Key Account Manager-Compounding-Pacific Northwest

The Key Account Manager at Harrow is tasked with expanding sales within a defined geographical region and is responsible for meeting or exceeding sales revenue and product goals. This role includes consulting with healthcare professionals, maintaining relationships, and continually seeking to grow the customer base while retaining existing clients.

Candidates for the Key Account Manager position at Harrow should hold a Bachelor’s degree in a related field and possess 1-3 years of pharmaceutical or medical device sales experience, preferably in ophthalmology. Strong interpersonal skills, a solid understanding of customer relationship management, and the ability to multitask effectively are also crucial.

The Key Account Manager at Harrow is expected to travel about 75% of the time within their defined territory. This travel will often include overnight stays, making it essential for candidates to be comfortable with regular travel.

Preferred candidates for the Key Account Manager role at Harrow will have experience in pharmaceutical or medical device sales, with a strong advantage for those who have previously worked in the ophthalmology sector. A proven track record of success selling to physicians and medical establishments is important.

The Key Account Manager at Harrow will utilize Salesforce CRM to manage sales activities and record customer interactions. Proficiency in MS Office products, including Word, Excel, and PowerPoint, is also required for effective communication and presentation of product information.

When answering this question, highlight specific roles you've held in pharmaceutical sales. Discuss your responsibilities, the products you sold, and the customer bases you managed. Emphasize metrics and achievements, such as revenue growth or key account expansion, to demonstrate your impact in previous positions.

Focus on your strategy for relationship-building, such as understanding their needs and providing valuable insights. Share examples of how you've successfully forged long-term partnerships in your previous roles, leveraging communication skills and personal shares to foster trust.

Discuss your understanding of sales strategies like consultative selling, highlighting how you identify potential opportunities within your territory. Provide examples of previous successes and emphasize your adaptability to different customer needs by showcasing your analysis and planning skills.

Explain your methods of prioritization, such as using CRM tools for tracking and setting reminders. Share techniques that help you assess the urgency and importance of tasks and how you adapt to changing priorities in a fast-paced environment.

Demonstrate your knowledge of Harrow’s offerings, such as IHEEZO®, TRIESENCE®, VEVYE®, and how they contribute to patient care. Discuss the importance of innovation and how you align your understanding of these products with customer needs to drive sales.

Tell a story that illustrates your problem-solving skills. Describe the challenge, your approach to overcoming it, and the outcome. Emphasize your resourcefulness and ability to stay calm under pressure while maintaining professionalism.

Discuss your knowledge of current trends, challenges, and opportunities in the ophthalmology market. Relate this knowledge to your personal experiences, showcasing any relevant achievements or insights that can help you in the Key Account Manager role.

Align your motivations with Harrow's goals, such as patient access and innovation in ophthalmic care. Emphasize your desire to make a difference and how achieving sales targets contributes to that broader vision, showcasing your commitment to the profession.

Describe your follow-up methodology, such as using CRM tools to track interactions and set reminders. Highlight the importance of maintaining strong communication and being responsive to customer inquiries to build trust and rapport.

Express your admiration for Harrow’s values and mission, particularly in areas like innovation, patient access, and community service. Share how these align with your personal values and career aspirations, reinforcing your enthusiasm for contributing to the team.