Area Sales Director

Job Description

Job Description

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:

This position may be based in Philadelphia, PA, Baltimore, MD, Washington, DC or New York, NY and is responsible for supporting accounts and driving business across the Northeast Region.

The Area Sales Director is the senior commercial field leader responsible for driving total revenue growth across an assigned area, with LAL implant growth as the primary driver. This role is field-forward with the expectation of daily presence in accounts, closing high-value opportunities alongside the team, and leading from the front. The Area Sales Director builds and leads a team of Account Managers (AMs) and Clinical Specialists (CSs), ensuring the full area team is oriented toward revenue growth and customer outcomes. The right candidate thrives in a competitive environment. They see surgeons as business partners and are not intimidated by clinical complexity.

The Area Sales Director owns the area performance, sets the commercial strategy for their geography, and is accountable for both the performance of individual AMs and the overall growth trajectory of the area. This role requires someone who has led commercial teams, understands medical device selling at the account level, and can develop talent while driving results. We are building a sales-driven culture at RxSight, and the Area Sales Director is one of the most important architects of that culture.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Lead area commercial performance: own LAL sales expansion and directly engage in high-value account opportunities alongside AMs to drive increased utilization
• Build and develop the team: recruit, hire, onboard, coach, and performance-manage AMs to execute against area objectives
• Direct clinical support resources commercially: ensure clinical staff are deployed in support of revenue-generating activities with clear accountability to sales leaders
• Set territory-level strategy: work with each AM to develop account segmentation, coverage models, and 30/60/90-day plans
• Drive account depth: prioritize deep engagement with high-value accounts while maintaining a consistent touchpoint cadence across all active accounts
• Manage to metrics: review team activity, LAL growth data, use of corporate tools, and account-level trends in real time; course-correct fast
• Execute market reset where needed: own surgeon and practice relationships at the area level, lead the trust-rebuilding effort with disenfranchised customers
• Collaborate cross-functionally: partner with Marketing, Sales Operations, Training, Professional Education, and Customer Support to align field execution with commercial programs
• Develop KOL relationships: maintain and grow area-level key opinion leader relationships and peer-to-peer referral networks
• Represent field intelligence: bring clear, unfiltered market feedback to commercial leadership including product gaps, competitive dynamics, customer sentiment

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES:

• Commercial leadership first: demonstrated ability to lead, develop, and hold a field sales team accountable; energized by being in the field every day, and leading from the front on high-value opportunities
• Medical device sales expertise: deep understanding of how to sell in complex account environments across surgeon preference, practice economics, facility workflow, and premium technology positioning
• Coaching and talent development: ability to identify what each rep needs to perform and deliver it whether skill coaching, motivation, accountability, or a combination
• Account-level commercial strategy: can translate area goals into territory-level priorities, segment accounts by potential, and build structured coverage plans
• Health economics fluency: comfortable discussing pro fees, facility reimbursement, per-patient economics, and the business case for the LALs with surgeons and practice administrators
• Data-driven decision making: ability to absorb performance data, identify trends, and adjust team direction quickly
• Competitive drive: thrives in a competitive environment, holds the team to high standards, and models the winning mentality expected of every AM
• Strong communication: clear, direct communicator with the team, with customers, and with leadership

SUPERVISORY RESPONSIBILITIES:

• The Area Sales Director directly manages a team of Account Managers (AMs) and commercial oversight of Clinical Specialists (CSs) deployed in the area.
• The ASD is responsible for recruiting, developing, and performance-managing the team and directing resources toward commercially productive activities.
• This role is the primary escalation point for all commercial and customer issues in the area.

EDUCATION, EXPERIENCE, and TRAINING:

• Bachelor's degree in Business, Life Sciences, or related field required
• Minimum 7 years of medical device or healthcare sales experience, with at least 3 years in a field sales leadership role; experience across multiple therapeutic areas or industries a plus
• Demonstrated history of high-value account development and closing complex sales
• Demonstrated track record of building and leading high-performing sales teams, not just individual performance
• Premium IOL, refractive, or surgical device experience highly preferred
• Proficiency in CRM tools (SFDC), PowerBI analytics, and Microsoft Office Suite
• 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:

• None required

COMPUTER SKILLS:

• Advanced in Microsoft Office Suite
• Word Processing
• Spreadsheet Software
• Proficient in PowerBI Analytics, CRM tools, and commercial database solutions

PERFORMANCE METRICS AND EXPECTATIONS:

• Revenue and LAL growth: area QoQ and YoY growth
• Same-store sales expansion: depth of penetration in existing accounts
• Account Manager performance: % of TMs achieving growth targets; YoY growth distribution across team
• Talent development: retention, promotion readiness, and time-to-productivity of new hires
• Account depth: average LAL/implanter ratio across area; progress against segmentation plan
• Activity accountability: campaign execution, SFDC compliance, and budget management
• Market reset execution: restoration of trust and ordering cadence in disrupted accounts
• This role requires the ability to travel extensively across the assigned area. Valid driver's license required. Must be able to attend national and regional meetings as required.

Some accounts in this territory require proof of up-to-date vaccinations, including COVID-19, as a condition of site access to the extent permitted by and in accordance with applicable law. Employment in this role is contingent on meeting those requirements absent a legally required accommodation.

Notice to Staffing Agencies and Search Firms:

RxSight does not accept unsolicited resumes or candidate submissions from staffing agencies or search firms for any employment opportunities. All agency engagements must be authorized in writing for a specific position by RxSight’s Talent Acquisition department. Any resumes or candidate information submitted without such specific engagement will be considered unsolicited and the property of RxSight. No fees will be paid in the event a candidate is hired under these circumstances.