Ocular Surgery/Compounding Account Manager-Dallas

Harrow, Inc.•Dallas, TX

37d•Remote

About The Position

Harrow (Nasdaq: HROW) is a leading North American ophthalmic-focused pharmaceutical company. 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. The Ocular Surgery Account Manager (OSAM) is responsible for driving growth across Harrow Inc. and ImprimisRx by promoting FDA-approved ophthalmic brands and high-quality compounded formulations within an assigned geographic territory. Reporting to the National Sales Director, Ocular Surgery, this role focuses on expanding product utilization through consultative, value-based engagement with ophthalmologists, optometrists, ambulatory surgery centers (ASCs), hospital systems, private clinics, and their clinical staff. The OSAM serves as a strategic partner to customers, educating them on the indication, use, characteristics, and advantages of Harrow’s peri-operative and in-office ophthalmic therapies, as well as ImprimisRx customized compounded formulations. Success in this role requires a highly motivated, solutions-oriented self-starter with strong business acumen, excellent organizational skills, and the ability to thrive in a fast-paced and evolving surgical environment. Prospective candidates must bring a proven track record in pharmaceutical or medical device sales, including success selling to physicians, ASCs, hospitals, and private clinics. Experience with peri-operative therapies, buy-and-bill models, and navigating the relationship between physician offices and their associated surgery centers is strongly preferred. The OSAM will be accountable for meeting and exceeding assigned monthly, quarterly, and annual revenue targets across the Harrow/ImprimisRx portfolio while collaborating effectively in a highly matrixed commercial organization.

Requirements

Bachelor’s degree in a related field
Has 3+ years of successfully ophthalmology sales experience with buy and bill sales and/or ophthalmic medical device sales experience preferred.
Ability to build, develop, and foster longstanding relationships with customers
Ability to quickly absorb product and practice information and offer solutions that resonate
Experience with the execution of strategic and targeted business plans around priorities and goals
Proficient with MS Office products including Word, Excel, and PowerPoint
Knowledge of how physicians make decisions regarding patient care for various therapies
Excellent presentation and interpersonal skills
Solid independent judgment and initiative required
Superior communication and written skills are a must
Ability to multitask, adjusting priorities as needed
Good problem-solving and analytical skills
Ability to become proficient with Salesforce CRM

Nice To Haves

Experience with peri-operative therapies, buy-and-bill models, and navigating the relationship between physician offices and their associated surgery centers is strongly preferred.

Responsibilities

Takes 100% ownership, with an entrepreneurial mindset, to meet or exceed quarterly sales revenue and product goals
Ability to effectively communicate complex clinical information to ophthalmic surgeons, billers, and administration in both the surgeon’s office and ASC
Adept understanding of complex care systems and strong capability to assess local dynamics to inform area business growth acceleration plans
Solid understanding of reimbursement concepts as it relates to buy and bill
Develop critical physician and ASC staff relationships within the assigned geography
Utilizes all internal resources when developing quarterly action plans or handling problem accounts
Provides weekly new business forecasts and updates
All sales activity is adequately recorded in CRM
Maintain an in-depth and professional level understanding of the Harrow surgical peri-operative products
Collaborate effectively with internal departments and peers
Act with a sense of urgency at all levels of customer care and follow up
Ability to travel throughout the assigned geography on a routine basis
Utilize designated CRM system – Salesforce
Understand and follow all industry and company policies and guidelines
Comply with all state and federal-specific legislation and regulatory requirements
Manage expenses in a thoughtful, responsible, and ethical manner
Resourceful thinker that may not have a complete roadmap to success but finds the resources available to win and prosper
Acts as the liaison for customer complaints or issues with continual follow-up
Submits all required reports, including monthly expense reports, on time
Competent in PowerPoint, Excel, Word & Outlook