Job description
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 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. We encourage you to learn more about Harrow and its unique culture to see if you’re the right person to help contribute as we build a truly exceptional company, one we are all so proud of!
Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:
- An expanding Retina Portfolio including IHEEZO®, TRIESENCE®, BYOOVIZTM, and OPUVIZTM
- 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) for the Rare & Specialty Products (RSP) Business Unit is responsible for launching and growing market share with a strong focus on driving demand through the commercial payer channel in a defined geographic area, reporting to the Area Sales Manager (ASM). The RSP product portfolio consists of 11 branded products with a promotional emphasis on Verkazia, Natacyn, Ilevro, and TobraDex ST. 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, which will be achieved through consultation and value-based communications with ophthalmologists, optometrists, select primary care physicians, 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, and support staff. This position requires about 80% travel.
Core 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 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 and primary care 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 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 who 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
Qualifications & Requirements
Bachelor’s degree in a related field
Has 1-3 years of pharmaceutical or medical device sales experience (Ophthalmic experience is beneficial)
A high-energy, self-starter mindset is essential to success in this role
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 the payer landscape, Commercial, Medicare Part D, and dual eligibility is beneficial
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
Position Type
- Remote
Travel
- Up to 80% weekly travel in a defined territory with overnights potentially required
