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.
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 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 Ocular Surgery Account Manager (OSAM) is responsible for growing business with Harrow-approved products with a strong focus on expanding sales in a defined geographic region, reporting to the National Sales Director, Ocular Surgery. This position requires a highly motivated self-starter with strong business acumen who offers solutions to challenges, has a positive presence with internal and external customers, is well organized, and can multitask in a continuously changing and dynamic ophthalmic surgery (or surgical) environment. Assigned monthly/quarterly/annual sales revenue and product objectives are achieved through consultation and value-based communications with ophthalmologists, surgery centers, and staff on the use, characteristics, and advantages of Harrow peri-operative products. Prospective candidates should have a proven track record of success in managing peri-operative therapies, managing relationships between a physician’s office and their ASC, buy-and-bill sales, and working in a highly collaborative matrix environment.
Core Responsibilities
Takes 100% ownership, with an entrepreneurial mindset, to meet or exceed quarterly sales revenue and product goals
Ability to effectively communicate complex clinical information to ophthalmic surgeons, billers, and administration in both the surgeon’s office and ASC
Adept understanding of complex care systems and strong capability to assess local dynamics to inform area business growth acceleration plans
Solid understanding of reimbursement concepts as they relate to buy and bill
Develop critical physician and ASC staff relationships within the assigned geography
Utilizes all internal resources when developing quarterly action plans or handling problem accounts
Provides weekly new business forecasts and updates
All sales activity is adequately recorded in CRM
Maintain an in-depth and professional level understanding of the Harrow surgical peri-operative products
Collaborate effectively with internal departments and peersAct with a sense of urgency at all levels of customer care and follow up
Ability to travel throughout the assigned geography on a routine basis
Utilize the designated CRM system – Salesforce
Understand and follow all industry and company policies and guidelines
Comply with all state and federal legislation and regulatory requirements
Manage expenses in a thoughtful, responsible, and ethical manner
Resourceful thinker that may not have a complete roadmap to success, but finds the resources available to win and prosper
Acts as the liaison for customer complaints or issues with continual follow-up
Submits all required reports, including monthly expense reports, on time
Competent in PowerPoint, Excel, Word & Outlook
Qualifications & Requirements
Bachelor’s degree in a related field
Has 3+ years of successful ophthalmology sales experience with buy and bill sales and/or ophthalmic medical device sales experience preferred.
Ability to build, develop, and foster longstanding relationships with customers
Ability to quickly absorb product 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
Knowledge 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
Ability to become proficient with Salesforce CRM
Position Type
Remote
Travel
Expected travel in the field will be about 100% which will include overnight stays, which is less than 75%
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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 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 Ocular Surgery Account Manager (OSAM) is responsible for growing business with Harrow-approved products with a strong focus on expanding sales in a defined geographic region, reporting to the National Sales Director, Ocular Surgery. This position requires a highly motivated self-starter with strong business acumen who offers solutions to challenges, has a positive presence with internal and external customers, is well organized, and can multitask in a continuously changing and dynamic ophthalmic surgery (or surgical) environment. Assigned monthly/quarterly/annual sales revenue and product objectives are achieved through consultation and value-based communications with ophthalmologists, surgery centers, and staff on the use, characteristics, and advantages of Harrow peri-operative products. Prospective candidates should have a proven track record of success in managing peri-operative therapies, managing relationships between a physician’s office and their ASC, buy-and-bill sales, and working in a highly collaborative matrix environment.
Core Responsibilities
Takes 100% ownership, with an entrepreneurial mindset, to meet or exceed quarterly sales revenue and product goals
Ability to effectively communicate complex clinical information to ophthalmic surgeons, billers, and administration in both the surgeon’s office and ASC
Adept understanding of complex care systems and strong capability to assess local dynamics to inform area business growth acceleration plans
Solid understanding of reimbursement concepts as they relate to buy and bill
Develop critical physician and ASC staff relationships within the assigned geography
Utilizes all internal resources when developing quarterly action plans or handling problem accounts
Provides weekly new business forecasts and updates
All sales activity is adequately recorded in CRM
Maintain an in-depth and professional level understanding of the Harrow surgical peri-operative products
Collaborate effectively with internal departments and peersAct with a sense of urgency at all levels of customer care and follow up
Ability to travel throughout the assigned geography on a routine basis
Utilize the designated CRM system – Salesforce
Understand and follow all industry and company policies and guidelines
Comply with all state and federal legislation and regulatory requirements
Manage expenses in a thoughtful, responsible, and ethical manner
Resourceful thinker that may not have a complete roadmap to success, but finds the resources available to win and prosper
Acts as the liaison for customer complaints or issues with continual follow-up
Submits all required reports, including monthly expense reports, on time
Competent in PowerPoint, Excel, Word & Outlook
Qualifications & Requirements
Bachelor’s degree in a related field
Has 3+ years of successful ophthalmology sales experience with buy and bill sales and/or ophthalmic medical device sales experience preferred.
Ability to build, develop, and foster longstanding relationships with customers
Ability to quickly absorb product 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
Knowledge 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
Ability to become proficient with Salesforce CRM
Position Type
Remote
Travel
Expected travel in the field will be about 100% which will include overnight stays, which is less than 75%
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