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
This role is responsible and accountable for ensuring our new hires and tenured personnel in their assigned commercial team are fully trained utilizing both classroom, field-based training and virtual tools. Responsibility includes engaging internal leadership and peers from multiple disciplines to build and maintain curriculum to transfer that knowledge to our KAMs and Managers, maximizing their effectiveness in the field. In addition to their responsibility for the KAMs and Managers, this position will have primary responsibility for several products within our compounding and branded product families in the Harrow portfolio.
Core Responsibilities
- Develops and maintains full sales training curriculum for all assigned products and sales initiatives including product knowledge, CRM training and in-field experience.
- Assists Managers in the creation and implementation of the 30, 60, and 90 day plan for new hires..
- Prepares new sales representatives in their assigned region by conducting in-person, or virtual as appropriate, training, product knowledge, account planning and ongoing field training.
- Schedules and executes in field training with ride-a-longs for all new and tenured sales representatives in the assigned region.
- Work closely with sales representatives to develop and implement strategies to plan and convert targeted accounts and provide support where needed.
- Identifies ongoing training needs by traveling with the sales representatives, observing customer questions and objections, reviewing sales data, and working with internal teams on new product initiatives. with a strong focus on their assigned brand(s).
- Create training materials and objectives based on company mission, vision and values, specifically for their assigned brand(s).
- Coordinates and facilitates training programs for train the trainer, NSM and POA with strategic partners.
- Monitor sales performance and identify any areas for improved training to maximize the effectiveness of the sales team performance.
- Participates in budget planning process by recommending appropriate budget items.
- Be platform experts (CRM, DATA REPORTING SYSTEMS, LMS, other as deemed necessary)
- Coordinate with management and internal departments to develop new training materials for new product launches for assigned brand(s).
- Provide reporting for and success metrics to upper management on a regular basis.
- Actively participate as a key member and leader as part of the Commercial team to help drive success.
- Facilitate all training and compliance procedures required for sales and product initiatives in assigned region and with assigned brand(s).
- Work in tandem with marketing, commercial operations, legal/compliance, medical, and other departments as deemed necessary to develop, implement and reinforce training materials to support execution in an accurate manner.
Qualifications & Requirements
- Required: Bachelor’s degree
- Minimum of 3 years’ management and/or sales training/experience in the Ophthalmic industry.
- Ideal candidate would have experience in Prescription Dry Eye market as well as buy and bill Retina market
- Experience in training, performance management, coaching, sales planning.
- Proven skills leading and coordinating high performance multiple function teams.
- Strong communication skills, both oral and written; demonstrated ability to train or coach others and mentor field representatives.
- Strong collaboration and interpersonal skills; ability to establish good working relationships with team members as well as management.
- Demonstrated leadership, influence skills, responsiveness, creativity, problem-solving and ability to manage complexity in addressing issues.
- Well-organized and ability to prioritize time, prep appropriately and document effectively.
- Experience working with Salesforce CRM or that of an equivalent platform.
Position Type
- Remote
Travel
- 50% or more travel.
