[Hiring] Head, Commercial Training & Development @Harrow, Inc.

Role Description

Owns commercial enablement for the field organization: the capability, tools, and planning discipline that turn the go-to-market plan into field performance. Covers onboarding and certification, product and selling skills, commercial leader development, territory business planning, and adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) across all three franchises plus Strategic Accounts. Personally leads all sales leadership/manager-level development, as they are the main channel through which enablement reaches 200+ representatives.

Core Responsibilities

• Build competency models and agree capability gaps with the franchise Sales Heads and Regional Managers.
• Own curriculum architecture strategy and the certification processes and plans.
• Build the commercial leader development program for district managers and regional leaders: coaching, business reviews, talent development, and leading through change.
• Own the territory business planning curriculum and standard: account and territory plans, targeting prioritization capabilities, and business review capabilities and best practices.
• Drive adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) through training, field champions, and usage metrics by tool, with Marketing & Commercial Operations, which administers the systems.
• Use the rotational Field Trainers as champions by competency (e.g., business planning, tools usage) as well as for product and selling skills.
• Lead the three franchise trainers and the three platform roles; oversee the 10-person rotational Field Trainer bench through the franchise trainers.
• Own the AI-assisted content standard with Legal and PRC.
• Report the enablement scorecard in the commercial business review each quarter (e.g., cohort ramps, coaching quality, tool adoption, and retention).
• Own the enablement and training budget, vendors, and learning technology.

Qualifications

• Bachelor’s degree; 12+ years in pharma or biotech commercial roles, including field sales and 5+ years leading training or sales teams.
• Built or rebuilt a commercial training function, including onboarding and certification.
• Knowledge of FDA promotional rules, PDMA, and the PhRMA Code as they apply to field training.
• Experience measuring training impact on business results, and driving CRM or sales-technology adoption, leader development, or business planning programs.
• Proficiency with AI platforms such as ChatGPT and Claude, and with Slack.

Preferred Qualifications

• MBA, MS, or PharmD.
• Eye care experience across buy-and-bill and pharmacy-benefit products.
• Launch training experience; experience using AI tools in content production.

Position Type

• Remote (U.S.)

Travel

• Approximately 30–40%

Compensation

• $240,000, plus bonus