Ocular Surgery Account Manager-Chicago

Who is Harrow?

Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an entrepreneurial company where we celebrate the ability of every member of the Harrow Family to be the CEO of their job. Harrow’s values drive innovation, patient access to affordable medicines, and our track record of supporting mission work to give sight to those 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.

The Ocular Surgery Account Manager (OSAM) is responsible for growing business with Harrow-approved products with a strong focus on expanding sales in a defined geographic region, reporting to the National Sales Director, Ocular Surgery. This position requires a highly motivated self-starter with strong business acumen who offers solutions to challenges, has a positive presence with internal and external customers, is well organized, and can multitask in a dynamic ophthalmic surgery environment.

Assigned monthly/quarterly/annual sales revenue and product objectives are achieved through consultation and value-based communications with ophthalmologists, surgery centers, and staff on the use, characteristics, and advantages of Harrow peri-operative products. Prospective candidates should have a proven track record of success in managing peri-operative therapies, managing relationships between a physician’s office and their ASC, buy-and-bill sales, and working in a highly collaborative matrix environment.

• 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 they relate 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 the designated CRM system – Salesforce
• Understand and follow all industry and company policies and guidelines
• Comply with all state and federal 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

• Bachelor’s degree in a related field
• Has 3+ years of successful 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 Power Point
• 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…