Ocular Surface Sales Specialist- Washington DC

Harrow; Washington (District of Columbia); Remote; USD 90,000 - 130,000; Full time

Job summary

Harrow is seeking an Ocular Surface Sales Specialist to launch and grow market share in a defined geography with an emphasis on payer channel access. You will engage ophthalmologists, optometrists, and staff to articulate the value of Vevye, Tyrvaya, Verkazia, Natacyn, and related products.

The ideal candidate will be highly motivated, organized, and capable of multitasking in a dynamic ophthalmic market. Travel up to 80% of the time is expected as part of territory growth.

Qualifications

• Bachelor’s degree in a related field.
• 3+ years of pharmaceutical or medical device sales experience (ophthalmic experience is beneficial).
• Ability to build, develop, and foster longstanding relationships with customers.
• Knowledge of the payer landscape: Commercial, Medicare Part D, and dual eligibility.

Responsibilities

• Take full ownership and accountability for meeting or exceeding the company's quarterly sales revenue and product goals.
• Apply an entrepreneurial mindset to analyze, develop, and grow the territory business—acquiring new customers while converting the existing base.
• Drive demand through organic pull-through and deploy all available reimbursement solutions.
• Call on ophthalmic healthcare professionals in defined markets, developing critical physician and staff relationships, and acting as the customer liaison with continual follow-up.
• Utilize internal resources to develop quarterly action plans and partner with accounts.
• Record all sales activity in the CRM accurately and in a timely manner.

Skills

Relationship building

Communication

Presentation skills

Multitasking

Analytical thinking

Education

Bachelor’s degree in a related field

Tools

MS Office

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

Harrow | Reports to: Area Sales Manager

Position Summary

The Ocular Surface Sales Specialist is responsible for launching and growing market share with a strong focus on demand through the payer channel in a defined geographic area, reporting to the Area Sales Manager. The Ocular Surface product portfolio is focused on Vevye, Tyrvaya, Verkazia, Natacyn, and other complementary products. This position requires a highly motivated self-starter who offers solutions to challenges, has a positive presence with internal and external customers, is well-organized, and can multitask in a continuously changing, dynamic ophthalmic market environment.

Assigned monthly/quarterly/annual sales revenue and product objectives will be achieved through consultation and value-based communication with ophthalmologists, optometrists, and staff regarding the indications, characteristics, and advantages of Harrow ophthalmic-branded formulations.

Core Responsibilities

• Take full ownership and accountability for meeting or exceeding the company's quarterly sales revenue and product goals.
• Apply an entrepreneurial mindset to analyze, develop, and grow the territory business—acquiring new customers while converting the existing base.
• Drive demand through organic pull-through and deploy all available reimbursement solutions.
• Call on ophthalmic healthcare professionals in defined markets, developing critical physician and staff relationships, and acting as the customer liaison with continual follow-up.
• Utilize internal resources to develop quarterly action plans and partner with accounts.
• Record all sales activity in the CRM accurately and in a timely manner.
• Maintain an in-depth, professional understanding of the ophthalmic product portfolio and competition, and articulate the clinical benefits of our products and complementary solutions in a compliant manner.
• Operate with a sense of urgency at all levels of customer care and follow-up.
• Collaborate with internal departments and peers.
• Travel routinely throughout the assigned geography, including overnight stays.
• Understand the Pharmaceutical Industry’s Code of Practice and comply with all state- and federal-specific legislation and regulatory requirements.
• Manage expenses in a thoughtful, responsible, and ethical manner, and submit all required reports, including monthly expense reports, on time.
• Be a resourceful thinker who, without a complete roadmap to success, finds the resources available to win and prosper.

Qualifications & Requirements

• Bachelor’s degree in a related field.
• 3+ years of pharmaceutical or medical device sales experience (ophthalmic experience is beneficial).
• Ability to build, develop, and foster longstanding relationships with customers.
• Ability to quickly absorb products and practice information and offer solutions that resonate.
• Experience with the execution of strategic and targeted business plans around priorities and goals.
• Proficient with MS Office products, including Word, Excel, and PowerPoint.
• Experience and clinical understanding of the eye care space is preferred
• The ability to balance a broad portfolio of products is critical
• Knowledge of the payer landscape: Commercial, Medicare Part D, and dual eligibility.
• Understanding of how physicians make decisions regarding patient care for various therapies.
• Excellent presentation and interpersonal skills.
• Solid independent judgment and initiative required.
• Superior communication and written skills are a must.
• Ability to multitask, adjusting priorities as needed.
• Good problem-solving and analytical skills.

Position Type

• Remote / Field-Based

Travel

• Up to 80% of weekly travel in the defined territory, with overnights as required