[Hiring] Regional Sales Director @Harrow, Inc.

Role Description

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.

Core Responsibilities

• 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
• Balance a multi-product portfolio of products
• Provide detailed and accurate sales forecasting for each Area Sales Manager and their associated territories
• Conduct routine performance reviews vs. goals for Area Sales Managers and field sales team
• 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 implement corrective actions as needed
• Assist sales leadership efforts with the field sales team in reviewing sales performance and development
• Partner with Market Access and Trade to build pull-through plans for commercial, Medicare Part D, and Medicaid coverage wins
• Ensure the team uses patient support, pharmacy networks, and other access resources
• Assist the VP of Sales in leading training and development for Area Sales Managers
• Partner with Sales Training on onboarding curriculum, workshops, and sustainment training for the field
• Effectively manage budget and resources for the Ocular Surface Team
• Manage all business expenses and travel responsibly
• Responsible for meeting or exceeding monthly, quarterly, and yearly revenue goals
• Execute national sales plans to achieve objectives
• Oversee and evaluate sales performance and adjust as needed
• Monitor customer, market, and competitor activity and update the organization accordingly
• Establish and maintain relationships with key opinion leaders and strategic partners
• Direct staffing, including recruitment, hiring, and training of additional team members
• Meet with key customers to assist Area Sales Managers and the sales team
• Review and analyze Area Sales Manager and sales team performance and plans
• Lead sales activities and manage resources to deliver profitable growth
• Assist the VP of Sales in planning and leading congresses and meetings
• Coach and mentor team members to achieve objectives through consultative and value-based communications
• Utilize resources to enhance productivity and provide optimal customer satisfaction
• Work closely with Commercial Leadership for future success
• Understand CRM process, Life Science Cloud, Reporting Metrics, forecasting, etc.
• Work with HR to manage lower-performing and underperforming sales team members
• Participate in national, regional, and local meetings
• Model the Harrow values and ensure team compliance with policies and procedures
• Be prepared to carry on additional responsibilities based on team needs

Qualifications

• Bachelor’s degree in marketing, business, or a related field
• 10+ years of sales and sales management experience in pharmaceuticals/medical device preferred
• Experience leading and mentoring first line sales leaders
• Eye care experience is preferred, ideally in dry eye or ocular surface disease
• Commercial experience outside of sales (Marketing, Operations, Training, Market Access, etc.) is preferred
• Ability to travel, in the field, up to 50% of the time, including overnight stays
• Experience with the execution of targeted business plans around priorities and goals
• Proficient with Microsoft Office products
• Strong leadership qualities to display the organization's core values and integrity
• Possess strong organization and project management skills
• Work with a sense of urgency; engage and listen to all experts
• Exhibit a high degree of flexibility in adapting to a rapidly changing environment
• Demonstrate strong and thoughtful communication skills, both verbal and written
• Leadership ability to work effectively in a teamwork environment
• Excellent analytical skills, problem resolution skills and general business acumen
• Possess a current and valid driver’s license

Position Type

Remote

Travel

Up to 50%