Director, Sales Operations & Planning

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 Director of Sales Operations is responsible for managing a high-performance sales operations infrastructure and collaborate cross-functionally to optimize trial-to-implant workflows, long-term utilization, and customer loyalty. As a data-driven operator, this individual will blend commercial analytics and strategic planning to maximize product adoption and same-store sales growth.

Works Closely With

• Chief Commercial Officer
• SVP of Sales
• Area VP’s of Sales
• SVP of Marketing, Professional Relations
  
  

Requirements

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Customer Growth Strategy & Execution

• Develop targeted account growth frameworks based on tiering (e.g., high volume vs. low volume), product mix, and physician profiles.
• Align commercial activities with KPIs
• Design and manage programs focused on increasing account utilization
  
  

Sales Operations & Commercial Infrastructure

• Oversee commercial analytics, forecasting, territory planning, and performance reporting infrastructure.
• Build and maintain dashboards (e.g., PowerBI) for use by commercial stakeholders.
• Manage commission planning, payout modeling, and alignment of performance metrics with business objectives.
• Support operational budgeting and commercial forecasting across revenue, headcount, and program spend.
• Manage CRM and sales enablement platforms to improve execution visibility and field performance.
  
  

Commercial Strategy & Field Enablement

• Collaborate with Clinical and Sales teams to integrate data collection and study targets with commission and incentive structures.
• Use analytics to identify growth opportunities and translate insights into strategic initiatives and enablement tools.
• Partner with Marketing to develop account-level targeting and messaging campaigns (e.g., adoption efforts, DTC outreach).
• Design and operationalize utilization-focused initiatives to enhance loyalty and growth among strategic accounts.
• Lead analysis of data to inform planning and investment.
  
  

Performance Metrics

• Account growth vs. forecast (new + same store)
• Account launch speed & success
• Adoption rate by account
• Territory productivity (by rep & region)
• Procedure volume declines and recovery tracking
  
  

Required Knowledge, Skills And Abilities

• Proven track record in building commercial infrastructure in procedure-based, high-growth businesses.
• Expertise with analytics platforms (e.g., PowerBI), CRM tools, and Excel-based models.
• Experience designing operations and incentive frameworks that support strategic growth goals.
• Comfortable operating in dynamic, fast-paced, and cross-functional environments.
• Strategic thinker capable of translating commercial data into actionable initiatives and field direction.
  
  

Supervisory Responsibilities

• This position will not have immediate supervisory responsibility but will be expected to lead by example in using role model behavior.
  
  

EDUCATION, EXPERIENCE, And TRAINING

• 10–15+ years of experience in sales operations, commercial analytics, or strategic account planning within MedTech, diagnostics, or device sectors.
• 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 15 days from the hiring date and on an annual basis.
  
  

Certificates, Licenses, Registrations

• Proven expert level experience with Sales Analytics
• PowerBI, or other like Analytics software in-depth experience.
• Statics training
• Six-Sigma Certification, Greenbelt or higher
  
  

Computer Skills

• MS Excel – Advanced
• Statistical Software (Minitab, Matlab, etc) is highly desirable.
  
  

Salary Description

$180,000 To $215,000 Per Year