Area Sales Manager-Dry Eye-Mid-Atlantic

The Area Sales Manager-Dry Eye at Harrow plays a crucial role in achieving sales objectives within the designated Mid-Atlantic region. This position encompasses overseeing the Key Account Manager team, developing strategic sales plans, and fostering connections with the ophthalmic community. You'll be responsible for monitoring competitive conditions, maintaining relationships with key opinion leaders, and coaching your team to communicate effectively about our Dry Eye products. Collaboration with additional internal teams ensures the success of our sales initiatives.

Candidates aspiring for the Area Sales Manager-Dry Eye role at Harrow should possess a bachelor's degree in marketing, business, or a related field. A minimum of 5 years of relevant sales experience in pharmaceuticals, medical devices, ophthalmology, or optometry is preferred. Additionally, a valid driver’s license and the ability to travel extensively within the assigned territory are crucial for success in this position.

The Area Sales Manager-Dry Eye at Harrow significantly influences the company’s objectives by driving sales growth and expanding market reach. This role is essential in implementing business plans and identifying strategic opportunities that align with Harrow’s commitment to innovation and patient access to medicines. By leading and mentoring your team, you'll ensure that sales success is achieved through effective and consultative communications, reinforcing Harrow’s reputation in the ophthalmic sector.

The Area Sales Manager-Dry Eye position at Harrow requires substantial travel, with expectations of up to 70% travel time within the Mid-Atlantic region. This travel will include meeting with ophthalmologists, attending industry events, and collaborating with team members. This mobility ensures that you can maintain significant relationships and support sales activities effectively in your territory.

Harrow’s culture is deeply rooted in a family spirit, entrepreneurial mindset, and a firm commitment to innovation and community service. As an Area Sales Manager-Dry Eye, you'll find yourself in a supportive environment that encourages creativity and collaboration. The company values each employee’s input, celebrating successes together while committing to making essential medicines accessible to patients. This unique culture makes Harrow a great place to work and grow professionally.

As an Area Sales Manager, my approach combines consultative selling with an in-depth understanding of my products and the needs of my customers. I prioritize building long-term relationships, leveraging data to inform my strategies, and adapting my tactics based on market feedback. Additionally, I employ training and support for my team to ensure that we're all aligned and capable of exceeding our sales goals.

When faced with a challenging market, I prioritize sales goals by conducting thorough market analysis to identify high-potential opportunities. I focus on strategies that align with both short-term objectives and long-term growth, ensuring that my team remains motivated and focused. Regular performance reviews help evaluate our strategies and adjust where necessary to stay on track.

Monitoring competitor activity involves staying updated on their product offerings, market tactics, and customer feedback. I gather insights through customer interactions, industry news, and by networking with peers. This information helps me to not only strategize effectively but also to identify gaps in the market that we can leverage. Keeping close tabs on competitor actions ensures that our approach remains competitive and relevant.

To expand our product reach within the ophthalmic community, I would focus on building relationships with key opinion leaders, organizing educational workshops, and utilizing data-driven marketing strategies. Tailoring our messaging to target specific needs within the community while employing digital channels for broader outreach can significantly enhance awareness and demand for our products.

Managing a remote sales team involves establishing clear communication channels and goals. Regular virtual meetings help maintain connection, foster team spirit, and provide a platform for discussing challenges and successes. I also emphasize the importance of using collaborative tools to track performance and celebrate individual achievements, which helps keep the team motivated and engaged.

Certainly! In a previous role, I led a negotiation with a key customer who had concerns about pricing. I approached the discussion by first understanding their needs and challenges. After presenting data that highlighted the value and patient impact of our product, I was able to creatively address their pricing concerns without compromising our margins, resulting in a long-term partnership.

I prioritize consistent communication by scheduling regular check-ins, utilizing project management tools for transparency, and fostering an open-door policy for team members to share insights and concerns. Additionally, I ensure that stakeholders are kept informed of progress and challenges through structured reporting that highlights key metrics and developments.

My motivation as an Area Sales Manager stems from my passion for improving patient outcomes and building lasting relationships. The opportunity to lead a team towards achieving meaningful goals while making a difference in the ophthalmic community drives me to excel. I thrive on challenges and take pride in the success of my colleagues as we work together to achieve our objectives.

I employ a mix of mentorship and structured training programs to ensure that my Key Account Managers are well-equipped for success. Regular one-on-one meetings allow for personalized coaching, while team workshops focus on skill-building in sales techniques and product knowledge. I also encourage my team to share best practices and learn from each other, fostering a culture of continuous improvement.

Assessing my team's sales performance involves analyzing key metrics, setting clear KPIs, and conducting regular performance reviews. I evaluate both quantitative sales data and qualitative feedback from customers and team members. This comprehensive analysis informs our strategies for improvement and helps me recognize outstanding achievements within the team.