Sales Director, ANZ Commercial Strategy

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 Sales Director of ANZ Commercial Strategy is RxSight's founding commercial leader in ANZ (Australia, and New Zealand), responsible for designing and executing a focused, analytics-driven market strategy. This role will lead disciplined market entry. Success will be measured by platform adoption, systematized customer success, and country-level execution of scalable commercial processes. The Sales Director will work cross-functionally with Regulatory, Marketing, Clinical, and Sales Ops teams to ensure aligned execution across ANZ. The Sales Director will build and manage a local team to execute RxSight launch & sustained rollout. The Sales Director will build strong KOL relationships and manage the sales funnel and sales process. This role requires both strategic leadership and hands-on execution, serving as architect and operator in building the commercial foundation for long-term ANZ success.

Requirements

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Strategic Planning

• Design and execute country-level commercial strategies that prioritize high-quality growth and LAL adoption.
• Identify and develop initial KOL team to support market introductions
• Conduct competitive landscape analysis and channel assessments to inform LDD placement prioritization and adoption forecasting.
• Collaborate cross-functionally to align regulatory, reimbursement, clinical, and marketing resources by geography.

Sales Execution & LAL Adoption

• Formalize the ANZ field sales and customer success model to drive long term adoption and surgeon outcomes. Drive disciplined LDD placement in high-potential, strategically selected practices with a clear LAL growth plan.
• Implement structured onboarding programs, including 30/60/90-day adoption plans, with rigorous performance tracking.
• Partner closely with APAC & U.S. field leadership and RxSight University to localize and adapt core onboarding and adoption programs for APAC market dynamics.

Customer Success & Onboarding

• Serve as executive sponsor for ANZ onboarding operations; oversee readiness assessments, training completion, and first-implant execution.
• Ensure all new accounts complete clinical and commercial onboarding milestones within defined timelines, including surgeon "Drive to 5" plans.
• Build systems and standards to deliver consistent post-installation performance reviews and adoption coaching.

Analytics, CRM, and Process Infrastructure

• Lead adoption of CRM and real-time analytics platforms for ANZ; ensure all field documentation supports actionable insights.
• Implement dashboards, reports, and KPIs to track LAL utilization, time-to-first implant, customer engagement, and satisfaction.
• Partner with Sales Ops and Marketing to test, adapt, and implement U.S. programs in ANZ with region-specific customization.

Distributor Strategy & Management 

• Evaluate, select, and manage distributors
• Evaluate distributor vs direct business model
• On-going management of distributor to business metrics. 

Leadership and Culture Building

• Hire, develop, and lead a high-performance ANZ commercial team with a culture of analytical rigor, disciplined execution, and customer obsession.
• Actively coach field leaders on strategic account planning, performance management, and LAL utilization tactics.
• Represent ANZ commercial interests in global strategic planning and performance forums.

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES:

• Demonstrated success launching or expanding MedTech technologies across diverse APAC markets.
• Deep understanding of capital equipment, premium procedure adoption, or ophthalmic device commercialization.
• Strong strategic planning skills and comfort building and executing from zero in unstructured environments.
• Proficiency in CRM systems and field analytics platforms; experience utilizing performance dashboards and KPIs.
• Exceptional interpersonal, communication, and coaching skills; able to influence across matrixed teams.
• Entrepreneurial mindset with a disciplined, analytical approach to sales and adoption strategy.
• Ability to travel ~75% of the time throughout ANZ and abroad as needed. 

SUPERVISORY RESPONSIBILITIES:

• Will directly lead the strategic design and phased hiring of RxSight's ANZ commercial and customer success team. Responsible for building the team structure, hiring roadmap, training infrastructure, and performance management processes from the ground up.

EDUCATION, EXPERIENCE, and TRAINING:

• Bachelor's degree in Business, Life Sciences, or related field required; advanced degree preferred.
• Minimum 10 years of commercial experience in medtech or ophthalmology, with 5+ years in an ANZ commercial leadership role.
• Proven track record of new market development, high-performance team leadership, and technology adoption success.
• 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 proficiency in Microsoft Office Suite (Excel, PowerPoint, Word).
• Strong command of CRM platforms and analytics tools (e.g., Power BI or equivalent).

PERFORMANCE METRICS

• Capital equipment funnel & sales growth
• Lens adoptions over time and growth
• Market share per region
• Country rollout plan
• Field execution against account targeting, performance reviews, and KPI benchmarks.

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.