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Director, Business Engagement Management (BEM)

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

Director, Business Engagement Management (BEM)

The Director, Business Engagement Management (BEM) is responsible for leading and developing a national team of Business Engagement Managers, driving strategic account engagement and portfolio performance across the U.S. This role reports to the Vice President, Retina Franchise and serves as a key member of the Commercial Leadership Team.

The Director will establish strategic direction for the BEM function, ensuring alignment with organizational priorities while delivering on defined Management by Objectives (MBOs). Core accountability includes oversight of GPO contract performance, execution of quarterly business reviews (QBRs) with key accounts, and driving customer retention, advocacy, and long-term value creation across the portfolio.

This leader will cultivate and maintain executive-level relationships within IDNs, ASCs, and key strategic accounts, ensuring coordinated, compliant engagement across all commercial functions. The role requires close partnership with Sales, Market Access, STRAT, FRM, Marketing, and Key Account Management (KAM) teams to ensure consistent execution and a unified customer strategy.

The ideal candidate will be based near a major customer hub with convenient access to key accounts. Travel is required up to 50%.

 

Core Responsibilities

  • Lead, coach, and develop the BEM team to ensure consistent execution of national and regional account strategies aligned with commercial objectives
  • Own performance against MBOs, including GPO contract execution, portfolio adoption, and account-level growth targets
  • Oversee and ensure high-quality, strategic Quarterly Business Reviews (QBRs) with key accounts, delivering actionable insights and value-based narratives
  • Establish governance and coordination across STRAT, FRM, Sales, Marketing, and Market Access to ensure aligned and compliant customer engagement
  • Direct strategy and execution for communicating posterior portfolio GPO offerings, including updates, positioning, and value articulation using approved materials
  • Ensure effective utilization of CRM systems to drive visibility, accountability, and data-informed decision-making
  • Monitor and drive portfolio share performance across assigned geographies and accounts; identify risks and implement corrective actions
  • Evaluate market dynamics, customer needs, and competitive activity, translating insights into actionable strategies
  • Oversee access and reimbursement initiatives, ensuring appropriate escalation and resolution pathways are followed
  • Manage departmental operating budget, including travel and customer-facing investments, with fiscal discipline
  • Partner closely with Area Sales Directors and KAM teams to align on physician engagement strategies and enterprise account plans
  • Build and maintain executive-level relationships with C-suite stakeholders across key accounts to support long-term strategic partnerships

Qualifications & Requirements

  • 7–12+ years of progressive experience in Retina and/or Ophthalmology, with a strong preference for commercial leadership and account management experience
  • Proven experience leading teams and driving performance across complex healthcare markets
  • Bachelor’s degree required; MBA or advanced degree preferred (or equivalent experience)
  • Demonstrated success in developing and executing strategic business plans tied to measurable outcomes
  • Strong executive presence with the ability to engage, influence, and present effectively to C-suite stakeholders
  • Deep understanding of GPO structures, reimbursement dynamics, and market access considerations within ophthalmology
  • Exceptional communication skills (written, verbal, and presentation), including development and delivery of executive-level materials
  • Strong analytical and strategic thinking capabilities with the ability to translate insights into action
  • Ability to manage multiple priorities in a fast-paced environment while maintaining sound judgment and high ethical standards
  • Proficiency with CRM platforms and Microsoft Office suite

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