Ophthalmology Territory Account Executive
Department: Open Sales / Ophthalmology
Reports To: Ophthalmology Program Director
Location: Remote / Field-Based
FLSA: Exempt
Target Geography: Arizona, California, HI
Position Summary:
The Ophthalmology Territory Account Executive will drive direct provider adoption and account growth for RetinaCare Complete across prioritized California and Arizona markets. The role is responsible for building and managing a targeted ophthalmology account universe, developing trusted relationships with retina specialists and practice decision-makers, conducting workflow discovery, creating qualified pilot opportunities, coordinating onboarding, and expanding referral volume. This position will operate in close partnership with the Ophthalmology Program Director.
Key Responsibilities:
- Build, prioritize, and maintain a targeted account universe that includes retina specialists, comprehensive ophthalmology groups, practice administrators, office managers, injection coordinators, and other approved call points.
- Execute a disciplined call, email, field-visit, and follow-up cadence across assigned California, Arizona and Hawaii territories.
- Schedule and lead introductory meetings, needs assessments, workflow discussions, lunch-and-learns, office presentations, and approved program demonstrations.
- Communicate the RetinaCare Complete value proposition using approved messaging focused on reliable medication access, coordinated workflows, patient support, payer alignment, and data visibility.
- Identify practice pain points involving medication access, prior authorization, benefits investigation, supply, delivery, patient support, and referral coordination.
- Develop account action plans and advance opportunities through defined stages from prospecting and engagement to pilot, first referral, first dispense, active account, and expansion.
- Coordinate provider onboarding and operational handoffs with intake, prior authorization and benefits verification, patient care, pharmacy operations, managed care, and the Ophthalmology Program Director.
- Document account needs, objections, competitive feedback, buying authority, payer considerations, next steps, and activity in the CRM (ZOHO).
- Escalate clinical, reimbursement, compliance, manufacturer, or operational issues to the appropriate internal partner and maintain clear communication with the account.
- Support trade shows, industry events, provider education activities, lead capture, and post-event follow-up.
- Conduct regular account reviews and identify opportunities for new products, additional locations, increased referral volume, and broader partnership.
- Provide accurate pipeline updates, forecasts, activity reporting, referral trends, and market feedback to leadership.
Skills and Qualification Requirements:
- Bachelor’s degree in business, healthcare, life sciences, or a related field, or equivalent relevant experience.
- Demonstrated success in healthcare, pharmaceutical, specialty pharmacy, medical device, provider-services, or business-to-business sales.
- Ability to prospect, open new relationships, conduct consultative discovery, and manage a multi-stage sales pipeline.
- Strong presentation, communication, follow-up, organization, and relationship-management skills.
- Ability to learn ophthalmology therapies, specialty pharmacy workflows, reimbursement concepts, and approved messaging.
- Experience using CRM systems to manage activities, opportunities, account plans, and forecasts.
- Ability to work independently in a field-based role while collaborating closely with cross-functional teams.
- Valid driver’s license and ability to travel within the assigned territory, subject to company requirements.
Preferred Requirements:
- Existing relationships with ophthalmology or retina practices in California, Arizona and Hawaii.
- Experience calling on physicians, managing partners, practice administrators, injection coordinators, ambulatory surgery centers, or multi-site medical groups.
- Experience in specialty pharmacy, biologics, ophthalmic products, infusion, buy-and-bill, payer-driven utilization management, or patient access services.
- Experience launching a new territory, product, service line, or provider program.
- Knowledge of California, Arizona and Hawaii healthcare markets, IPAs, delegated entities, or risk-bearing organizations.
Core Competencies:
- Hunter mentality and disciplined execution
- Consultative selling and workflow discovery
- Provider relationship development
- Account planning and pipeline management
- Persistence and responsive follow-through
- Cross-functional coordination
- Compliant communication
- Business acumen and results orientation
Measures of Success:
- Qualified target accounts identified and prioritized.
- Provider touches, meetings, needs assessments, and lunch-and-learns completed.
- Practices agreeing to pilots, first referrals received, first dispenses completed, and active practices established.
- Referral volume, first-fill success, account retention, and multi-site expansion.
- CRM accuracy, account action-plan quality, pipeline progression, and forecast reliability.
- Provider feedback, competitive insights, and operational issues documented and communicated.
- Contribution to program revenue and gross-margin objectives once finalized in the approved compensation and operating plan.
Physical Requirements:
Field-based work requiring regular travel throughout the assigned markets, with remote administrative work between field activities. Periodic overnight travel and attendance at provider meetings, lunch-and-learns, and industry events may be required based on business need.
EEO Statement:
California Specialty Pharmacy is an equal opportunity employer. Qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. Reasonable accommodations are available upon request.
— Sarah J.
·
Marketing Manager
★★★★★
Verified
