Area Sales Manager-Ocular Surface Team-Gulf Coast

Harrow, Inc.; Oregon; Hybrid; USD 140,000 - 190,000; Full time

Benefits offered by this job

Remote/field travel 70%

Job summary

Harrow, Inc. is seeking an Area Sales Manager for the Ocular Surface Team to lead and grow a regional sales force. You will execute sales plans, manage budgets, and coach field staff in consultative ophthalmic selling.

You will build relationships with key opinion leaders, monitor market activity, and collaborate with Marketing and Operations to achieve profitable growth.

This role requires 8+ years pharma or medical device sales, and a willingness to travel up to 70%.

Qualifications

• 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 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.
• Ability to work with urgency and listen to experts.
• Flexibility in adapting to a rapidly changing environment.
• Strong 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 field staffing, including recruitment, hiring, and training, and conduct performance evaluations.
• Meet with key customers and assist in 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 objectives through consultative communications.
• Utilize resources to enhance productivity and provide optimal customer satisfaction.
• Provide detailed and accurate sales forecasting and manage budgets and resources.
• Collaborate with Marketing, Operations, Sales Training and Market Access teams.

Skills

Communication skills

Organization

Project management

Adaptability

Leadership

Teamwork

Analytical skills

Problem solving

Education

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

Tools

Microsoft Office

Job description

Area Sales Manager – Ocular Surface Team

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.

• 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.

Position Type

Remote/Field-Based Travel

Up to 70%

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 OPUVIZTMA
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 BYQLOVITMA 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