Ophthalmology Key Account Manager- Retina- San Jose, CA

Publicis Worldwide San Jose , CA 95111

Posted 2 months ago

Ophthalmology Key Account Manager- Retina

Position Summary:

TheKey Account Manager (KAM) is responsible for the successful promotion ofapproved products within the Client's pipeline and helping define ClientCompany as a leader within the ophthalmology community. This is done throughdevelopment of long term relationships with key Uveitis and Retina specialists.The KAM will be the clinical, reimbursement, and account management lead with allidentified accounts. The position will also be responsible for implementingshort-and long-term business initiatives to ensure product access within aspecified geography. This position will interact with a variety of customers toinclude; physicians, nurses, and office staff.

Essential Duties/Responsibilities:

  • As a sales leader, achieve territory sales by executing Planof Action (POA) marketing strategies, which includes delivering branded salesmessages, executing planned programs, scheduling and following-up with medicaleducational programs, and achieving or exceeding sales targets.

  • Develop superior product and disease state knowledge andeffectively educate and engage healthcare professionals in dialogue aboutclinical evidence, approved indications, product efficacy and safety profilesto support on-label prescribing for appropriate patients.

  • Develop and maintain in-depth knowledge of market,demographic, and managed care information relative to assigned sales territory

  • Regularly use a wide variety of promotional resources,analytical tools to understand and evaluate the business in order to bestdetermine the use of resource personnel to maximize effectiveness in assignedsales territory, based on local assessment of customer needs to accomplishsales objectives.

  • Work closely with the Client's Sales Leadershipand Regional Managers to appropriately support health care providers with theiraccess and reimbursement needs, to include Medicare.

  • Understands the complexities of reimbursementand experienced in successful pull through

  • Provide outreach and networking with state/localproviders, patient and healthcare systems advocacy organizations.

  • Develop sustainable corporate relationship thatwill allow for continued growth of current and future products.

  • Leverages a deep understanding of each customer's businessprocesses and environment and actively engages them with the intention ofgaining unrestricted formulary access to achieve performance goals.

  • Develop short and long-term business plans for localaccounts that address corporate and brand initiatives and goals.

  • Utilize Active Account Planning to execute on Business Plansfor each assigned Account. Developmentof the Account Business plans requires an intimate knowledge of the customerand market influences affecting their business.

  • Monitor progress in accounts and modify and update actionplans as appropriate (monitor customer contacts, plan execution, value, volumegrowth, and market share)

  • Report progress in assigned accounts through business planupdates to Client and Publicis Health leadership.

  • Effectively implement and manage all programs as directed byClient and Publicis Health leadership.

  • Identify and allocate appropriate resources; track resultsover time, and adjust priorities and resources as customers and markets changeduring the performance period.

  • Fully comply with all laws, regulations and Publicis HealthPolicies, Code of Conduct, all privacy and data guidelines, relevant state andfederal laws and regulations and terms and conditions prescribed in the SampleAdministration Agreements and PDMA Guidelines.

  • Participate in teleconference and live National, regionaland district meetings and training sessions and represent client at Nationaland/or local conventions when requested

  • Must be able to drive to and around customer offices withinthe assigned territory, and hold a valid driver's license.

  • Must be able to travel for work-related meetings andfunctions (including overnight and/or weekend).

Education and Experience:


  • Bachelor's Degree (BA or BS) from a four-yearaccredited college or university

  • 5 years of Territory Experience with 3 yearsactively managing or working within the Ophthalmology space.

  • Experience promoting to Ophthalmologists, withinthe territory.


  • Uveitis and/or Retina experience

  • Buy and Bill

  • Specialty Pharmacy

  • HUB and Patient Services

  • Posterior Segment Injectable and Implantable sales

  • Experience with J-codes

  • Breath of ophthalmology selling experience to includepharmaceutical, device, and/or surgical.

  • Certified Ophthalmic Assistant Certification (CCOA).

  • Launch experience.

Knowledge, Skills and


  • Complex Account Managementexperience

  • In depth knowledge and understanding of PHARMAGuidelines.

  • Excellent verbal, written and interpersonalcommunication skills.

  • Ability to analyze and interpret regulation andlegislation.

  • Clear, articulate and grammatically sound speechand professional demeanor.

  • Strong focus on providing customers withsuperior support and service.

  • Ability to learn, understand and communicatecomplex information.

  • Ability to effectively discover and addressaccount needs with compelling messages and solutions.

  • Ability to train physicians and otherhealthcare professionals with confidence and expertise in an office proceduralenvironment.

  • Project management skills.

  • Strong rapportbuilding skills and active listening skills.

  • Strong problem-solving skills with quick,flexible assessment of situations and implementation of decisions.

  • Demonstrated teamwork ability with highemotional intelligence in managing multiple business initiatives andcross-functional relationships.

  • Ability to comprehend and communicate complextechnical/medical terminology and to maintain the required technical expertiseincluding competitive product knowledge.

  • Must be self-motivated and disciplined.

  • Good organizational and planning skills, strongattention to detail and accuracy.

  • Ability to work independently and as a teammember.

  • Flexibility and ability to handle multiple taskssimultaneously.

  • Must be able to deal with people at all levelsinside and outside of the company.

  • Demonstrated technical aptitude and workingproficiency in using iPad and working proficiency in Microsoft Word, Excel,PowerPoint and Outlook.

  • Must be able to successfully complete clienttraining and meet training expectations in order to proceed to servicingclient's customers within the parameters of the program.

  • Ability to drive to assigned targets within theterritory using own automobile or fleet vehicle (if provided by PublicisHealth).

  • Ability to travel to work related meetings andfunctions as needed.


At PDI,a Publicis Health Company, our vision is to continuously aspire to design, develop,and deliver industry leading healthcare solutions that accelerate patientaccess to enable the best possible outcomes. Publicis Health and its business units specialize in thesales and promotion of pharmaceutical brands, services, and products through fieldand inside sales.


When you join PDI, you have the opportunity to work with and learnfrom leaders in the health care industry. Our commitment to ateam-oriented culture and value-based leadership model provides an environmentwhere our employees can work to their full potential. All opportunities with Publicis Health business units offercompetitive compensation includinga comprehensive medical benefits package, 401-k benefits, and theopportunity to grow with the nation's leader in healthcare sales.

One of our goals is to continuously drive innovationthrough our people by creating an open, respectful, inclusive and trustworthywork environment. We encourage andsupport equal employment opportunities for all associates and applicants foremployment without regard to race, color, creed, religion, age, sex, sexualorientation, gender, gender identity, gender expression, national origin,ancestry, citizenship status, marital status, medical condition as defined byapplicable state law, genetic information, disability, military service andveteran status, pregnancy, childbirth and related medical conditions, or anyother characteristic protected by applicable federal, state, or local laws andordinances. Employment decisions are evaluated on the basis of anindividual's skills, knowledge, abilities, job performance and otherqualifications. We do not condone or tolerate an atmosphere of intimidation orharassment.

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Ophthalmology Key Account Manager- Retina- San Jose, CA

Publicis Worldwide