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
We are seeking an outstanding sales leader to join our commercial team as National Director of Hybrid Sales (NDHS) – Rare & Specialty Products. In addition to the requisite passion, skills, and experience, you will have a consistent track record of building and leading high-performing teams that consistently exceed revenue targets. The NDHS is responsible for leading a team of Hybrid Eye Sales Representatives that consistently meet or exceed sales objectives while establishing strong professional relationships with target physicians and physician groups. The direct report Hybrid sales team is responsible for selling to their assigned customers within their designated geographic territory, which includes making proactive outbound calls, sending emails, conducting virtual meetings, and periodically visiting established customers and potential prospects. The NDHS will be responsible for day-to-day team leadership and conducting periodic field travel with direct reports to engage with target physicians. The NDHS will also ensure that business activities are consistent with Harrow, Inc.'s compliance and legal standards.
Core Responsibilities
- Implement and execute strategic sales plans to achieve national objectives for ophthalmic pharmaceutical products.
- Oversee and evaluate sales performance and adjust strategy as needed to meet competitive conditions.
- Provide direct coaching to Hybrid Sales Representatives and accompany them on periodic field sessions.
- Monitor customer, market, and competitor activity and update the organization accordingly.
- Establish and maintain relationships with key opinion leaders and strategic partners.
- Collaborate with internal partners to develop quarterly variable compensation plans that drive the sales team's profitable revenue objectives.
- Monitor revenue by account on a weekly basis and help drive account retention and growth.
- Hire, train, mentor, and develop a highly successful sales and sales management team.
- Provide detailed and accurate sales forecasting and effectively manage budget and resources.
- Closely partner with Access, Medical, Marketing, and Data Analytics functions to optimize the business for success.
- Develop and provide sales updates on a regular basis to the executive team.
- Effectively utilize the company CRM to monitor reach and frequency across accounts nationwide.
Qualifications & Requirements
- Bachelor's Degree in Marketing or Business; MBA preferred
- 5+ years of sales management experience, with 2+ years managing remote sales representatives.
- Ability to travel up to 50% of the time, including overnight stays.
- Experience with the execution of strategic and targeted business plans around priorities and goals.
- Proficient with CRM, Word, Excel, and PowerPoint.
- Possess strong organization and project management skills.
- Strong and thoughtful communication skills, both verbal and written.
- Ability to thrive in a fast-paced, ever-changing, highly collaborative work environment.
Position Type
- Hybrid
Travel
- 50% or more.
Top Skills
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