Head, Commercial Training & Development

Harrow, Inc.

1d•Remote

About The Position

The Head, Commercial Training & Development owns commercial enablement for Harrow’s field organization, building the capabilities, tools, and planning discipline that translate go-to-market strategy into field performance. The role covers onboarding and certification, product and selling skills, commercial leader development, territory business planning, and adoption and pull-through of the commercial technology stack across three franchises and Strategic Accounts. The position personally leads development for sales leaders and managers, who are the primary channel for reaching more than 200 representatives. It leads franchise trainers and platform roles, oversees a rotational Field Trainer bench, and partners with Marketing & Commercial Operations, Legal, and PRC. The role also owns the enablement scorecard, training budget, vendors, and learning technology. It reports to the SVP, Commercial and is remote within the U.S., with approximately 30–40% travel.

Requirements

Bachelor’s degree.
12 or more years in pharma or biotech commercial roles, including field sales.
At least 5 years leading training or sales teams.
Experience building or rebuilding a commercial training function, including onboarding and certification.
Knowledge of FDA promotional rules, PDMA, and the PhRMA Code as they apply to field training.
Experience measuring training impact on business results.
Experience driving CRM or sales-technology adoption, leader development, or business planning programs.
Proficiency with AI platforms such as ChatGPT and Claude, and with Slack.

Nice To Haves

MBA, MS, or PharmD.
Eye care experience across buy-and-bill and pharmacy-benefit products.
Launch training experience.
Experience using AI tools in content production.

Responsibilities

Build competency models and agree on capability gaps with franchise Sales Heads and Regional Managers.
Own curriculum architecture strategy and certification processes and plans.
Build the commercial leader development program for district managers and regional leaders, covering coaching, business reviews, talent development, and leading through change.
Own the territory business planning curriculum and standards, including account and territory plans, targeting prioritization, and business review capabilities and best practices.
Drive adoption and pull-through of Salesforce Life Sciences Cloud, Slack, and AI-enabled tools through training, field champions, and usage metrics, in partnership with Marketing & Commercial Operations.
Use rotational Field Trainers as champions for competencies such as business planning and tool usage, as well as for product and selling skills.
Lead the three franchise trainers and three platform roles, and oversee the 10-person rotational Field Trainer bench through the franchise trainers.
Own the AI-assisted content standard in partnership with Legal and PRC.
Report the enablement scorecard in the quarterly commercial business review, including cohort ramps, coaching quality, tool adoption, and retention.
Own the enablement and training budget, vendors, and learning technology.