving needs and integrate them into my sales strategies.

In a past situation, a client was unhappy with a product delivery. I promptly acknowledged their concerns, arranged a meeting to discuss the issue, and worked collaboratively to find a solution. By showing empathy and taking decisive action, I was able to not only resolve the conflict but strengthen the relationship.

One of the most important traits for success in this role is adaptability. The healthcare landscape can change quickly, and being able to pivot strategies while still keeping the customer’s needs at the forefront is crucial for ongoing success.

I leverage CRM analytics and sales data to evaluate the performance of my strategies. By assessing metrics such as conversion rates and customer feedback, I can identify areas for improvement and ensure that I’m aligning my approach with the organization’s goals.

My approach to presentations is centered on understanding the client’s specific needs. I focus on how our products will address their challenges and provide data-backed benefits. Engaging storytelling combined with relevant product features helps to clarify the value we can deliver.

I once faced a challenging client who had numerous complaints. I actively listened to their concerns, followed up with solutions, and kept the lines of communication open. Over time, this transparent approach built trust, leading to them becoming one of our most loyal customers.

Compliance is critical in our industry. I ensure that I stay informed about regulatory guidelines and requirements by regularly participating in training sessions. Additionally, I follow internal protocols and engage my legal team when necessary to ensure that all communications and actions remain compliant.