Area Sales Manager-Dry Eye-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®, 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
Position Overview
The Area Sales Manager (ASM) is responsible for achieving sales and revenue targets within an assigned geographic territory while leading and developing a team of 10–12 Key Account Managers (KAMs). This role requires a consultative, value-based sales approach to drive adoption of our branded therapeutic portfolio within the ophthalmic and optometric community.
This individual must be passionate about building, coaching, and leading high-performing teams that deliver exceptional results. They must possess a positive attitude, adapt to dynamic environments without losing focus on business goals, and serve as a dependable leader who builds trust through transparency, ethics, and honesty.
Core Responsibilities
- Identify, recruit, coach, and retain top talent within the assigned region.
- Lead a team of 10–12 KAMs to grow sales through account development, coaching, management, and mentoring.
- Proactively manage customer-facing activity levels as a leading indicator of sales performance; take corrective action as needed.
- Provide detailed and accurate sales forecasting by each KAM.
- Conduct weekly performance reviews and ensure consistent alignment with goals.
- Partner in the field with each KAM at least once every 6–8 weeks (monthly for new hires).
- Deliver timely Field Coaching Reports (FCRs) after each field visit.
- Assess and refine KAM skill sets, implementing corrective actions where needed.
- Manage regional budget and business expenses responsibly.
- Achieve or exceed monthly, quarterly, and annual revenue goals.
- Monitor customer, market, and competitive activity, sharing insights with leadership to inform of market dynamics.
- Establish and maintain relationships with key opinion leaders and strategic partners.
- Maintain Individual Development Plans for KAMs and collaborate in career progression discussions.
- Support KAMs in negotiations and customer transactions as needed.
- Collaborate cross-functionally with Commercial Leadership, Marketing, Market Access, Medical, and Sales Operations.
- Leverage CRM tools, reporting metrics, and forecasting to drive performance.
- Partner with HR to manage underperformance effectively.
- Represent the region at national, regional, and local meetings.
- Create and deliver ongoing professional development plans for KAMs.
Qualifications & Requirements
- Bachelor’s degree in marketing, business, or related field.
- 7–10 years of sales experience (ophthalmic market preferred).
- Minimum 3 years in sales management (pharmaceuticals and/or medical devices).
- Possesses a deep understanding of the payer landscape within the therapeutic space, complemented by experience in specialty pharmacy and hub services.
- Valid driver’s license.
- Proven ability to execute targeted business plans around priorities and goals.
- Proficiency with CRM platforms and Microsoft Office; ability to learn new tools quickly.
- Strong communication (verbal and written), leadership, and teamwork skills.
- Demonstrated creativity in problem-solving and strategic thinking.
- Ability to manage multiple projects simultaneously, adapt to changing priorities, and meet deadlines.
- High ethical standards with strong critical thinking and sound business judgment.
- Ability to work under pressure with a sense of urgency and professionalism.