Key Account Manager

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) for the Compounding Unit is responsible for growing existing business with a strong focus on expanding sales in a defined geographic region, reporting to the Regional Sales Manager (RSM). 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, which will be achieved through consultation and value-based communications with ophthalmologists, optometrists, surgery centers, and staff on the indication, 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. This position requires about 75% travel.

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 internal resources when developing quarterly action plans and partnering with accounts

•Provides weekly new business forecasts and updates

•All sales activity is adequately recorded in CRM with Next Step

•Competent in PowerPoint, Excel, Word & Outlook

•Maintain an in-depth and professional level understanding of our ophthalmic product portfolio

•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 65%, which may 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 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 1-3 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 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 defined territory with overnights required

Position Type and Expected Hours of Work

Full-time position. Monday through Friday, 8:00 a.m. to 5 p.m. Occasional weekend and evening hours may be required.

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