Key Account Manager (Mid-Atlantic) Full Time NEW

Role Overview:

The Key Account Manager (KAM) is responsible for driving adoption of Luminopia by building strong, influential partnerships with healthcare providers and their office teams. This role goes beyond activity metrics, it requires an entrepreneurial mindset, critical thinking, and the ability to navigate office dynamics to deliver true prescription pull-through. KAMs will embody a “CEO of your territory” mentality, owning outcomes and ensuring access, education, and advocacy across their accounts. This role will be responsible for the Mid-Atlantic territory.

KAMs are expected to understand the clinical, operational, and market access factors influencing adoption. Through consultative selling and value creation, change health care providers prescribing habits, influence behavior, and create sustainable demand for Luminopia.

Responsibilities:

Customer Engagement & Advocacy

• Build deep, trust-based relationships with HCPs, office staff, and administrators to understand patient flow, office processes, and barriers to prescribing.
• Become a trusted, valued partner to the full practice by tracking patient status and progress on Luminopia, supporting reimbursement efforts, and providing timely updates to ensure confidence and continuity of care
• Act as a clinical and operational expert, guiding providers and staff through prescribing, prior authorizations, and reimbursement processes.
• Educate and empower offices to become advocates for Luminopia, ensuring seamless adoption and pull-through with each patient.
• Facilitate meaningful conversations that go beyond surface-level messaging, delivering true value in every interaction (Level 4 & 5 selling).

Territory Ownership & Entrepreneurship

• Demonstrate strong business acumen by developing robust territory business plans, executing with discipline, and consistently monitoring, interpreting, and adjusting based on performance and market dynamics.
• Run your territory like your own business. Analyze performance, prioritize accounts, and execute strategic business plans that deliver measurable results.
• Demonstrate critical thinking and problem-solving to identify barriers and design creative solutions that accelerate adoption and access.
• Take ownership of outcomes—not just activity—with a focus on driving adoption of Luminopia.
• Identify and champion case studies and success stories to build advocacy within accounts and across the territory.

Market Access & Pull-Through

• Partner closely with practices to support market access initiatives, ensuring patients gain access without unnecessary delays.
• Educate HCP’s and their staff on the importance of patient caregivers responding to CoAssist (specialty pharmacy), to increase conversion rates, ensuring patients benefit from Luminopia therapy.

Clinical & Technical Expertise

• Maintain a strong clinical knowledge of amblyopia, treatment options, and Luminopia clinical data.
• Be prepared to address challenging clinical questions with confidence and agility, adapting messaging to each HCP’s perspective.
• Translate complex clinical and reimbursement information into clear, actionable guidance for both providers and staff.

Teamwork & Leadership

• Collaborate with cross-functional colleagues (Market Access, Marketing, Medical Affairs, and Training) to align strategies and share insights.
• Provide input on tools, resources, and field initiatives to continuously improve commercial execution.
• Act as a role model for compliance, professional conduct, and leadership within the team.

Key Competencies:

• Entrepreneurship & Business Ownership: Operates with a CEO mindset; accountable for growth and territory results.
• Practice Partnership: Acts as a valued member of the office team, ensuring alignment on patient progress, reimbursement processes, and ongoing support.
• Advocacy Building: Creates internal champions within accounts who help drive pull-through and sustained adoption.
• Business Acumen: Builds and executes strategic business plans while analyzing performance data to adjust strategies and optimize results.
• Critical Thinking & Problem Solving: Anticipates barriers, diagnoses root causes, and develops innovative solutions.
• Clinical & Market Acumen: Strong grasp of clinical evidence, payer dynamics, and office workflows to influence prescribing behavior.
• Level 5 Selling: Skilled at moving beyond product education to changing habits, challenging assumptions, and driving action.
• Agility & Resilience: Adjusts strategy in real time, stays focused on outcomes, and thrives in a dynamic, evolving environment.

Territory and Travel:

Overnight travel by plane and/or by car is required supporting Mid-Atlantic territory. Travel will range from 40%-70%, depending on the geography and business needs of the individual territory.

Qualifications:

• Bachelor’s degree required.
• Minimum of 5+ years in healthcare sales or account management; ophthalmology and optometry experience preferred.
• Proven success in specialty sales with demonstrated ability to change prescribing habits and drive new product adoption.
• Comfortable in a fast-paced small company environment with minimal direction and able to adjust workload based upon changing priorities.
• Experience with market access, reimbursement, and pull-through strategies strongly preferred.
• Self-starter with entrepreneurial drive, excellent communication skills, and strong clinical learning agility.

Company:

Pioneering a new class of treatments for neuro-visual disorders. By harnessing the latest in digital technology, we’re creating an entirely new category of medicines to address these conditions. We develop software products that generate therapeutic visual stimuli and deliver them to the patient through a virtual reality headset, using the eyes to stimulate the brain. The success of our amblyopia therapeutic provides proof-of-concept for our broader platform.