Key Account Manager-Dry Eye

Harrow

Hartford (CT)

Remote

USD 80,000 - 100,000

Full time

14 days+

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Benefits offered by this job

Medical insurance

Vision insurance

401(k)

Job summary

A leading pharmaceutical company in Hartford, CT is seeking a Key Account Manager for their Dry Eye Business Unit. This role involves driving demand through payer channels, maintaining relationships with healthcare professionals, and requires approximately 70% travel. Ideal candidates should have a bachelor's degree and experience in pharmaceutical sales, preferably in ophthalmology. The position offers full-time employment with various benefits.

Qualifications

1-4 years of pharmaceutical or medical device sales experience preferred.
Experience with ophthalmology is beneficial.
Ability to travel 70% weekly for work.

Responsibilities

Launch and grow market share in defined geographic areas.
Drive demand through the payer channel.
Maintain relationships with ophthalmologists, optometrists, and staff.

Skills

Sales experience

Relationship building

Presentation skills

Analytical skills

Problem-solving skills

Education

Bachelor’s degree

Tools

MS Office (Word, Excel, PowerPoint)

Job description

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Who is Harrow?

Harrow (Nasdaq: HROW) is a leading North American ophthalmic‑focused pharmaceutical company. 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:

An expanding Posterior Portfolio including IHEEZO® and TRIESENCE®
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
A Specialty Anterior Segment product line, which includes various high‑need and utility products such as ILEVRO®, NEVANAC®, and VERKAZIA®

Job Summary

The Key Account Manager (KAM) for the Dry Eye Business Unit is responsible for launching and growing market share with a strong focus on driving demand through the payer channel in a defined geographic area, reporting to the Area Sales Manager (ASM). The Dry Eye product portfolio is Vevye. 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 and dynamic ophthalmic market environment. Assigned monthly/quarterly/annual sales revenue and product objectives, which will be achieved through consultation and value‑based communications with ophthalmologists, optometrists, and staff on the indication, use, characteristics, and advantages of Harrow ophthalmic branded 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. This position requires about 70% travel.

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 while converting the existing customer base
Entrepreneurial mindset to analyze, develop, and grow the territory business
Drive demand through organic pull‑through and deploy any and all reimbursement solutions
Call on ophthalmic healthcare professionals in defined markets
Develop critical physician and staff relationships within the assigned geography
Utilizes internal resources when developing quarterly action plans and partnering with accounts
All sales activity is adequately recorded in CRM in a timely manner
Competent in PowerPoint, Excel, Word & Outlook
Maintain an in-depth and professional level understanding of our ophthalmic product portfolio and the competition
Articulate the clinical benefits of the products/formulations and our solutions that complement them in a compliant manner
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 75‑80%, which may include overnight stays
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 customers 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 1‑4 years of pharmaceutical or medical device sales experience (Ophthalmic experience is beneficial)
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 payer landscape, Commercial, Medicare Part D, and dual eligibility
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 the CRM System
70% weekly travel in a defined territory with overnights required