Strategic Account Manager-Central

Role Summary

The Central Region Strategic Account Manager at Harrow is responsible for driving sustained clinic-level adoption across priority ophthalmology practices, with a focus on converting ASC-connected clinics into consistent office-based utilization. This role executes high-impact immersion strategies, builds durable physician and staff relationships, and embeds repeatable workflows that drive long-term demand.

Success requires a highly motivated, field-oriented commercial leader who thrives in complex, multi-provider practices, excels at influencing clinical behavior change, and demonstrates disciplined execution across reimbursement navigation, program implementation, and account growth.

Responsibilities

• Clinic Adoption & Immersion Execution
  • Lead targeted immersion days and structured adoption initiatives within prioritized high-value clinics, including procedure targeting, patient identification, and workflow integration
  • Drive conversion of ASC-connected practices toward routine in-office utilization when reimbursement and operational dynamics support the model
  • Partner with physicians and staff to embed repeatable processes that reinforce sustained adoption
  • Identify growth opportunities across provider segments within large group practices
• Relationship-Driven Account Expansion
  • Establish trusted advisor relationships with ophthalmologists, administrators, technicians, and billing teams
  • Maintain high-frequency, high-impact engagement to reinforce prescribing and procedural behaviors
  • Identify and cultivate physician champions and staff advocates to create site-level proof points
  • Leverage early successes to influence broader utilization across multi-site organizations and referral networks
• Operational Excellence & Commercial Feedback Loop
  • Document immersion learnings, objections, workflow challenges, and competitive insights
  • Feed real-time field intelligence into Harrow’s Central Region strategy and Team Six execution playbook
  • Track account progress, conversion milestones, and adoption metrics
  • Ensure coordinated execution of sampling programs and clinic-day evaluations in alignment with brand strategy
• Reimbursement Education & Confidence Building
  • Deliver compliant education on access, pricing, and reimbursement methodology
  • Partner closely with Market Access teams to address payer-specific questions
  • Support clinics in developing documentation and billing processes that enable confident in-office utilization
  • Help remove reimbursement-related barriers to accelerate office-based adoption

Qualifications

• Bachelor’s degree required
• Minimum of 5+ years of pharmaceutical, biotech, medical device, or ophthalmic sales experience (ophthalmology strongly preferred)
• Proven success managing strategic accounts or delivering top-tier performance in complex territories
• Established relationships across Central Region ophthalmology practices and surgery centers
• Demonstrated ability to execute in-clinic programs and influence multi-stakeholder environments
• Highly driven, resilient, and comfortable operating in ambiguous, fast-moving markets
• Strong business acumen with the ability to analyze practice dynamics and tailor adoption strategies
• Excellent communication, presentation, and relationship-building skills

Education

• Bachelor’s degree required

Additional Requirements

• Remote, field-based
• Travel up to 70% within the Central Region