Business Engagement Manager-Retina-Northeast

Harrow, Inc.; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Harrow, Inc., a leading ophthalmic disease management solutions provider in North America, seeks a Business Engagement Manager for Retina in the Northeast. You will manage assigned accounts, lead quarterly business reviews, and drive portfolio performance with GPO contracts, expansion into new practices, and executive-level engagement.

The role requires 5–10+ years Retina/Ophthalmology sales, a bachelor's degree (MBA preferred), strong strategic planning, CRM proficiency, and the ability to

Qualifications

• 5–10+ years of strategic Retina and/or Ophthalmology sales experience.
• Bachelor’s degree; MBA desirable.
• Experience with targeted business plans around priorities and goals.
• Strong written, verbal, and presentation communication skills, including executive preparation and delivery of C-suite presentations.
• Ability to travel up to 50% to cover assigned accounts.

Responsibilities

• Educate practices/ASCs and leadership on posterior portfolio GPO contract offerings using approved messaging.
• Serve as liaison between Harrow and assigned accounts in an account management role.
• Ensure effective use of the CRM system.
• Collaborate with Marketing, Field Sales, GPO, Market Access, and Inside Sales on cohesive strategies.
• Manage operating expense budget for travel and customer training.
• Monitor Harrow’s share of portfolio products in assigned territory/accounts.
• Evaluate customer, market, and competitor activity and update the organization accordingly.
• Establish access and reimbursement initiatives and triage where appropriate.
• Maintain communication with Area Sales Director and KAM Team on strategic initiatives.

Skills

Retina/Ophthalmology sales

C-suite presentation

Account management

Strategic planning

CRM proficiency

Education

Bachelor’s degree in business or science

Tools

MS Office

CRM systems

Job description

Business Engagement Manager-Retina-Northeast

United States

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 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

Business Engagement Manager (BEM)
Harrow | Reports to: Director, Business Engagement

Position Summary

The Business Engagement Manager will be responsible for managing business in an assigned base of new and existing customers for Ophthalmology and Retina. This position reports to the Director, Business Engagement, and participates as a key member of the commercial team within their assigned region, with primary responsibilities that include obtaining various MBOs, inclusive of managing current GPO contracts and conducting quarterly business reviews with accounts in the assigned geography. The role will also include customer retention and advocacy that ensures portfolio performance achieves defined outcomes. This role will also cultivate executive leadership relationships in assigned accounts. This individual will ideally be based in a location with relatively easy access to the base of assigned customers. The position requires travel up to 50% of the time.

Core Responsibilities

• Appropriately communicate, educate, and explain to practices/ASCs and their leadership the posterior portfolio GPO contract offerings, and any updates on such offerings, using approved messaging and materials.
• Serve as a liaison between Harrow and assigned accounts as identified by commercial leadership, in an account management role.
• Ensure appropriate utilization of the Customer Relationship Management (CRM) system.
• Execute cohesive strategies and collaborate compliantly with Marketing, Field Sales, GPO, Market Access, and Inside Sales.
• Effectively manage the assigned operating expense budget for travel and customer training.
• Monitor Harrow’s share percentage of portfolio products within the assigned territory or accounts.
• Evaluate customer, market, and competitor activity and update the organization accordingly.
• Establish and maintain effective access and reimbursement initiatives and triage where appropriate.
• Utilize resources to enhance productivity and provide optimal customer satisfaction.
• Maintain a high level of communication and collaboration with the Area Sales Director and KAM Team on strategic initiatives and physician engagement.

Qualifications & Requirements

• 5–10+ years of strategic Retina and/or Ophthalmology sales experience; ophthalmic market experience preferred, specific to Ophthalmology and Retina.
• 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.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

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…