Strategic Account Manager

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

Job Summary

The Central Region Strategic Account Manager at Harrow Inc. is responsible for driving sustained clinic-level adoption across priority ophthalmology practices, with a strong focus on converting ASC-connected clinics into consistent office-based utilization environments. This role will execute high-impact immersion strategies, build durable physician and staff relationships, and embed repeatable workflows that drive long-term demand.

Success in this position requires a highly motivated, field-oriented commercial leader who thrives in complex, multi-provider practices, excels at influencing clinical behavior change, and demonstrates disciplined execution across reimbursement navigation, program implementation, and account growth.

Core Responsibilities

Clinic Adoption & Immersion Execution

• Lead targeted immersion days and structured adoption initiatives within prioritized high-value clinics, including procedure targeting, patient identification, and workflow integration.

• Drive conversion of ASC-connected practices toward routine in-office utilization when reimbursement and operational dynamics support the model.

• Partner with physicians and staff to embed repeatable processes that reinforce sustained adoption.

• Identify growth opportunities across provider segments within large group practices.

Relationship-Driven Account Expansion

• Establish trusted advisor relationships with ophthalmologists, administrators, technicians, and billing teams.

• Maintain high-frequency, high-impact engagement to reinforce prescribing and procedural behaviors.

• Identify and cultivate physician champions and staff advocates to create site-level proof points.

• Leverage early successes to influence broader utilization across multi-site organizations and referral networks.

Operational Excellence & Commercial Feedback Loop

• Document immersion learnings, objections, workflow challenges, and competitive insights.

• Feed real-time field intelligence into Harrow’s Central Region strategy and Team Six execution playbook.

• Track account progress, conversion milestones, and adoption metrics.

• Ensure coordinated execution of sampling programs and clinic-day evaluations in alignment with brand strategy.

Reimbursement Education & Confidence Building

• Deliver compliant education on access, pricing, and reimbursement methodology.

• Partner closely with Market Access teams to address payer-specific questions.

• Support clinics in developing documentation and billing processes that enable confident in-office utilization.

• Help remove reimbursement-related barriers to accelerate office-based adoption.

Qualifications & Requirements

• Bachelor’s degree required.

• Minimum of 5+ years of pharmaceutical, biotech, medical device, or ophthalmic sales experience (ophthalmology strongly preferred).

• Proven success managing strategic accounts or delivering top-tier performance in complex territories.

• Established relationships across Central Region ophthalmology practices and surgery centers.

• Demonstrated ability to execute in-clinic programs and influence multi-stakeholder environments.

• Highly driven, resilient, and comfortable operating in ambiguous, fast-moving markets.

• Strong business acumen with the ability to analyze practice dynamics and tailor adoption strategies.

• Excellent communication, presentation, and relationship-building skills.

Success in the First 12 Months Looks Like…

• Establishing Harrow as a trusted partner across priority Central Region accounts by building strong relationships with ophthalmologists, administrators, billing leaders, and ASC partners.

• Successfully executing Harrow immersion days and adoption programs in top-tier clinics, driving measurable increases in consistent office-based utilization of promoted products.

• Converting multiple ASC-connected practices into routine clinic users when reimbursement and workflow dynamics support in-office administration.

• Developing at least 3–5 physician or site champions who advocate for Harrow solutions and influence broader adoption within their organizations.

• Embedding sustainable workflows in targeted clinics that support patient identification, documentation habits, and billing confidence in the office setting.

• Providing real-time field intelligence that informs Harrow’s Central Region strategy, Team Six playbooks, and national commercial execution models.

• Demonstrating disciplined operational excellence through CRM documentation, account planning, and cross-functional collaboration with Sales Leadership, Marketing, and Market Access.

• Becoming a go-to clinical and commercial resource for high-value practices and internal Harrow partners.

• Delivering consistent performance against regional growth objectives and strategic account plans.

• Creating a scalable territory blueprint that can be replicated across additional high-opportunity practices as Harrow continues to expand its ophthalmic footprint.

Position Type

Remote, field-based.

Travel Requirement

Up to 70% travel within the Central Region.