Regional Sales Director-East Region

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.

Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:

• 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

The Regional Sales Director must have a passion for building, coaching, and leading highly performing teams that deliver exceptional results. They must have a positive attitude and be adaptable to a dynamic environment without losing focus on business goals. This individual should be a strong and dependable leader who builds trust with their team and the customers we serve, and is transparent, ethical, and honest.

They should also be experienced in coaching and presenting data-driven solutions that drive national/corporate growth. This leader is responsible for both achieving sales/revenue goals on behalf of the Ocular Surface Portfolio, including the leadership and management of sales managers, as well as the field sales team. The quarterly revenue goals of the team are achieved through consultative and value-based communications within the ophthalmic and optometric community on the use, characteristics, and advantages of our products and formulations.

This leader is required to travel, in the field, up to 50% of his/her weekly routine working with their team across the East Region. The Regional Sales Director interacts at multiple levels inside and outside the company. Tact, diplomacy, confidentiality, and a high degree of professionalism are essential. This position reports to the Vice President of Sales.

• Identify, recruit, coach, and retain top talent for the Ocular Surface Team
• Lead 7 first-line leaders to grow sales through key account development, coaching, management, and mentoring
• Proactively manage the team’s customer-facing activity levels as a leading indicator of sales performance. Take corrective action as needed to ensure individual activity aligns with business goals and revenue requirements.
• Must have the experience and ability to balance a multi-product portfolio of products
• Provide detailed and accurate sales forecasting for each Area Sales Manager and their associated territories
• Area Sales Manager / Field Sales team performance reviews vs. goals and other customer activity must be routine
• Work, in-person, with each Area Sales Manager at least twice per year and the field sales team as needed
• Assess and refine individual Area Sales Manager skill sets and define and implement corrective actions as needed to maximize sales impact and manager development
• Assist sales leadership efforts with the field sales team in…