Give hope. Give health. Make your mark in the fight against cancer.
At Accuray, we make a direct and powerful impact on the lives of cancer patients every day — helping them live longer, better lives. But our commitment to innovation offers a truly unique opportunity: the chance to change the fight against cancer — helping to develop, introduce and support new treatment delivery systems and software that will give new hope and new health to cancer patients and cancer survivors around the world.
Accuray develops, manufactures and sells radiotherapy systems for alternative cancer treatments. Our radiation therapy for cancer makes treatment shorter, safer, personalized and more effective, ultimately enabling patients to live longer, better lives.
Job Description
REPORTING TO/DEPARTMENT:
Reports to the Chief Commercial Officer.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Work closely with regional marketing, service, patient access, and clinical support teams to develop the overall region sales plan.
- Lead the region through principles and actions aligned with corporate culture, strategy, and accountability.
- Responsible for hiring, training, developing and coaching teams across all commercial functions
- Accurately forecast order volume in Salesforce (SFDC) to ensure targets are met and exceeded, with a focus on forecast accuracy and pipeline integrity.
- Interface with the Service Management team within the region to ensure high customer satisfaction, including appropriate involvement with equipment turnover.
- Build a sales funnel to meet or exceed order volume targets for the region, as well as individual assigned objectives, by penetrating competitive accounts and developing existing customers.
- Drive account strategy and share growth across target health systems, including HCA, Ascension, Common Spirit, Providence and academic cancer centers.
- Responsible for maintaining and gaining market share within the region, managing conflicting strategic priorities and multiple opportunities to create long-term success.
- Manage accountability and ownership of business issues and opportunities.
- Drive a sales strategy around outcomes and total cost of ownership to differentiate Accuray from competitors in the market.
- Leverage clinical evidence, including CyberKnife SBRT outcomes data (e.g., PACE-B), to support competitive positioning and customer conversations.
- Keep abreast of radiation oncology industry trends and current Accuray product profiles.
- Build strong relationships with executive management at key accounts within the zone; identify and nurture relationships with key opinion leaders.
- Monitor and assess competencies of all direct reports, including clinical and product knowledge, metric tracking and reporting in SFDC, and funnel management of all opportunities, ensuring the sales team understands third-party data to best target new and existing accounts in their markets.
REQUIRED QUALIFICATIONS:
Preferred or Desired:
- MBA preferred.
- Knowledge of the Accuray product portfolio is preferred.
Required:
- BA/BS required.
- Minimum of 10 years of sales management experience, with the ability to manage a large region/zone ($50M+).
- Responsible for all activities within the region — developing region strategy, account and relationship management, including KOLs and luminary sites.
- Responsible for account strategy, including pricing, product positioning, site visits, and presentations.
- Must have experience in the radiation oncology and/or healthcare industry.
- Responsible for the region's operating plan, including forecast, funnel, closing deals, competitive market analysis, reporting, forecast accuracy, and quarterly win/loss reporting.
- Must have well-established relationships across key hospitals, medical centers, and physicians.
- Proven ability to build a large and sustainable opportunity funnel.
- Strong executive-level selling and negotiation skills required.
- Outstanding communication and presentation skills, with the drive and persistence to overcome obstacles.
- Financial analysis, organizational, and project management skills required.
- Demonstrated ability to create multi-year strategic deals.
- Positive, collaborative attitude with a proven track record of developing talent.
- Ability to encourage, motivate, and guide individuals or teams in learning and improving effectiveness.
- Travel up to 50% of the time.
To qualify for this position, candidates must be able to furnish proof that they are authorized to work in the country they are applying on a permanent basis without sponsorship.
EEO Statement
At Accuray, our commitment to patient-first outcomes drives an inclusive and collaborative work environment where the best ideas rise to the top — and everyone works to push them further. We value diversity in both the professional and personal backgrounds of our employees, as this variety adds rich energy to every team, every project and every work day. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin – including individuals with disabilities and veterans.
