Area Sales Manager-Gulf Coast

Harrow; Houston (TX); On-site; USD 100,000 - 160,000; Full time

Job summary

Harrow seeks an Area Sales Manager to lead the Ocular Sales Specialist team in Houston and drive territory growth for our ophthalmic portfolio. You will implement sales plans, manage budgets, coach field staff, and build relationships with ophthalmology clinicians and strategic partners.

The role requires 8+ years in pharma or medical device sales, including leadership, strong analytics, and excellent communication.

Qualifications

• Bachelor’s degree or higher in Marketing, Business, or related field.
• 8+ years of pharmaceutical or medical device sales experience, including sales management.
• Experience with execution of targeted business plans around priorities and goals.
• Proficient with Microsoft Office products; ability to learn additional software as required.
• Strong organization and project management skills.
• Work with a sense of urgency; engage and listen to all experts.
• Flexibility in adapting to a rapidly changing environment.
• Excellent communication skills, both verbal and written, and leadership ability.

Responsibilities

• 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 conditions.
• Monitor customer, market, and competitor activity and update the organization.
• Establish and maintain relationships with key opinion leaders and strategic partners.
• Lead direct and indirect field staffing, including recruitment, hiring, and training and deliver performance evaluations.
• Meet with key customers and assist Sales Specialists with negotiating and closing business.
• Review and analyze Sales Specialists’ performance and plans to determine effectiveness.
• Lead area sales activities and manage resources to deliver profitable growth.
• Coach and mentor team members to achieve area objectives through consultative communications.
• Utilize resources to enhance productivity and provide optimal customer satisfaction.
• Provide detailed and accurate sales forecasting and manage budget and resources.
• Collaborate with Marketing, Operations, Sales Training and Market Access teams to execute tactics and goals.

Skills

Pharma sales

Sales management

Strategic planning

Communication

Analytical skills

Project management

Adaptability

Team leadership

Education

Bachelor’s degree in Marketing, Business, or related field

Tools

Microsoft Office

Job description

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:

• 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

Harrow | Reports to: Regional Sales Director

Position Summary

The Area Sales Manager (ASM) is responsible for both achieving sales in an assigned geographic area and the leadership and management of the Ocular Sales Specialist team in their specific 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 the Ocular Surface Portfolio.

Core Responsibilities

• 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 with company requirements.
• Meet with key customers and assist Sales Specialists with negotiating and closing business
• Review and analyze Sales Specialists’ 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.
• Collaborate with the Marketing, Operations, Sales Training and Market Access teams to assist in executing sales tactics, plans and achieving sales goals.

Qualifications & Requirements

• Bachelor’s degree in Marketing, Business, or a related field.
• 8+ years of pharmaceutical or medical device sales experience, including sales management experience.
• Experience with the 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 listen 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 the leadership ability to work effectively in a teamwork environment.
• Excellent analytical skills, problem-resolution skills, and general business acumen.