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 North American ophthalmic-focused pharmaceutical company. 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 Posterior Portfolio including IHEEZO® and TRIESENCE®
- A broad Dry Eye Disease product line, led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and TOBRADEX® ST
- A Specialty Anterior Segment product line, which includes various high-need and utility products such as ILEVRO®, NEVANAC®, and VERKAZIA®
Job Summary
This Area Sales Director (ASD) position is responsible for both achieving sales in an assigned geographic area and the leadership and management of the Key Account Manager team in the Central Area. The assigned sales goals for the territory and area are achieved through consultative and value-based communications with the ophthalmic community on the use, characteristics, and advantages of Iheezo and Triesence. The position requires travel up to 70% of the time and additionally requires occasional visits to the corporate office in Nashville. This position reports to the Vice President of the Posterior Business Unit.
Core Responsibilities
- Implement and Execute sales plans to achieve objectives in assigned areas.
- Develop and manage sales operating expense budgets.
- Oversee and evaluate sales performance and adjust as needed to meet competitive conditions.
- Monitor customer, market, and competitor activity and update the organization accordingly.
- Establish and maintain relationships with key opinion leaders and strategic partners.
- Lead Direct and Indirect field staffing, including recruitment, hiring and training of additional team members, and deliver performance evaluations in accordance to company requirements
- Meet with key customers and assist Key Account Managers with negotiating and closing business transactions.
- Review and analyze Key Account Managers’ sales performance and plans to determine effectiveness.
- Lead area sales activities and manage resources to deliver profitable growth to the organization.
- Coach and mentor team members to achieve area objectives through consultative and value-based communications with the ophthalmic community.
- Utilize resources to enhance productivity and provide optimal customer satisfaction.
- Provide detailed and accurate sales forecasting and effectively manage budget and resources.
- Ensure compliance related to field activities, expenses, and everything related to the Harrow Compliance manual.
- Collaborate with Strategic Accounts Team, Market Access Team, Marketing Team and Operations to assist in executing sales plans and achieving sales goals.
Qualifications & Requirements
- Bachelor’s degree in marketing, Business, or a related field.
- 3-5 years of Sales Management experience
- 5-8 years of buy and bill experience, preferably in the ophthalmology market.
- Ability to travel up to 70% of the time, including overnight stays
- Possess a current and valid driver’s license
- Experience with execution of targeted business plans around priorities and goals
- Proficient with Microsoft Office products. Ability to learn additional software as required.
- Possess strong organization and project management skills.
- Work with a sense of urgency; engage and listens to all experts.
- Exhibit a high degree of flexibility in adapting to a rapidly changing environment.
- Demonstrate strong and thoughtful communication skills, both verbal and written, and leadership ability to work effectively in a teamwork environment
- Excellent analytical skills, problem resolution skills and general business acumen
- Proficiency in Microsoft Excel
Position Type
- Remote
Travel
- Up to 70%
