Area Sales Manager – Ocular Surface Team

Harrow | Reports to: Regional Sales Director

Position Summary

The Area Sales Manager (ASM) is responsible for both achieving sales in an assigned geographic area and the leadership and management of the Ocular Sales Specialist team in their specific area. The assigned sales goals for the territory and area are achieved through consultative and value-based communications with the ophthalmic community on the use, characteristics, and advantages of the Ocular Surface Portfolio.

Core Responsibilities

• Execute sales plans to achieve objectives in assigned areas.
• Develop and manage sales operating expense budgets.
• Oversee and evaluate sales performance and adjust as needed to meet competitive conditions.
• Monitor customer, market, and competitor activity and update the organization accordingly.
• Establish and maintain relationships with key opinion leaders and strategic partners.
• Lead direct and indirect field staffing, including recruitment, hiring, and training of additional team members, and deliver performance evaluations in accordance with company requirements.
• Meet with key customers and assist Sales Specialists with negotiating and closing business
• Review and analyze Sales Specialists’ performance and plans to determine effectiveness.
• Lead area sales activities and manage resources to deliver profitable growth to the organization.
• Coach and mentor team members to achieve area objectives through consultative and value-based communications with the ophthalmic community.
• Utilize resources to enhance productivity and provide optimal customer satisfaction.
• Provide detailed and accurate sales forecasting and effectively manage budget and resources.
• Collaborate with the Marketing, Operations, Sales Training and Market Access teams to assist in executing sales tactics, plans and achieving sales goals.

Qualifications & Requirements

• Bachelor’s degree in Marketing, Business, or a related field.
• 8+ years of pharmaceutical or medical device sales experience, including sales management experience.
• Experience with the execution of targeted business plans around priorities and goals.
• Proficient with Microsoft Office products; ability to learn additional software as required.
• 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, and the leadership ability to work effectively in a teamwork environment.
• Excellent analytical skills, problem-resolution skills, and general business acumen.

Position Type

• Remote/Field-Based

Travel

• Up to 70%