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Pharmacy Sales Manager

United States

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 Pharmacy Sales Manager is responsible for building, coaching, and leading a high-performing Pharmacy Sales Representative (PSR) team that delivers exceptional results through coaching and presenting data-driven solutions. The managerial responsibilities are in addition to maintaining relationships and managing accounts for their assigned customers within their geographic territory, including making proactive outbound calls, emails, and virtual meetings to established customers and potential prospects.  This is an inside sales management, remote position that will cover an assigned geography to attract, grow, and maintain a customer base in addition to leading the team. This includes following up on customer leads who have shown an interest in the ImprimisRx® portfolio. The Pharmacy Sales Manager will promote targeted programs to develop new business and expand and retain existing business, resulting in increased profitable revenue.  The person in this role will have a proven track record of coaching, developing, and leading sales teams to achieve success at multiple levels of contact in the Physician Office, Ambulatory Surgery Center, and Hospital environments.

Core Responsibilities

  • Identify, recruit, coach, and retain top talent for the Pharmacy Sales Representative (PSR)
  • Align and implement the inside sales strategy with the National Sales Director of Compounding
  • Lead the PSR team to grow sales through crucial account development, coaching, management, and mentoring
  • Work closely with the VP of Sales to schedule and lead team meetings
  • Communicate early and often with the National Sales Manager of ImprimisRx
  • Proactively manage the team’s customer-facing activity levels as a leading indicator of sales performance. Take corrective action as needed to ensure sufficient individual activity aligns with business goals and revenue requirements.
  • Perform PSR performance reviews monthly, vs. goals and other customer activity, should be routine
  • Work closely with the field sales team, new and existing customers
  • Initiate proactive outbound calls to new and established customers to grow sales revenue
  • Work in the assigned geographic territory, as necessary
  • Develop and establish relationships with key physicians within the ophthalmic market
  • Utilize multiple forms of communication with new prospects and existing customers, including email, phone, virtual meetings, and in-person visits on occasion
  • Conduct research and planning to set goals for the prospects and to anticipate customer needs
  • Identify new prospects and educate them on the ophthalmic portfolios
  • Work to progress and convert open opportunities within their assigned customer territory base
  • Generate and analyze reports to identify established customer trends
  • Access order and inventory information to assist customers with availability
  • Set up and conduct virtual meetings with prospects and the existing customer base to convert new business
  • Utilize resources to enhance productivity and provide optimal customer satisfaction.
  • Participate in providing detailed and accurate sales forecasting
  • Actively participate as a key member of the Commercial team to drive success
  • Enter and maintain the integrity of data in the company’s CRM
  • Proficient in Excel, computer navigation, data management, and system reporting
  • Create and update Product Supply Agreements as needed to attract and maintain customer relationships
  • Manage all PSR business expenses responsibly and Paid-Time-Off

Qualifications & Requirements

  • 5+ years of Pharmacy or Inside Sales Management experience, ophthalmic market preferred, with proven performance
  • Bachelor’s Degree
  • Experience with execution of targeted business plans around priorities and goals for the team and self
  • Team leader with a positive, can-do attitude
  • Possess strong organization and project management skills
  • Demonstrate strong and thoughtful communication skills, both verbal and written, and leadership ability to work effectively in a team environment
  • Ability to work under pressure, meet deadlines, and exercise sound business judgment with critical thinking skills and high ethical standards
  • Collaborative efforts within the organization to achieve goals, customer satisfaction, and revenue generation
  • Ability to manage multiple projects simultaneously, adjusting priorities as needed
  • Proficient in the use of CRMs and Microsoft Office software products
  • Ability to travel up to 5% of the time, including overnight stays

Position Type 

  • Remote

Travel

  • Up to 5%

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