Key Account Manager - Columbus, Ohio

Position Summary

The Key Account Manager (KAM) is responsible for the successful promotion of approved products and helping to define the Company as a leader within the ophthalmology community. This involves developing, cultivating, and maintaining long-term relationships with ophthalmic surgeons and relevant personnel at physician practices/clinics and ambulatory surgery center accounts. The KAM also works on executing clinical training of the product and assisting accounts with the reimbursement process to position products for adoption and rapid uptake.

Principal Duties And Responsibilities Include The Following

• Achieve territory sales by executing quarterly and annual marketing strategies, which includes delivering branded sales messages, executing planned programs such as in-surgery training, communication of quarterly rebates (if applicable), scheduling and following-up with medical educational programs, and supporting accounts with their reimbursement and market access needs including the communication of the quarterly CMS drug reimbursable schedule.
• Develop product and disease state knowledge and effectively educate and engage healthcare professionals in dialogue about clinical evidence, product efficacy and safety profiles to support on-label prescribing.
• Conduct in-surgery training sessions to ensure accounts use the product as directed.
• Develop and maintain in-depth knowledge of market, demographic, and market access-related information relative to assigned sales territory.
• Assist providers with reimbursement issues within core classes of trade, primarily Medicare Part B, Medicare Advantage, and Commercial Managed Care (Regional Plans), Medicaid (Fee for Service, Managed Care Organizations), Veteran’s Administration (VISNs), TRICARE Regional Offices, Specialty Pharmacy & Pharmacy Benefit Managers, ACOs and other Integrated Delivery Networks (IDNs), advocacy, consumer, provider and treatment systems.
• Set-up and execute speaker programs, and manage promotional budget for such programs.
• Attend local/regional meetings to the extent target physicians are to be in attendance.

Qualification Requirements

• Bachelor’s degree.
• Minimum of 3-5 years of experience selling in pharmaceutical or medical field with experience in at least one or more of the following areas: Ophthalmology and/or Biologic product(s)- injectable biologic product experience highly preferred, Buy & bill products, Surgical products, Proficiency in reimbursement-related matters and willingness to handle them at the account level.
• Preferred Experience with situations requiring total account call, focused on hospitals or ambulatory surgery centers as well as office sites of care, Experience with provider site reimbursement interactions (could include practice management, or practice billing and revenue cycle), Experience working with a reimbursement support hub, Experience working with specialty pharmacies, Practice Management experience, Launch experience.
• Knowledge, Skills And Abilities:
• A demonstrated top performer with supporting documentation.
• Solid understanding of ophthalmology market with strong relationships with surgeons.
• Technical knowledge of health care reimbursement from a patient and provider perspective (J codes, CPT codes, billing coding, appeals process).
• Knowledge of the buy-and-bill process.
• Knowledge of private payer Medicare and Medicaid structure systems and reimbursement process.

Key Performance Competencies

• Self-motivated.
• Interpersonal savvy.
• Customer focus.
• Business acumen, planning and organization.
• Driving for results.

Salary Range

$165,000 USD - $172,000 USD

Ocular Therapeutix is an Equal Opportunity Employer