Business Engagement Manager-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
Job Summary
The Business Engagement Manager – will be responsible for managing business in an assigned base of new and existing customers for Ophthalmology and Optometry. This position will report to the VP of Anterior Portfolio and will participate as a key member of the commercial team within their assigned region.
The BEM will be responsible for the development and collaboration of Key Opinion Leaders (KOLs), national corporate/private equity accounts, teaching institutions, and high value targets in assigned area. In addition, they will provide assistance with market access and hub resources within the region and provide field support.
The BEM is responsible for developing and executing strategies to maximize market penetration within key regional accounts. This role involves building and maintaining strong relationships with key stakeholders and collaborating cross-functionally to ensure the successful implementation of account-specific initiatives. Additionally, this position will also be responsible for supporting the field sales team to achieve/exceed sales goals and objectives.
The role will also include customer retention and advocacy that ensures portfolio performance achieves defined outcomes. This role will also cultivate executive leadership relationships in assigned accounts. This individual will be ideally based in a location with relatively easy access to the base of assigned customers. The position requires travel up to 50% of the time.
Core Responsibilities
- Identify, cultivate, and maintain professional relationships with established and up-and-coming national Key Opinion Leaders in Optometry and Ophthalmology.
- Build and maintain strong relationships with key decision-makers and influencers within high valued regional accounts including corporate/retail optometric accounts.
- Develop and execute strategic account plans to achieve key objectives and maximize market penetration.
- Coordinate and lead tailored, on-label discussions with KOLs across key initiatives and events.
- Collaborate with internal teams, including sales, training, and marketing, to align strategies and resources to support key account objectives.
- Monitor market trends, competitive activity, and customer needs to identify growth opportunities.
- Analyze sales performance data and KPIs to track progress against targets and identify areas for improvement.
- Drive innovation and continuous improvement initiatives to enhance customer satisfaction and drive competitive advantage.
- Represent the company at industry events, conferences, and customer meetings to promote Harrow products and build brand awareness.
- Monitor sales metrics and performance indicators to identify areas for improvement and implement corrective actions as needed.
- Provide ongoing training, coaching, and mentorship to KAMs to enhance their pull thru skills in the commercial payer space.
- Establish and maintain effective access and reimbursement business reviews with key accounts and triage where appropriate.
- Ensure compliance with regulatory requirements and company policies and procedures.
- Appropriate utilization of the Customer Relationship Management (CRM) system.
- Effectively manage assigned operating expense budget for travel and customer engagements
- The BEM play an account management role by serving as a liaison between Harrow and their assigned accounts as identified by commercial leadership.
Qualifications & Requirements
- 5-10+ years of strategic Specialty and/or Ophthalmology sales experience, ophthalmic market preferred specific to Ophthalmology and Optometry.
- 2-4 years Leadership experience and/or Business Development experience
- Market Access; working knowledge of Part D, Commercial Reimbursement, PA processing, Savings Programs and HUB services
- Bachelor’s degree with MBA desirable (additional years of service can replace MBA)
- Experience with execution of targeted business plans around priorities and goals
- C Suite Business Acumen for executive presentation, engagement and appropriate follow up
- Team player with a positive, can-do attitude
- Strong written, verbal and presentation communication skills including executive preparation and delivery of C Suite presentations
- Ability to think creatively in confronting issues and pursuing novel approaches to old problems
- Ability to work under pressure, meet deadlines and exercise sound business judgment with critical thinking skills and high ethical standards
- Ability to manage multiple projects simultaneously, adjusting priorities as needed and meeting deadlines
- Proficient in the use of CRMs and Microsoft Office software products
Position Type
- Remote
Travel
- Up to 50% including overnight stays.