Area Sales Director-Retina-West Coast

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^®, BYOOVIZ^TM, and OPUVIZ^TM


• 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

Job Summary

This Area Sales Director (ASD) position is responsible for both achieving sales in an assigned geographic area and the leadership and management of the Key Account Manager team for the East Coast Region. The assigned sales goals for the territory and area are achieved through consultative and value-based communication with the ophthalmic community on the use, characteristics, and advantages of both Iheezo, and Triesence. The position requires travel up to 70% of the time and additionally requires occasional visits to the corporate office in Nashville. This position reports to the National Sales Director.

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 Key Account Managers with negotiating and closing business transactions.


• Review and analyze Key Account Managers’ sales 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 Strategic Accounts Team, Market Access Team, Marketing Team, and Operations to assist in executing sales plans and achieving sales goals.

Qualifications & Requirements

• Bachelor’s degree in marketing, Business, or a related field.


• 5-8 years of buy and bill sales and sales management experience in pharmaceuticals.


• Ophthalmic experience preferred, but not necessary.


• Ability to travel up to 70% of the time, including overnight stays


• Possess a current and valid driver’s license


• 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 leadership ability to work effectively in a team environment


• Excellent analytical skills, problem resolution skills, and general business acumen

Position Type

• Remote

Travel

• Up to 70%