Ocular Surgery/Compounding Account Manager

Role Summary

The Ocular Surgery Account Manager (OSAM) is responsible for driving growth across Harrow Inc. and ImprimisRx by promoting FDA-approved ophthalmic brands and high-quality compounded formulations within an assigned geographic territory. Reporting to the National Sales Director, Ocular Surgery, this role focuses on expanding product utilization through consultative, value-based engagement with ophthalmologists, optometrists, ambulatory surgery centers (ASCs), hospital systems, private clinics, and their clinical staff.

The OSAM serves as a strategic partner to customers, educating them on the indication, use, characteristics, and advantages of Harrow’s peri-operative and in-office ophthalmic therapies, as well as ImprimisRx customized compounded formulations. Success in this role requires a highly motivated, solutions-oriented self-starter with strong business acumen, excellent organizational skills, and the ability to thrive in a fast-paced and evolving surgical environment.

Prospective candidates must bring a proven track record in pharmaceutical or medical device sales, including success selling to physicians, ASCs, hospitals, and private clinics. Experience with peri-operative therapies, buy-and-bill models, and navigating the relationship between physician offices and their associated surgery centers is strongly preferred. The OSAM will be accountable for meeting and exceeding assigned monthly, quarterly, and annual revenue targets across the Harrow/ImprimisRx portfolio while collaborating effectively in a highly matrixed commercial organization.

Responsibilities

• Takes 100% ownership, with an entrepreneurial mindset, to meet or exceed quarterly sales revenue and product goals
• Ability to effectively communicate complex clinical information to ophthalmic surgeons, billers, and administration in both the surgeon‚Äôs office and ASC
• Adept understanding of complex care systems and strong capability to assess local dynamics to inform area business growth acceleration plans
• Solid understanding of reimbursement concepts as it relates to buy and bill
• Develop critical physician and ASC staff relationships within the assigned geography
• Utilizes all internal resources when developing quarterly action plans or handling problem accounts
• Provides weekly new business forecasts and updates
• All sales activity is adequately recorded in CRM
• Maintain an in-depth and professional level understanding of the Harrow surgical peri-operative products
• Collaborate effectively with internal departments and peers
• Act with a sense of urgency at all levels of customer care and follow up
• Ability to travel throughout the assigned geography on a routine basis
• Utilize designated CRM system ‚Äì Salesforce
• Understand and follow all industry and company policies and guidelines
• Comply with all state and federal-specific legislation and regulatory requirements
• Manage expenses in a thoughtful, responsible, and ethical manner
• Resourceful thinker that may not have a complete roadmap to success but finds the resources available to win and prosper
• Acts as the liaison for customer complaints or issues with continual follow-up
• Submits all required reports, including monthly expense reports, on time
• Competent in PowerPoint, Excel, Word & Outlook

Qualifications

• Bachelor‚Äôs degree in a related field
• 3+ years of ophthalmology sales experience with buy and bill sales and/or ophthalmic medical device sales experience preferred
• Ability to build, develop, and foster longstanding relationships with customers
• Ability to quickly absorb product and practice information and offer solutions that resonate
• Experience with the execution of strategic and targeted business plans around priorities and goals
• Proficient with MS Office products including Word, Excel, and PowerPoint
• Knowledge of how physicians make decisions regarding patient care for various therapies
• Excellent presentation and interpersonal skills
• Solid independent judgment and initiative required
• Superior communication and written skills are a must
• Ability to multitask, adjusting priorities as needed
• Good problem-solving and analytical skills
• Ability to become proficient with Salesforce CRM

Additional Requirements

• Travel: Expected travel in the field will be about 100% which will include overnight stays