Head, Commercial Training & Development

The role

This person owns commercial enablement for the field organization. They manage onboarding, certification, product and selling skills, leader development, territory business planning, and tech stack adoption across three franchises and Strategic Accounts.

What you will do

• Build competency models and agree capability gaps with franchise Sales Heads and Regional Managers.
• Own curriculum architecture strategy and certification processes and plans.
• Build the commercial leader development program for district managers and regional leaders.
• Own the territory business planning curriculum and standard.
• Drive adoption and pull-through of the commercial tech stack through training, field champions, and usage metrics.
• Use rotational Field Trainers as champions for competency, product, and selling skills.
• Lead the three franchise trainers and the three platform roles and oversee the 10-person rotational Field Trainer bench.
• Own the AI-assisted content standard with Legal and PRC.
• Report the enablement scorecard in the commercial business review each quarter.
• Own the enablement and training budget, vendors, and learning technology.

Required qualifications

• 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, 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

Nice to have

• 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

About the company

Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. It is an entrepreneurial company focused on innovation and patient access to affordable medicines.