Director, Business Engagement Management (BEM)

Harrow, Inc.

1d•Hybrid

About The Position

The Director, Business Engagement Management (BEM) is responsible for leading and developing a national team of Business Engagement Managers, driving strategic account engagement and portfolio performance across the U.S. This role reports to the Vice President, Retina Franchise and serves as a key member of the Commercial Leadership Team. The Director will establish strategic direction for the BEM function, ensuring alignment with organizational priorities while delivering on defined Management by Objectives (MBOs). Core accountability includes oversight of GPO contract performance, execution of quarterly business reviews (QBRs) with key accounts, and driving customer retention, advocacy, and long-term value creation across the portfolio. This leader will cultivate and maintain executive-level relationships within IDNs, ASCs, and key strategic accounts, ensuring coordinated, compliant engagement across all commercial functions. The role requires close partnership with Sales, Market Access, STRAT, FRM, Marketing, and Key Account Management (KAM) teams to ensure consistent execution and a unified customer strategy. The ideal candidate will be based near a major customer hub with convenient access to key accounts. Travel is required up to 50%.

Requirements

7–12+ years of progressive experience in Retina and/or Ophthalmology, with a strong preference for commercial leadership and account management experience
Proven experience leading teams and driving performance across complex healthcare markets
Bachelor’s degree required; MBA or advanced degree preferred (or equivalent experience)
Demonstrated success in developing and executing strategic business plans tied to measurable outcomes
Strong executive presence with the ability to engage, influence, and present effectively to C-suite stakeholders
Deep understanding of GPO structures, reimbursement dynamics, and market access considerations within ophthalmology
Exceptional communication skills (written, verbal, and presentation), including development and delivery of executive-level materials
Strong analytical and strategic thinking capabilities with the ability to translate insights into action
Ability to manage multiple priorities in a fast-paced environment while maintaining sound judgment and high ethical standards
Proficiency with CRM platforms and Microsoft Office suite

Responsibilities

Lead, coach, and develop the BEM team to ensure consistent execution of national and regional account strategies aligned with commercial objectives
Own performance against MBOs, including GPO contract execution, portfolio adoption, and account-level growth targets
Oversee and ensure high-quality, strategic Quarterly Business Reviews (QBRs) with key accounts, delivering actionable insights and value-based narratives
Establish governance and coordination across STRAT, FRM, Sales, Marketing, and Market Access to ensure aligned and compliant customer engagement
Direct strategy and execution for communicating posterior portfolio GPO offerings, including updates, positioning, and value articulation using approved materials
Ensure effective utilization of CRM systems to drive visibility, accountability, and data-informed decision-making
Monitor and drive portfolio share performance across assigned geographies and accounts; identify risks and implement corrective actions
Evaluate market dynamics, customer needs, and competitive activity, translating insights into actionable strategies
Oversee access and reimbursement initiatives, ensuring appropriate escalation and resolution pathways are followed
Manage departmental operating budget, including travel and customer-facing investments, with fiscal discipline
Partner closely with Area Sales Directors and KAM teams to align on physician engagement strategies and enterprise account plans
Build and maintain executive-level relationships with C-suite stakeholders across key accounts to support long-term strategic partnerships