Description
RxSight® is an ophthalmic medical technology corporation headquartered in Aliso Viejo, California that has commercialized the world’s first and only adjustable intraocular lens (IOL) that is customized after cataract surgery. The company’s mission is to revolutionize the premium cataract surgery experience by allowing surgeons to partner with their patients to achieve optimized results for every unique eye.
OVERVIEW:
The Account Manager (AM) is the sales lead for RxSight business in the defined territory and owns territory performance. The AM drives LAL growth by building trusted relationships with surgeons and practice staff, positioning premium technology to expand adoption, and optimizing patient flow to unlock practice capacity. This role executes the direction set by the Area Sales Director, translating the area's strategic priorities into territory activities and keeping growth initiatives aligned to them. AMs lead strategic customer engagement through data-driven account plans, regional referral strategies, and direct collaboration with the CS team to execute on site-level growth opportunities within the territory. This role includes ongoing territory business planning and site-specific business reviews. AMs are expected to provide strategic and tactical execution in a structure primarily focused on LAL adoption, implementing clear processes that support same-store-sales growth as a core team function. AMs gather customer data to identify current and future opportunities at the practice level, guiding business resource allocation by geography and territory trends. The AM is expected to influence LAL penetration and same-store sales by managing cross-functional coordination and acting as a trusted business partner to the practice.
This is a field-based position covering the North Central area of the United States. This role will be based in Kansas City, MO. Regular local travel is required to support customers and team members throughout the region so candidates must reside in or near those cities.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Execute the area's strategic priorities at the territory level, focusing daily selling and account activities on the highest-value growth opportunities.
- Support the execution of strategic initiatives, programs, and new product introductions that contribute to LAL adoption and account-level performance growth.
- Conduct ongoing business planning review of territory performance, identifying LAL velocity, cycles, and at-risk trends measured within actionable timeframes.
- Develop and manage site-level account plans aligned to the area's strategic priorities and to positive physician and patient experiences, in close collaboration with territory CS partners.
- Implement and maintain CRM documentation for all accounts based on key engagement activities communicated by the Area Sales Director.
- Lead regional OD referral engagement strategy to support LAL patient pipeline.
- Co-own and execute net new customer onboarding processes with CSs focused on full team alignment and measured time to first implant as a key measure of success.
- Conduct formal business reviews with accounts, benchmarking LAL adoption trends, clinical outcomes, economic impact, and where necessary adapting business reviews based on this data.
- Partner with the CS and ASD to identify growth bottlenecks and formulate adoption-focused solutions.
REQUIRED KNOWLEDGE, SKILLS AND ABILITIES:
- Commercial and sales acumen, with the ability to build and execute account-level growth strategy that drives LAL adoption and same-store growth.
- Working clinical and ophthalmic knowledge regarding practice workflows, patient flow optimization, and the ability to guide and resolve workflow issues in clinic settings to accelerate LAL adoption.
- Proven ability to interpret and act on clinical and commercial performance data.
- Demonstrated ability to co-lead strategic customer planning and execute business plans.
- Knowledge of ophthalmic clinic and ASC operations, with emphasis on premium technology positioning.
- Excellent written and verbal communication skills.
- Ability to manage multiple projects and deliver results against LAL growth objectives.
SUPERVISORY RESPONSIBILITIES:
This role does not have direct reports but owns territory sales performance, leading account-level growth initiatives across assigned practices and coordinating closely with cross-functional team members (CS, Marketing).
Role model behavior is a key responsibility of this position.
EDUCATION, EXPERIENCE, and TRAINING:
- Bachelor’s degree in Business, Life Sciences, or a related field preferred.
- Minimum 5 years of commercial or sales experience in the ophthalmic, medical device, or healthcare industry; breadth of sales experience is valued. Experience in premium IOLs, refractive cataract workflows, or clinic/ASC optimization is a plus.
- Demonstrated success in customer onboarding, business planning, or strategic account development roles strongly preferred.
- Familiarity with CRM tools, patient flow design, and co-management network development are highly desirable.
- Training to be completed per the training plan for this position as maintained in the document control system.
- The training requirements on TRN-10007 Insider Trading Policy, TRN-10008 Global Anti-Bribery and Anti-Corruption Policy and TRN-10009 Code of Business Conducts and Ethics must be diligently completed within 30 days from the hiring date and on an annual basis.
CERTIFICATES, LICENSES, REGISTRATIONS:
- CCOA, COMT, COA, or like certifications are a plus but not required for this position.
COMPUTER SKILLS:
- Advanced in Microsoft Office Suite
- Word Processing
- Spreadsheet Software
- CRM tools and commercial database solutions
PERFORMANCE METRICS AND EXPECTATIONS
- Achievement of YoY LAL unit growth targets by account.
- Timely execution of onboarding plans and territory growth roadmaps.
- CRM completion and action plan documentation for all assigned practices.
- OD network expansion and engagement activity tracking.
- Completion of business reviews, measuring adoption pre vs. post implementation.
- Introduction and execution of company-wide LAL adoption initiatives at the account level.
