Key Account Manager-Retina-Detroit

Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an incredible entrepreneurial company – where we celebrate the ability of every member of the Harrow Family to be the CEO of their job. Harrow’s values have driven interest over the past decade in attracting high-performing professionals in a variety of disciplines. Members of our Harrow Family often express their pride in being a part of our commitment to (1) innovation, (2) patient access to affordable 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.

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

A broad Dry Eye Disease product line , led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and FRESHKOTE®

A peri-operative Surgical product line, led by TRIESENCE®, and BYQLOVITM

A Rare and Specialty product line, which includes various high-need and utility products such as ILEVRO®, NATACYN®, and VERKAZIA®

A robust internal development pipeline with multiple late-stage candidates, including MELT-300, MELT-210, H-N08, and CR-01

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 Area Sales Director, promoting IHEEZO and Triesence. This position requires a highly motivated self-starter who offers solutions to challenges, has a positive presence with internal and external customers, is well-organized, and can multitask in a continuously changing, 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 experience in retina, buy‑and‑bill, and/or medical device sales, and a proven track record of success selling to physicians, private clinics, hospitals, and support staff.

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 the territory business

Grow the business through organic pull‑through with additional products and by 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 the designated CRM system – Salesforce

Understand the Pharmaceutical Industry’s Code of Practice

Comply with all state and federal legislation and regulatory requirements

Manage expenses in a thoughtful, responsible, and ethical manner

Resourceful thinker who 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 3+ years of buy and bill sales, and/or medical device sales experience

Ophthalmology experience in Retina is preferred, but not necessary

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 is 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

Travel
75% weekly travel in the defined territory with overnight stays required

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