Job Description
Before reading the job post, we encourage you to watch this video about our company. It gives you an inside look at how we started, the team and culture that made us successful, and where we’re going. It’s easy to read a job post and apply, but people often wonder about the culture and whether they would fit in. If you want to call Harrow your home and genuinely want to be part of a family and something big, then we encourage you to click this link and get to know us.
Who is Harrow?
Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an incredible entrepreneurial company – where we celebrate the ability of every member of the Harrow Family to be the CEO of their job. Harrow’s values have driven interest over the past decade in attracting high-performing professionals in a variety of disciplines. Members of our Harrow Family often express their pride in being a part of our commitment to (1) innovation, (2) patient access to affordable 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. We encourage you to learn more about Harrow and its unique culture to see if you’re the right person to help contribute as we build a truly exceptional company, one we are all so proud of!
Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:
- An expanding Retina Portfolio including IHEEZO®, TRIESENCE®, BYOOVIZTM, and OPUVIZTM
- A broad Dry Eye Disease product line, led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and FRESHKOTE®
- A peri-operative Surgical product line, led by TRIESENCE®, and BYQLOVITM
- A Rare and Specialty product line, which includes various high-need and utility products such as ILEVRO®, NATACYN®, and VERKAZIA®
- A robust internal development pipeline with multiple late-stage candidates, including MELT-300, MELT-210, H-N08, and CR-01
Territory: Washington DC, Delaware, Maryland, Virginia, West Virginia, North and, South Carolina, and Florida
Job Summary
The Business Engagement Manager will be responsible for managing business in an assigned base of new and existing customers for Ophthalmology and Retina. This position will report to the VP of Strategic Accounts and Business Engagement and will participate as a key member of the commercial team within their assigned region, with primary responsibilities that include obtaining various MBO, including managing current GPO contracts, and having quarterly business reviews with accounts in the assigned geography. The role will also include customer retention and advocacy that ensures portfolio performance achieves defined outcomes. This role will also cultivate executive leadership relationships in assigned accounts. This individual will ideally be based in a location with relatively easy access to the base of assigned customers. The position requires travel up to 50% of the time.
Core Responsibilities
- Primary responsibility is to appropriately communicate, educate, and explain to practices/ASCs and said leadership the posterior portfolio GPO contract offerings, and any updates on such offerings, using approved messaging and materials.
- The BEM plays an account management role by serving as a liaison between Harrow and its assigned accounts, as identified by commercial leadership.
- Appropriate utilization of the Customer Relationship Management (CRM) system.
- Execute cohesive strategies and collaborate compliantly with Marketing, Field Sales, GPO, Market Access, and Inside Sales.
- Effectively manage assigned operating expense budget for travel and customer training.
- Monitor Harrow’s share % of portfolio products within the assigned territory or accounts.
- Evaluate customer, market, and competitor activity and update the organization accordingly.
- Establish and maintain effective access and reimbursement initiatives, and triage as needed.
- Utilize resources to enhance productivity and provide optimal customer satisfaction.
- Requires a high level of communication and collaboration with the Area Sales Director and KAM Team on strategic initiatives and physician engagement.
Qualifications & Requirements
- 5-10+ years of strategic Retina and/or Ophthalmology sales experience, with a preference for the ophthalmic market specific to Ophthalmology and Retina.
- Bachelor’s degree with MBA desirable (additional years of service can replace MBA)
- Experience with the execution of targeted business plans around priorities and goals.
- C Suite Business Acumen for executive presentation, engagement, and appropriate follow-up.
- Team player with a positive, can-do attitude
- Strong written, verbal, and presentation communication skills, including executive preparation and delivery of C Suite presentations.
- Ability to think creatively in confronting issues and pursuing novel approaches to old problems.
- Ability to work under pressure, meet deadlines, and exercise sound business judgment with critical thinking skills and high ethical standards.
- Ability to manage multiple projects simultaneously, adjusting priorities as needed and meeting deadlines
- Proficient in the use of CRMs and Microsoft Office software products.
Position Type
- Remote
Travel
- Up to 50% including overnight stays.
