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Role Description

The Business Engagement Manager will be responsible for managing business in an assigned base of new and existing customers for Ophthalmology and Optometry. This position will report to the VP of Anterior Portfolio and will participate as a key member of the commercial team within their assigned region.

• Develop and collaborate with Key Opinion Leaders (KOLs), national corporate/private equity accounts, teaching institutions, and high value targets in assigned area.
• Provide assistance with market access and hub resources within the region and provide field support.
• Develop and execute strategies to maximize market penetration within key regional accounts.
• Build and maintain strong relationships with key stakeholders and collaborate cross-functionally to ensure the successful implementation of account-specific initiatives.
• Support the field sales team to achieve/exceed sales goals and objectives.
• Ensure customer retention and advocacy that achieves defined portfolio performance outcomes.
• Cultivate executive leadership relationships in assigned accounts.
• Travel up to 50% of the time.

Qualifications

• 5-10+ years of strategic Specialty and/or Ophthalmology sales experience, ophthalmic market preferred specific to Ophthalmology and Optometry.
• 2-4 years Leadership experience and/or Business Development experience.
• Market Access; working knowledge of Part D, Commercial Reimbursement, PA processing, Savings Programs and HUB services.
• Bachelor’s degree with MBA desirable (additional years of service can replace MBA).
• Experience with execution of targeted business plans around priorities and goals.
• C Suite Business Acumen for executive presentation, engagement and appropriate follow up.
• Team player with a positive, can-do attitude.
• Strong written, verbal and presentation communication skills including executive preparation and delivery of C Suite presentations.
• Ability to think creatively in confronting issues and pursuing novel approaches to old problems.
• Ability to work under pressure, meet deadlines and exercise sound business judgment with critical thinking skills and high ethical standards.
• Ability to manage multiple projects simultaneously, adjusting priorities as needed and meeting deadlines.
• Proficient in the use of CRMs and Microsoft Office software products.

Requirements

• Identify, cultivate, and maintain professional relationships with established and up-and-coming national Key Opinion Leaders in Optometry and Ophthalmology.
• Build and maintain strong relationships with key decision-makers and influencers within high valued regional accounts including corporate/retail optometric accounts.
• Develop and execute strategic account plans to achieve key objectives and maximize market penetration.
• Coordinate and lead tailored, on-label discussions with KOLs across key initiatives and events.
• Collaborate with internal teams, including sales, training, and marketing, to align strategies and resources to support key account objectives.
• Monitor market trends, competitive activity, and customer needs to identify growth opportunities.
• Analyze sales performance data and KPIs to track progress against targets and identify areas for improvement.
• Drive innovation and continuous improvement initiatives to enhance customer satisfaction and drive competitive advantage.
• Represent the company at industry events, conferences, and customer meetings to promote Harrow products and build brand awareness.
• Monitor sales metrics and performance indicators to identify areas for improvement and implement corrective actions as needed.
• Provide ongoing training, coaching, and mentorship to KAMs to enhance their pull thru skills in the commercial payer space.
• Establish and maintain effective access and reimbursement business reviews with key accounts and triage where appropriate.
• Ensure compliance with regulatory requirements and company policies and procedures.
• Appropriate utilization of the Customer Relationship Management (CRM) system.
• Effectively manage assigned operating expense budget for travel and customer engagements.

Benefits

• Remote position.
• Travel up to 50% including overnight stays.