Harrow

Lead and develop a team of Key Account Managers to achieve sales targets within the ophthalmic pharmaceutical industry. | Requires 7-10 years of sales experience, including at least 3 years in sales management, with proficiency in CRM and strong communication skills. | Who is Harrow? Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. 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. 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, one we are all so proud of! Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including: • An expanding Retina Portfolio including IHEEZO®, TRIESENCE®, BYOOVIZTM, and OPUVIZTM • A broad Dry Eye Disease product line, led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and FRESHKOTE® • A peri-operative Surgical product line, led by TRIESENCE®, and BYQLOVITM • A Rare and Specialty product line, which includes various high-need and utility products such as ILEVRO®, NATACYN®, and VERKAZIA® • A robust internal development pipeline with multiple late-stage candidates, including MELT-300, MELT-210, H-N08, and CR-01 Position Overview 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. Core 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. Qualifications & 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.

Drive demand and develop relationships with ophthalmic healthcare professionals to grow market share in the Dry Eye Business Unit. | Requires 1-4 years of pharmaceutical or medical device sales experience, ability to build relationships, and proficiency with MS Office; ophthalmic experience is beneficial but not present in your background. | Who is Harrow? Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. 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. 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, one we are all so proud of! Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including: • An expanding Retina Portfolio including IHEEZO®, TRIESENCE®, BYOOVIZTM, and OPUVIZTM • A broad Dry Eye Disease product line, led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and FRESHKOTE® • A peri-operative Surgical product line, led by TRIESENCE®, and BYQLOVITM • A Rare and Specialty product line, which includes various high-need and utility products such as ILEVRO®, NATACYN®, and VERKAZIA® • A robust internal development pipeline with multiple late-stage candidates, including MELT-300, MELT-210, H-N08, and CR-01 Job Summary The Key Account Manager (KAM) for the Dry Eye Business Unit is responsible for launching and growing market share with a strong focus on driving demand through the payer channel in a defined geographic area, reporting to the Area Sales Manager (ASM). The Dry Eye product portfolio is Vevye. This position requires a highly motivated self-starter who offers solutions to challenges, has a positive presence with internal and external customers, is well organized, and can multitask in a continuously changing and dynamic ophthalmic market environment. Assigned monthly/quarterly/annual sales revenue and product objectives, which will be achieved through consultation and value-based communications with ophthalmologists, optometrists, and staff on the indication, use, characteristics, and advantages of Harrow ophthalmic branded formulations. Prospective candidates should have pharmaceutical or medical device sales experience and a proven track record of success selling to physicians, private clinics, hospitals, and support staff. This position requires about 70% travel. Essential Duties & Responsibilities • Meet or exceed quarterly sales revenue and product goals • Takes 100% ownership and accountability to reach the goals set by the company • Focus is on the development of new customers while converting the existing customer base • Entrepreneurial mindset to analyze, develop, and grow the territory business • Drive demand through organic pull-through and deploy any and all reimbursement solutions • Call on ophthalmic healthcare professionals in defined markets • Develop critical physician and staff relationships within the assigned geography • Utilizes internal resources when developing quarterly action plans and partnering with accounts • All sales activity is adequately recorded in CRM in a timely manner • Competent in PowerPoint, Excel, Word & Outlook • Maintain an in-depth and professional level understanding of our ophthalmic product portfolio and the competition • Articulate the clinical benefits of the products/formulations and our solutions that complement them in a compliant manner • Act with a sense of urgency at all levels of customer care and follow up • Collaborate with internal departments and peers • Ability to travel throughout the assigned geography on a routine basis • Expected travel in the field will be about 75-80%, which may include overnight stays • Understand the Pharmaceutical Industry’s Code of Practice • 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 customers with continual follow-up • Submits all required reports, including monthly expense reports, on time Knowledge, Skills & Abilities • Bachelor’s degree in a related field • Has 1-4 years of pharmaceutical or medical device sales experience (Ophthalmic experience is beneficial) • 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 • Clinical understanding in the specialty of ophthalmology is preferred • Knowledge of payer landscape, Commercial, Medicare Part D, and dual eligibility • 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 the CRM System • 70% weekly travel in a defined territory with overnights required If you are unable to upload your resume in this system, please email Talentgroup@harrowinc.com