Head, Commercial Training & Development
Harrow
Summary
Owns commercial enablement for the field organization: the capability, tools, and planning discipline that turn the go-to-market plan into field performance. Covers onboarding and certification, product and selling skills, commercial leader development, territory business planning, and adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) across all three franchises plus Strategic Accounts. Personally leads all sales leadership/manager-level development, as they are the main channel through which enablement reaches 200+ representatives.
Job description
Position Summary
Owns commercial enablement for the field organization: the capability, tools, and planning discipline that turn the go-to-market plan into field performance. Covers onboarding and certification, product and selling skills, commercial leader development, territory business planning, and adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) across all three franchises plus Strategic Accounts. Personally leads all sales leadership/manager-level development, as they are the main channel through which enablement reaches 200+ representatives.
Core Responsibilities
- Build competency models and agree capability gaps with the franchise Sales Heads and Regional Managers.
- Own curriculum architecture strategy and the certification processes and plans.
- Build the commercial leader development program for district managers and regional leaders: coaching, business reviews, talent development, and leading through change.
- Own the territory business planning curriculum and standard: account and territory plans, targeting prioritization capabilities, and business review capabilities and best practices.
- Drive adoption and pull-through of the commercial tech stack (Salesforce Life Sciences Cloud, Slack, and AI-enabled tools) through training, field champions, and usage metrics by tool, with Marketing & Commercial Operations, which administers the systems.
- Use the rotational Field Trainers as champions by competency (e.g., business planning, tools usage) as well as for product and selling skills.
- Lead the three franchise trainers and the three platform roles; oversee the 10-person rotational Field Trainer bench through the franchise trainers.
- Own the AI-assisted content standard with Legal and PRC.
- Report the enablement scorecard in the commercial business review each quarter (e.g., cohort ramps, coaching quality, tool adoption, and retention).
- Own the enablement and training budget, vendors, and learning technology.
Qualifications & Requirements
- Bachelor's degree; 12+ years in pharma or biotech commercial roles, including field sales and 5+ years leading training or sales teams.
- Built or rebuilt a commercial training function, including onboarding and certification.
- Knowledge of FDA promotional rules, PDMA, and the PhRMA Code as they apply to field training.
- Experience measuring training impact on business results, and driving CRM or sales-technology adoption, leader development, or business planning programs.
- Proficiency with AI platforms such as ChatGPT and Claude, and with Slack.
Preferred Qualifications
- MBA, MS, or PharmD.
- Eye care experience across buy-and-bill and pharmacy-benefit products.
- Launch training experience; experience using AI tools in content production.
Requirements
- Bachelor's degree
- 12+ years in pharma or biotech commercial roles, including field sales
- 5+ years leading training or sales teams
- Built or rebuilt a commercial training function, including onboarding and certification
- Knowledge of FDA promotional rules, PDMA, and the PhRMA Code as they apply to field training
- Experience measuring training impact on business results
- Experience driving CRM or sales-technology adoption, leader development, or business planning programs
- Proficiency with AI platforms such as ChatGPT and Claude
- Proficiency with Slack
Benefits
- Remote (U.S.)
- Bonus
- 30-40% Travel
Company overview
Harrow Health, Inc. (NASDAQ: HROW) is a publicly traded pharmaceutical company headquartered in Nashville, Tennessee, specializing in ophthalmic healthcare solutions. Founded in 2012 and formerly known as Imprimis Pharmaceuticals, the company has established itself as a growing leader in the ophthalmic pharmaceutical market. Harrow operates through multiple subsidiaries including ImprimisRx, its compounding pharmacy business that produces cGMP ophthalmic eye drops and sterile compounded products. The company's core mission focuses on providing affordable and accessible medications while maintaining an unyielding dedication to innovation. Harrow gained significant attention for developing low-cost alternatives to expensive medications, most notably creating a $1 per pill alternative to Daraprim during the Martin Shkreli controversy. The company's business model emphasizes developing inexpensive alternatives to off-patent medicines where single manufacturers charge excessive prices. With a portfolio that includes branded, generic, and compounded ophthalmic medications, Harrow serves healthcare providers and patients across the United States through its FDA-registered outsourcing facilities and nationwide distribution network.