Key Account Manager-IHEEZO/Triesence-Phoenix

The Key Account Manager at Harrow is responsible for maintaining and expanding business relationships within a defined geographic region. Their core duties include achieving sales revenue goals, developing new customer relationships, and providing consultancy on product use. This role requires a proactive approach to problem-solving and effective communication with healthcare professionals.

To qualify for the Key Account Manager position at Harrow, candidates should have a Bachelor's degree in a related field and at least three years of experience in retina sales or medical device sales. Having 'buy and bill' experience and a solid understanding of ophthalmology is preferred, along with strong interpersonal and presentation skills.

The Key Account Manager role at Harrow requires significant travel, approximately 80% of your time. This includes overnight stays, as you will be visiting ophthalmic healthcare professionals and developing relationships across your defined territory.

Key skills for a successful Key Account Manager at Harrow include strong sales acumen, excellent communication abilities, the capacity for multitasking, and problem-solving skills. The candidate should also be proficient with MS Office and CRM systems, especially Salesforce, to manage their sales activities effectively.

At Harrow, the career growth for a Key Account Manager can be significant, offering opportunities to take on larger accounts, lead teams, or transition into higher-level management roles. The company fosters a culture of innovation and professional development, making it an ideal environment for ambitious individuals.

In this role, effective prioritization involves assessing potential sales opportunities and understanding client needs. I evaluate accounts based on sales potential, relationship strength, and strategic importance, allowing me to allocate my efforts where they will yield the greatest return.

Yes! In a previous position, I faced a situation where a key client was unhappy with the product delivery timeline. I took ownership of the issue, communicated transparently with the client about the problem, and worked closely with our logistics team to expedite the shipment while providing regular updates. This proactive approach not only resolved the issue but strengthened our relationship.

Building strong relationships with healthcare professionals involves understanding their needs, being reliable, and providing valuable insights. I focus on regular check-ins, delivering quality content that showcases our products' benefits, and often invite doctors for seminars or workshops that foster collaboration and trust.

Staying informed requires a proactive approach, including subscribing to industry publications, attending relevant conferences, and participating in webinars. I'm also part of professional networks where I can exchange insights with other industry professionals, ensuring I'm up to date with the latest trends and innovations.

I have extensive experience using Salesforce to manage customer relationships, track sales activities, and analyze performance metrics. I find it invaluable for organizing my sales pipeline, setting reminders for follow-ups, and keeping accurate records of customer interactions, which ultimately helps in strategizing my approach.

My approach involves setting clear, achievable targets based on sales data and market analysis. I break down these goals into actionable tasks, remain flexible to adapt strategies, and maintain a positive outlook. Regularly reviewing performance allows me to adjust my tactics and ensure I’m on track to meet or exceed my goals.

Handling competition requires staying aware of competitor offerings while focusing on our unique value proposition. I emphasize the advantages of our products in communications with clients and leverage my relationships to maintain loyalty, ensuring they recognize the benefits of choosing Harrow over competitors.

The most critical quality for a Key Account Manager is the ability to build trust. This role is heavily reliant on relationships with healthcare professionals, and being trustworthy ensures that clients feel secure and valued, leading to long-term partnerships and repeat business.

Effective time management in a high-paced environment involves prioritizing tasks based on urgency and importance, using tools like calendars and task lists to stay organized. I allocate specific time slots for client meetings, follow-ups, and strategic planning, creating a balance between responsive actions and proactive strategies.

I am motivated by the impact our products have on patients' lives and the relationships I build with healthcare professionals. The opportunity to contribute to a mission-driven company like Harrow, where innovation meets patient care, fuels my desire to succeed and exceed sales goals.