Regional Sales Director - Western U.S.

Accuray

About The Position

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 SUMMARY: The Regional Sales Director is responsible for generating and closing sales opportunities for both the CyberKnife and Radixact systems and related hardware, software, and professional services. Their primary focus is new vault sales for break-in accounts. The Regional Sales Director role is pivotal in driving the growth and market share of the company's systems within the assigned market. REPORTING TO/DEPARTMENT: Reports to the Vice President of Sales ESSENTIAL DUTIES AND RESPONSIBILITIES: Proactively identify and pursue new opportunities to expand the sales funnel, leveraging market analysis and customer insights to target high-potential areas. Spearhead initiatives to increase system adoption and capture greater market share, collaborating with marketing and product teams to align efforts with market demands. Lead the sales cycle with a focus on forecasting for the current quarter and the next quarter, ensuring accuracy and data integrity within Salesforce. Maintain rigorous standards for data integrity within Salesforce, providing timely and accurate reporting to support decision-making processes. Develop a deep understanding of the assigned market, including competitive landscape and market share dynamics, to inform strategic planning and execution. Drive the process from order to revenue, clarifying roles and responsibilities with the revenue leader to ensure smooth execution and alignment with financial objectives. Build and maintain strong customer relationships throughout the product lifecycle. Create a warm hand-off of new installs to the Account Executive to grow the customer adoption and utilization of our product features, while still maintaining a secondary relationship for future full system sales. Lead customer interactions in a manner that helps them identify underlying needs, wants, and concerns and effectively present Accuray solutions in a collaborative manner that resonates with all important stakeholders. Work closely with marketing, service, patient access and clinical support teams to develop the overall market sales plan and accurately forecast numbers to ensure order volume targets are met and exceeded. Responsible for navigating both the clinical and C-suite audiences. Keep abreast of Radiation Oncology industry trends, reimbursement changes, competitive landscape and current Accuray product and service portfolios.

Requirements

BA/BS
Proven track record of selling at both the clinical and C-suite levels.
Experience in the radiation oncology and/or medical industry.
A minimum of 5 years of sales experience with the ability to manage a large market.
Proven ability to build a large and sustainable funnel for the region.
Outstanding communication, presentation and the drive and persistence to overcome obstacles are paramount to success in this position.
Financial analysis skills, strong organizational skills and project management experience.
Candidates must have a demonstrated ability to create multi-year strategic deals.
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.

Nice To Haves

Knowledge of Accuray product portfolio.
MBA preferred.
Well-established relationships across key hospitals, medical centers and key physicians across the market.

Responsibilities

Proactively identify and pursue new opportunities to expand the sales funnel, leveraging market analysis and customer insights to target high-potential areas.
Spearhead initiatives to increase system adoption and capture greater market share, collaborating with marketing and product teams to align efforts with market demands.
Lead the sales cycle with a focus on forecasting for the current quarter and the next quarter, ensuring accuracy and data integrity within Salesforce.
Maintain rigorous standards for data integrity within Salesforce, providing timely and accurate reporting to support decision-making processes.
Develop a deep understanding of the assigned market, including competitive landscape and market share dynamics, to inform strategic planning and execution.
Drive the process from order to revenue, clarifying roles and responsibilities with the revenue leader to ensure smooth execution and alignment with financial objectives.
Build and maintain strong customer relationships throughout the product lifecycle.
Create a warm hand-off of new installs to the Account Executive to grow the customer adoption and utilization of our product features, while still maintaining a secondary relationship for future full system sales.
Lead customer interactions in a manner that helps them identify underlying needs, wants, and concerns and effectively present Accuray solutions in a collaborative manner that resonates with all important stakeholders.
Work closely with marketing, service, patient access and clinical support teams to develop the overall market sales plan and accurately forecast numbers to ensure order volume targets are met and exceeded.
Responsible for navigating both the clinical and C-suite audiences.
Keep abreast of Radiation Oncology industry trends, reimbursement changes, competitive landscape and current Accuray product and service portfolios.