Key Account Manager-IHEEZO/Triesence-Pacific Northwest

As a Key Account Manager at Harrow, you will be responsible for developing and maintaining relationships with ophthalmic healthcare professionals, achieving quarterly sales targets, and growing your designated territory. Your role will require effective communication about our ophthalmic products and solutions to meet customer needs and drive sales.

To excel as a Key Account Manager at Harrow, candidates should possess a Bachelor’s degree and have a minimum of 3 years of relevant sales experience in retina, buy and bill sales, or medical device sales. Strong presentation skills, the ability to build relationships, and proficiency in Microsoft Office and CRM systems like Salesforce are also crucial.

The Key Account Manager at Harrow is instrumental in fostering long-term relationships with healthcare professionals. By understanding their needs and the challenges they face, you can provide tailored solutions that highlight the advantages of our ophthalmic products, enhancing overall customer satisfaction and loyalty.

The Key Account Manager role at Harrow involves substantial travel, roughly 75-80% of your time, which includes overnight stays in your designated territory. This travel is essential to meet with healthcare professionals and build strong connections within the market.

Harrow prides itself on its entrepreneurial culture and commitment to innovation in patient care. As a Key Account Manager, you will be part of a supportive team that values your contributions, empowers you to take ownership of your successes, and encourages you to grow professionally within a company dedicated to making a meaningful impact.

When approaching account management in a competitive market, I focus on understanding the unique needs of each client and customizing our offerings to provide value. Building strong relationships based on trust and delivering consistent, positive experiences can set us apart from competitors.

Certainly! In my previous role, I faced a challenging deal with a hesitant physician. By actively listening to their concerns and providing tailored solutions that addressed their specific needs, I guided them through the decision-making process and ultimately closed the deal, resulting in a long-term partnership.

To maintain and grow existing customer accounts, I prioritize regular communication and feedback. I also ensure that I stay updated on their needs and industry changes, allowing me to proactively address any challenges they may face and suggest new products or services that may benefit them.

Handling objections effectively is crucial. I first listen to the customer's concerns to fully understand their perspective, then I provide fact-based responses highlighting how our products can address their issues. Building rapport and demonstrating genuine interest in their needs often helps to overcome objections.

I leverage CRM systems like Salesforce to track my sales performance. These tools allow me to log interactions with clients, monitor progress against targets, and analyze data patterns that can lead to better customer engagement and increased sales success.

I identify new business opportunities by conducting market research, networking within the industry, and analyzing sales data to spot trends. Regularly engaging with current customers often leads to referrals and insights into potential new clients, which I actively pursue.

Teamwork is essential for achieving sales targets. Collaborating with colleagues in marketing, sales support, and other departments ensures we align on strategies and share insights, ultimately creating a cohesive approach to reach our goals faster and more effectively.

My process for developing a strategic sales plan involves conducting thorough market analysis, setting clear and measurable objectives, and identifying key target customers. I continuously review and adjust the plan based on feedback and performance metrics to ensure we stay on track.

I prioritize compliance by staying well-informed about industry regulations and ensuring they are integrated into my sales processes. Regular training and updates on the Pharmaceutical Industry’s Code of Practice help maintain adherence and uphold the integrity of our operations.

I believe I would be a great fit for the Key Account Manager position at Harrow due to my extensive experience in ophthalmic sales, my commitment to building lasting relationships with clients, and my understanding of the regulatory landscape. I'm passionate about making a difference in patient care, aligning perfectly with Harrow's mission.