Area Sales Manager-Dry Eye-West Coast

Harrow, Inc.•San Diego, CA

19d

About The Position

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.

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.

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.