Business Engagement Manager

Harrow; California (MO); On-site; USD 100,000 - 150,000; Full time

Job summary

A leading healthcare solutions provider is seeking a Business Engagement Manager to develop and manage relationships with key accounts in ophthalmology and optometry. This role involves strategic planning to maximize market penetration, collaboration with internal teams, and customer advocacy. The ideal candidate will have 5-10 years of experience in specialty sales, strong leadership skills, and a proven ability to engage with C-suite executives. Significant travel is required for this position.

Qualifications

• 5-10+ years of strategic specialty and/or ophthalmology sales experience, preferably in ophthalmology and optometry.
• 2-4 years of leadership or business development experience.
• Proficient in market access and reimbursement processes.

Responsibilities

• Manage relationships with key opinion leaders and high-value regional accounts.
• Execute strategies to maximize market penetration and support field sales.
• Conduct training and mentorship for sales teams.

Skills

Strategic Specialty sales experience

Leadership experience

Market Access knowledge

Strong communication skills

CRM proficiency

Education

Bachelor’s degree

MBA (preferred)

Tools

Microsoft Office

Customer Relationship Management software

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

Job Summary

The Business Engagement Manager – will be responsible for managing business in an assigned base of new and existing customers for Ophthalmology and Optometry. This position will report to the VP of Anterior Portfolio and will participate as a key member of the commercial team within their assigned region.

The BEM will be responsible for developing and collaborating with Key Opinion Leaders (KOLs), national corporate/private equity accounts, teaching institutions, and high-value targets in the assigned area. In addition, they will provide assistance with market access and hub resources within the region and provide field support.

The BEM is responsible for developing and executing strategies to maximize market penetration within key regional accounts. This role involves building and maintaining strong relationships with key stakeholders and collaborating cross-functionally to ensure the successful implementation of account-specific initiatives. Additionally, this position will be responsible for supporting the field sales team in achieving and exceeding sales goals and objectives.

The role will also include customer retention and advocacy that ensures portfolio performance achieves defined outcomes. This role will also cultivate executive-level relationships within assigned accounts. This individual will ideally be based in a location with relatively easy access to the assigned customer base. The position requires travel up to 50% of the time.

Core Responsibilities

• Identify, cultivate, and maintain professional relationships with established and up-and-coming national Key Opinion Leaders in Optometry and Ophthalmology.
• Build and maintain strong relationships with key decision-makers and influencers within high-value regional accounts, including corporate/retail optometric accounts.
• Develop and execute strategic account plans to achieve key objectives and maximize market penetration.
• Coordinate and lead tailored, on-label discussions with KOLs across key initiatives and events.
• Collaborate with internal teams, including sales, training, and marketing, to align strategies and resources to support key account objectives.
• Monitor market trends, competitive activity, and customer needs to identify growth opportunities.
• Analyze sales performance data and KPIs to track progress against targets and identify areas for improvement.
• Drive innovation and continuous improvement initiatives to enhance customer satisfaction and drive competitive advantage.
• Represent the company at industry events, conferences, and customer meetings to promote Harrow products and build brand awareness.
• Monitor sales metrics and performance indicators to identify areas for improvement and implement corrective actions as needed.
• Provide ongoing training, coaching, and mentorship to KAMs to enhance their pull-through skills in the commercial payer space.
• Establish and maintain effective access and reimbursement business reviews with key accounts and triage where appropriate.
• Ensure compliance with regulatory requirements and company policies and procedures.
• Appropriate utilization of the Customer Relationship Management (CRM) system.
• Effectively manage assigned operating expense budget for travel and customer engagements
• The BEM plays an account management role by serving as a liaison between Harrow and its assigned accounts as identified by commercial leadership.

Qualifications & Requirements

• 5-10+ years of strategic Specialty and/or Ophthalmology sales experience, with a preference for the ophthalmic market specific to Ophthalmology and Optometry.
• 2-4 years of leadership experience and/or Business Development experience
• Market Access; working knowledge of Part D, Commercial Reimbursement, PA processing, Savings Programs, and HUB services
• Bachelor’s degree with MBA desirable (additional years of service can replace MBA)
• Experience with the execution of targeted business plans around priorities and goals
• C Suite Business Acumen for executive presentation, engagement, and appropriate follow-up
• Team player with a positive, can-do attitude
• Strong written, verbal, and presentation communication skills, including executive preparation and delivery of C Suite presentations
• Ability to think creatively in confronting issues and pursuing novel approaches to old problems
• Ability to work under pressure, meet deadlines, and exercise sound business judgment with critical thinking skills and high ethical standards
• Ability to manage multiple projects simultaneously, adjusting priorities as needed, and meeting deadlines
• Proficient in the use of CRMs and Microsoft Office software products