Head, Commercial Training & Development

Harrow; United States; Remote; USD 216,000 - 264,000; Full time

Job summary

Harrow is seeking a Head of Commercial Training & Development to own enablement for a nationwide field organization. You will lead onboarding, certification, and leadership development while driving adoption of Salesforce Life Sciences Cloud, Slack, and AI tools across all franchises.

Manage curriculum, budgeting, and metrics to elevate performance for 200+ representatives. The role reports to the SVP, Commercial and requires 12+ years in pharma/biotech commercial roles with prior training

Qualifications

• Bachelor’s degree; 12+ years in pharma or biotech commercial roles, including field sales and 5+ years leading training or sales teams.
• Built or rebuilt a commercial training function, including onboarding and certification.
• Knowledge of FDA promotional rules, PDMA, and the PhRMA Code as they apply to field training.
• Experience measuring training impact on business results, and driving CRM or sales-technology adoption, leader development, or business planning programs.
• Proficiency with AI platforms such as ChatGPT and Claude, and with Slack.

Responsibilities

• Build competency models and agree capability gaps with the franchise Sales Heads and Regional Managers.
• Own curriculum architecture strategy and the certification processes and plans.
• Build the commercial leader development program for district managers and regional leaders: coaching, business reviews, talent development, and leading through change.
• Own the territory business planning curriculum and standard: account and territory plans, targeting prioritization capabilities, and business review capabilities and best practices.
• Drive adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) through training, field champions, and usage metrics by tool, with Marketing & Commercial Operations, which administers the systems.
• Use the rotational Field Trainers as champions by competency (e.g., business planning, tools usage) as well as for product and selling skills.
• Lead the three franchise trainers and the three platform roles; oversee the 10-person rotational Field Trainer bench through the franchise trainers.
• Own the AI-assisted content standard with Legal and PRC.
• Report the enablement scorecard in the commercial business review each quarter (e.g., cohort ramps, coaching quality, tool adoption, and retention).
• Own the enablement and training budget, vendors, and learning technology.

Skills

Leadership development

Training program design

CRM adoption

Budget management

Stakeholder engagement

Education

Bachelor's degree

12+ years pharma/biotech commercial experience

Tools

Slack

ChatGPT

Claude

Job description

Head, Commercial Training & Development

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:

• An expanding Retina Portfolio including IHEEZO®, TRIESENCE®, BYOOVIZTM, and OPUVIZTM
• 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

Head, Commercial Training & Development

Harrow | Reports to: SVP, Commercial

Position Summary

Owns commercial enablement for the field organization: the capability, tools, and planning discipline that turn the go-to-market plan into field performance. Covers onboarding and certification, product and selling skills, commercial leader development, territory business planning, and adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) across all three franchises plus Strategic Accounts. Personally leads all sales leadership/manager-level development, as they are the main channel through which enablement reaches 200+ representatives.

Core Responsibilities

• Build competency models and agree capability gaps with the franchise Sales Heads and Regional Managers.
• Own curriculum architecture strategy and the certification processes and plans.
• Build the commercial leader development program for district managers and regional leaders: coaching, business reviews, talent development, and leading through change.
• Own the territory business planning curriculum and standard: account and territory plans, targeting prioritization capabilities, and business review capabilities and best practices.
• Drive adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) through training, field champions, and usage metrics by tool, with Marketing & Commercial Operations, which administers the systems.
• Use the rotational Field Trainers as champions by competency (e.g., business planning, tools usage) as well as for product and selling skills.
• Lead the three franchise trainers and the three platform roles; oversee the 10-person rotational Field Trainer bench through the franchise trainers.
• Own the AI-assisted content standard with Legal and PRC.
• Report the enablement scorecard in the commercial business review each quarter (e.g., cohort ramps, coaching quality, tool adoption, and retention).
• Own the enablement and training budget, vendors, and learning technology.

Qualifications & Requirements

• Bachelor’s degree; 12+ years in pharma or biotech commercial roles, including field sales and 5+ years leading training or sales teams.
• Built or rebuilt a commercial training function, including onboarding and certification.
• Knowledge of FDA promotional rules, PDMA, and the PhRMA Code as they apply to field training.
• Experience measuring training impact on business results, and driving CRM or sales-technology adoption, leader development, or business planning programs.
• Proficiency with AI platforms such as ChatGPT and Claude, and with Slack.

Preferred Qualifications

• MBA, MS, or PharmD.
• Eye care experience across buy-and-bill and pharmacy-benefit products.
• Launch training experience; experience using AI tools in content production.

Position Type

• Remote (U.S.)

Travel

• Approximately 30–40%

Comp: $240,000, plus bonus