Regional Sales Director - South Central US

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 REPORTING TO/DEPARTMENT: Reports to the Vice President of Sales. ESSENTIAL DUTIES AND RESPONSIBILITIES: Owns full strategic direction and coverage of regional map Strong focus on assessing needs and issues in order to maintain existing Install Base Focus on and setting upgrade pricing strategies to ensure continuous service and value for customers. Develop strategies to expand footprint within existing install base Develop strategy to effectively approach Academic accounts, utilizing necessary resources to succeed Must learn both platform technologies and expertly present to all segments of the market. This will require reaching baseline standard presentation capabilities Must be able to confidently differentiate Accuray technologies vs all competitors Goal is to execute on territory plan with an emphasis on total territory coverage Manage and nurture relationships with the installed base, handling transactions and interactions to maintain customer loyalty and satisfaction. Conduct quarterly business reviews with customers, which may be annual or semi-annual, to evaluate customer needs, satisfaction, and identify areas for improvement. Identify and capitalize on upgrade sales opportunities, selling solutions, consumables, and accessories to meet customer needs and drive revenue growth. Provide continuous support throughout the product lifecycle, ensuring customers receive the necessary support and services from the initial sale to post-sales activities. Primary contact for all installations relative to options and upgrades available as well as service agreement details and options. Responsible for continuing customer education regarding new capabilities and upgrades that improve customer experience and clinical capabilities. Pick up leads for systems sales when visiting sites and refers to the Regional Business Director. Investigates customer complaints and coordinates the mediation until customer satisfaction, serving as the primary point of contact for service escalation. Leverage the clinical applications team to ensure optimal utilization of the Accuray systems and foster development of reference and show site customers.

Requirements

Bachelor’s degree is required.
Proven track record of selling at both the clinical and C-suite levels.
Knowledge of Accuray product portfolio.
Minimum five (5) years of professional Customer facing experience in medical equipment with specific knowledge of the assigned territory is highly desired.
Demonstrated ability to build and maintain strong customer relationships.
Familiarity and experience with oncology, radiotherapy, IMRT, Radiosurgery, Medical Physics and other hospital/healthcare practices.
Experience demonstrating strong written and verbal skills including an ability to present complex technology in a positive manner.
Must be able to complete all service and sales related administrative tasks such as quote requests and accurate opportunity management and forecasting within the customer relationship management system.
Ability to be self-motivated and to work independently.
Ability to engage positively with colleagues from various departments achieving common goals.
Dynamic, proactive, and driven to high levels of accomplishment.
Willingness to travel at least 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

MBA preferred.

Responsibilities

Owns full strategic direction and coverage of regional map
Strong focus on assessing needs and issues in order to maintain existing Install Base
Focus on and setting upgrade pricing strategies to ensure continuous service and value for customers.
Develop strategies to expand footprint within existing install base
Develop strategy to effectively approach Academic accounts, utilizing necessary resources to succeed
Must learn both platform technologies and expertly present to all segments of the market.
Must be able to confidently differentiate Accuray technologies vs all competitors
Goal is to execute on territory plan with an emphasis on total territory coverage
Manage and nurture relationships with the installed base, handling transactions and interactions to maintain customer loyalty and satisfaction.
Conduct quarterly business reviews with customers, which may be annual or semi-annual, to evaluate customer needs, satisfaction, and identify areas for improvement.
Identify and capitalize on upgrade sales opportunities, selling solutions, consumables, and accessories to meet customer needs and drive revenue growth.
Provide continuous support throughout the product lifecycle, ensuring customers receive the necessary support and services from the initial sale to post-sales activities.
Primary contact for all installations relative to options and upgrades available as well as service agreement details and options.
Responsible for continuing customer education regarding new capabilities and upgrades that improve customer experience and clinical capabilities.
Pick up leads for systems sales when visiting sites and refers to the Regional Business Director.
Investigates customer complaints and coordinates the mediation until customer satisfaction, serving as the primary point of contact for service escalation.
Leverage the clinical applications team to ensure optimal utilization of the Accuray systems and foster development of reference and show site customers.