Job details

Key Account Manager-White Plains

Before reading the job post, we encourage you to watch this video about our company. It gives you an inside look at how we started, the team and culture that made us successful, and where we're going. It's easy to read a job post and apply, but people often wonder about the culture and whether they would fit in. If you want to call Harrow your home and genuinely want to be part of a family and something big, then we encourage you to click this link and get to know us.

Who is Harrow?

Harrow (Nasdaq: HROW) is a leading U.S. ophthalmic-focused pharmaceutical company. The Company was founded and continues operating based on the highest corporate values. Members of our Harrow Family often express their pride in being a part of our commitment to (1) innovation, (2) patient access to and affordability of our medicines, and (3) our track record of having never turned down an ophthalmologist doing mission work around the world – providing free medicines in support of mission work aimed at giving or maintaining the gift of sight to those most in need.

At Harrow, we foster our individual and collective entrepreneurial and creative spirits. We focus on pursuing opportunities for drug candidates in underserved markets. We are data-driven and use our access to real-world clinical experience to lower the investment risks of our work. We concentrate on the commercial appeal of high-value assets, and our objective is to seek to make paradigm-shifting medicines available to patients as soon as possible. Our approach to finding high-value opportunities and balancing risk with real-world experience can deliver exceptional value for all our stakeholders.

Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:

IHEEZO:
A broad Dry Eye Disease product line, led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and TOBRADEX® ST;
TRIESENCE®:
A Specialty Anterior Segment product line, which includes various high-need and utility products such as ILEVRO®, NEVANAC®, and VERKAZIA®;
ImprimisRx is the nation’s leading ophthalmology-focused compound pharmacy, including an FDA-registered and FDA-inspected 503B outsourcing facility and a 50-state mail-order pharmacy. The division of Harrow serves as an innovation hub and plays a vital role in Harrow’s mission to help patients maintain their gift of sight.

Job Summary

The Key Account Manager (KAM) is responsible for maintaining existing business with a strong focus on expanding sales in a defined geographic region, reporting to the Regional Sales Manager. This position requires a highly motivated self-starter that offers solutions to challenges, has a positive presence with internal and external customers, is well organized, and can multitask in a continuously changing and dynamic ophthalmic market environment. Assigned monthly/quarterly/annual sales revenue and product objectives are achieved through consultation and value-based communications with ophthalmologists, optometrists, surgery centers, and staff on the use, characteristics, and advantages of Harrow ophthalmic branded and compound formulations. Prospective candidates should have pharmaceutical or medical device sales experience and a proven track record of success selling to physicians, private clinics, hospitals, and support staff.

Essential Duties & Responsibilities

Meet or exceed quarterly sales revenue and product goals
Takes 100% ownership and accountability to reach the goals set by the company
Focus is on the development of new customers without losing your existing base of business
Ability to effectively close business deals in a timely and professional manner
Entrepreneurial mindset to analyze, develop and grow territory business
Grow the business through organic pull-thru with additional products and adding new customers
Call on ophthalmic healthcare professionals in defined markets
Develop critical physician and staff relationships within the assigned geography
Utilizes all internal resources when developing quarterly action plans or handling problem accounts
Provides weekly new business forecasts and updates
All sales activity is adequately recorded in CRM with Next Steps summarized
Competent in PowerPoint, Excel, Word & Outlook
Maintain an in-depth and professional level understanding of our ophthalmic product portfolio
Articulate the compelling advantages of the products/formulations and our solutions that complement them
Act with a sense of urgency at all levels of customer care and follow up
Collaborate with internal departments and peers
Ability to travel throughout the assigned geography on a routine basis
Expected travel in the field will be about 80%, which will include overnight stays
Utilize designated CRM system - Salesforce
Understand the Pharmaceutical Industry’s Code of Practice
Comply with all state and federal-specific legislation and regulatory requirements
Manage expenses in a thoughtful, responsible, and ethical manner
Resourceful thinker that may not have a complete roadmap to success but finds the resources available to win and prosper
Acts as the liaison for customer complaints or issues with continual follow-up
Submits all required reports, including monthly expense reports, on time

Knowledge, Skills & Abilities

Bachelor’s degree in a related field
Has 1-3 years of pharmaceutical or medical device sales experience
Ability to build, develop, and foster longstanding relationships with customers
Ability to quickly absorb product and practice information and offer solutions that resonate
Experience with the execution of strategic and targeted business plans around priorities and goals
Proficient with MS Office products including Word, Excel, and PowerPoint
Clinical understanding in the specialty of ophthalmology preferred
Knowledge of how physicians make decisions regarding patient care for various therapies
Excellent presentation and interpersonal skills
Solid independent judgment and initiative required
Superior communication and written skills are a must
Ability to multitask, adjusting priorities as needed
Good problem-solving and analytical skills
Ability to become proficient with Salesforce CRM