Practice Development Manager Jobs in Virginia (NOW HIRING)

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 Associate Customer Development Manager (ACDM) is responsible for driving LAL growth by overseeing tactical account planning, co-manage onboarding execution with assigned CTS, and divisional analytics across a defined geography. This role functions as a business lead for RxSight at the account level, ensuring alignment of practice development initiatives with measurable LAL adoption KPIs. ACDMs lead tactical customer engagement through data-driven account plans, regional referral strategies, and direct collaboration with CTSs to execute on site-level growth opportunities within a divisional framework.

This role includes real-time division analytics review, 30/60/90 day adoption roadmap development, and site-specific business reviews. ACDMs are expected to provide tactical 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. ACDMs gather customer data to identify current and future opportunities at the practice level, guiding business resource allocation by geography and divisional trends. They also lead efforts supporting the expansion of Open Access Models through targeted OD engagement and referral development. The ACDM 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.

Requirements

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Support the execution of tactical initiatives, programs, and new product introductions that contribute to LAL adoption and account-level performance growth.
• Conduct ongoing analytics review of divisional performance, identifying LAL velocity, cycles, and at-risk trends measured withing actionable timeframes.
• Co-lead tactical planning calls with all net new customers, aligning messaging, "Drive for 5" initiatives, training expectations, and partnership setup.
• Develop and manage site-level account plans, including 30, 60, and 90-day tactical execution strategies, in tight collaboration with divisional CTS partners.
• Implement and maintain CRM documentation for all accounts, including % of premium, total cataract volume, surgeon count, LAL penetration, and aligned KPIs.
• Lead regional OD referral engagement strategy to support LAL patient pipeline.
• Co-own and execute net new customer onboarding processes with CTSs 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 90 days prior and 90 days post implementation measuring effectiveness, and where necessary adapting business reviews based on this data.
• Partner with CTS and Sales teams to identify growth bottlenecks and formulate adoption-focused solutions.

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES:

• Develop high-level clinical 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 tactical 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 is responsible for leading account-level growth initiatives across assigned practices and coordinating closely with cross-functional team members (CTS, Sales, 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 3 years of proven sales experience in the medical device, biotechnology, pharmaceutical, related industry.
• Demonstrated success in customer onboarding, business planning, or tactical account development roles strongly preferred.
• Ability to travel up to 75% of the time.
• 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:

• N/A

COMPUTER SKILLS:

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

PERFORMANCE METRICS AND EXPECTATIONS

• Achievement of QoQ LAL unit growth targets by account.
• Timely execution of onboarding plans and 30/60/90-day 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

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.