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Dry Eye Account Specialist-Mid-Atlantic

Bethesda MD

Before reading the job post, we encourage you to watch this video about our company. It gives you an inside look at how we started, the team and culture that made us successful, and where we're going. It's easy to read a job post and apply, but people often wonder about the culture and whether they would fit in. If you want to call Harrow your home and genuinely want to be part of a family and something big, then we encourage you to click this link and get to know us.

 

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 DE Account Specialist within the Dry Eye Business Unit is responsible for unlocking the full potential of priority accounts through enterprise‑level engagement, strategic account planning, and cross‑functional collaboration. This role operates at a broader, more strategic level than a traditional territory sales position, with a focus on identifying and influencing key stakeholders, building durable advocacy, and accelerating growth.

Serving in an overlay capacity, this individual partners closely with field sales representatives, marketing, market access, training, and other internal stakeholders to drive cohesive, system‑level account strategies across a defined geographic area, generating new growth for VEVYE. The role requires strong strategic thinking, the ability to influence without direct authority, and demonstrated success managing complex accounts. Significant travel, including frequent overnight stays, is required.

Core Responsibilities

  • Drive growth for the business that results in the delivery of the goal
  • Outline a business action plan that prioritizes key DED accounts and associated ECPs to allocate time and resources to drive growth
  • Develop comprehensive near-term account plans to unlock growth potential across priority accounts and associated ECP targets
  • Employ a data-driven approach, considering the market opportunity, VEVYE performance, account performance, market dynamics, and customer insights to inform strategic pivots and real-time business adjustments
  • Engage Target accounts and ECPs by delivering clinical differentiating VEVYE that encourages earlier utilization, increases brand loyalty, and establishes a new growth trajectory
  • Clear understanding of Account and ECP adoption and the vital role of clinical and non-clinical selling
  • Serve as the central point (QB) of coordination for Target accounts across a defined geography, including multi‑site or system‑based customers
  • Provide strategic guidance and support to sales partners on complex accounts, system‑level opportunities, and challenging access environments
  • Effectively document account strategies, activities, insights, and coordinated actions in CRM systems in a timely and accurate manner
  • Ensure all activities are conducted in compliance with company policies, industry codes of practice, and state and federal regulations

Qualifications & Requirements

  • 5-7 years of ophthalmic pharmaceutical experience
  • Bachelor’s degree required; advanced degree or relevant business training a plus
  • Proven track record of sales success in dry eye, anterior segment, or broader ophthalmic/specialty pharmaceutical environments
  • Proven success in engaging at multiple levels within accounts, including senior clinical, administrative, and non‑clinical stakeholders
  • Demonstrate strong business acumen and executive presence in all internal and external interactions
  • Strong strategic thinking skills with experience developing and executing short‑ and long‑term account plans
  • Ability to influence cross‑functional partners and drive alignment without direct authority
  • Experience navigating payer, access, and reimbursement environments to support pull‑through and sustained account growth
  • Excellent analytical, communication, and presentation skills
  • High level of autonomy, initiative, and adaptability in a dynamic market environment
  • Proficiency with CRM systems and standard business tools (Excel, PowerPoint, Word)
  • Willingness and ability to travel extensively, 70-80%, including overnight stays

Position Type 

  • Remote

Travel

  • Up to 70-80%

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