The posting
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
Job Summary
The Regional Sales Director must have a passion for building, coaching, and leading highly performing teams that deliver exceptional results. They must have a positive attitude and be adaptable to a dynamic environment without losing focus on business goals. This individual should be a strong and dependable leader who builds trust with their team and the customers we serve, and is transparent, ethical, and honest. They should also be experienced in coaching and presenting data-driven solutions that drive national/corporate growth. This leader is responsible for both achieving sales/revenue goals on behalf of the Ocular Surface Portfolio, including the leadership and management of sales managers, as well as the field sales team. The quarterly revenue goals of the team are achieved through consultative and value-based communications within the ophthalmic and optometric community on the use, characteristics, and advantages of our products and formulations. This leader is required to travel, in the field, up to 50% of his/her weekly routine working with their team across the East Region. The Regional Sales Director interacts at multiple levels inside and outside the company. Tact, diplomacy, confidentiality, and a high degree of professionalism are essential. This position reports to the Vice President of Sales.
Core Responsibilities
- Identify, recruit, coach, and retain top talent for the Ocular Surface Team
- Lead 7 first-line leaders to grow sales through key account development, coaching, management, and mentoring
- Proactively manage the team’s customer-facing activity levels as a leading indicator of sales performance. Take corrective action as needed to ensure individual activity aligns with business goals and revenue requirements.
- Must have the experience and ability to balance a multi-product portfolio of products
- Provide detailed and accurate sales forecasting for each Area Sales Manager and their associated territories
- Area Sales Manager / Field Sales team performance reviews vs. goals and other customer activity must be routine
- Work, in-person, with each Area Sales Manager at least twice per year and the field sales team as needed
- Assess and refine individual Area Sales Manager skill sets and define and implement corrective actions as needed to maximize sales impact and manager development
- Assist sales leadership efforts with the field sales team in reviewing sales performance, call activity, and sales development, including Field Coaching Reports (FCR) with the sales manager.
- Partner with Market Access and Trade to build pull-through plans for commercial, Medicare Part D, and Medicaid coverage wins across geography
- Ensure the team uses patient support, pharmacy networks, and other access resources
- Assist the VP of Sales in leading training and development for Area Sales Managers across the team
- Partner with Sales Training on onboarding curriculum, workshops, and sustainment training for the field
- Effectively manage budget and resources for the Ocular Surface Team
- Manage all business expenses and travel responsibly
- Responsible for meeting or exceeding monthly, quarterly, and yearly revenue goals
- Execute national sales plans to achieve objectives
- 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
- Direct staffing, to include recruitment, hiring, and training of additional team members, and deliver performance evaluations in accordance with company requirements
- Meet with key customers to assist Area Sales Managers and the sales team with negotiating and accelerating business
- Review and analyze Area Sales Manager and sales team performance and plans to determine effectiveness in achieving individual goals
- Lead sales activities and manage resources to deliver profitable growth to the organization
- Assist the VP of Sales in planning and leading congresses and meetings associated with the portfolio
- Coach and mentor team members to achieve objectives through consultative and value-based communications
- Utilize resources to enhance productivity and provide optimal customer satisfaction
- Works closely with Commercial Leadership for future success
- Understands our CRM process, Life Science Cloud, Reporting Metrics, forecasting, etc.
- Works with HR to effectively manage lower-performing and underperforming sales team members
- Will play a critical role in participating in national, regional, and local meetings
- Model the Harrow values and ensure team members follow all compliance policies and procedures
- Be prepared to carry on additional responsibilities based on the needs of the team
Qualifications & Requirements
- Bachelor’s degree in marketing, business, or a related field
- 10+ years of sales and sales management experience in pharmaceuticals/medical device preferred
- Experience leading and mentoring first line sales leaders
- Eye care experience is preferred, ideally in dry eye or ocular surface disease
- Commercial experience outside of sales (Marketing, Operations, Training, Market Access, etc.) is preferred
- Ability to travel, in the field, up to 50% of the time, including overnight stays
- Experience with the execution of targeted business plans around priorities and goals
- Proficient with Microsoft Office products. Ability to learn additional software as required.
- Strong leadership qualities to display the organization's core values and integrity
- 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
- Leadership ability to work effectively in a teamwork environment
- Excellent analytical skills, problem resolution skills and general business acumen
- Possess a current and valid driver’s license
Position Type
- Remote
Travel
- Up to 50%
