Area Sales Manager-Ocular Surface Team-Gulf Coast

Harrow, Inc.; United States; Remote; USD 110,000 - 170,000; Full time

Job summary

Harrow, Inc. is a leading ophthalmic disease management solutions provider in North America. The Area Sales Manager (ASM) is responsible for sales in an assigned geographic area and for leading the Ocular Sales Specialist team within that area.

The ASM will drive consultative, value-based communications with ophthalmic professionals to promote the Ocular Surface Portfolio and achieve territory goals. This role requires strong leadership, a strategic mindset, and a proven track record in

Qualifications

• 8+ years of pharmaceutical or medical device sales experience, including sales management.
• Experience with execution of targeted business plans around priorities and goals.
• Strong organization and project management skills.
• Excellent communication and leadership abilities in a team environment.

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.
• 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.
• 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.

Skills

Pharmaceutical sales

Sales management

Business development

MS Office

Education

Bachelor’s in Marketing/Business

Tools

CRM software

Job description

United States

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:

• 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 BYQLOVI TM
• 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

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.

Position Type

• Remote/Field-Based

Travel

• Up to 70%

As set forth in Harrow, Inc.’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.