Territory: California, Nevada and HawaiiJob SummaryThe Business Engagement Manager will be responsible for managing business in an assigned base of new and existing customers for Ophthalmology and Retina. This position will report to the Director of Business Engagement Management and will serve as a key member of the commercial team within their assigned region, with primary responsibilities including securing various MBOs, managing current GPO contracts, and conducting quarterly business reviews with accounts in the assigned geography. The role will also include customer retention and advocacy that ensures portfolio performance achieves defined outcomes. This role will also cultivate executive-level relationships within assigned accounts. This individual will ideally be based in a location with relatively easy access to the assigned customer base. The position requires travel up to 50% of the time.
Core Responsibilities- Primary responsibility is to appropriately communicate, educate, and explain to practices/ASCs and their leadership the posterior portfolio GPO contract offerings and any updates to such offerings, using approved messaging and materials.
- The BEM plays an account management role by serving as a liaison between Harrow and its assigned accounts, as identified by commercial leadership.
- Appropriate utilization of the Customer Relationship Management (CRM) system.
- Execute cohesive strategies and collaborate compliantly with Marketing, Field Sales, GPO, Market Access, and Inside Sales.
- Effectively manage assigned operating expense budget for travel and customer training.
- Monitor Harrow's share % of portfolio products within the assigned territory or accounts.
- Evaluate customer, market, and competitor activity and update the organization accordingly.
- Establish and maintain effective access and reimbursement initiatives, and triage as needed.
- Utilize resources to enhance productivity and provide optimal customer satisfaction.
- Requires a high level of communication and collaboration with the Area Sales Director and KAM Team on strategic initiatives and physician engagement.
Qualifications & Requirements- 5-10+ years of strategic Retina and/or Ophthalmology sales experience, with a preference for the ophthalmic market specific to Ophthalmology and Retina.
- Bachelor's degree with MBA desirable (additional years of service can replace MBA)
- Experience with the execution of targeted business plans around priorities and goals.
- C Suite Business Acumen for executive presentation, engagement, and appropriate follow-up.
- Team player with a positive, can-do attitude
- Strong written, verbal, and presentation communication skills, including executive preparation and delivery of C Suite presentations.
- Ability to think creatively in confronting issues and pursuing novel approaches to old problems.
- Ability to work under pressure, meet deadlines, and exercise sound business judgment with critical thinking skills and high ethical standards.
- Ability to manage multiple projects simultaneously, adjusting priorities as needed, and meeting deadlines
- Proficient in the use of CRMs and Microsoft Office software products.
Position Type Travel- Up to 50%, including overnight stays.
