VP of Sales

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

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Work closely with regional marketing, service, patient access and clinical support teams to develop the overall region sales plan.
• Accurately forecast numbers to ensure order volume targets are met and exceeded.
• 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.
• Responsible for maintaining and gaining market share within the region and will be able to manage 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 in a total cost of ownership model to differentiate from competitors in the market
• Keep abreast of radiation Oncology industry trends and current Accuracy product profiles.
• Build strong relationships with executive management at key accounts within the zone.  Help to identify and nurture relationships with key opinion leaders.
• Monitor and assess competencies of all direct reports to include clinical and product knowledge, metric tracking and reporting in SFDC, funnel management of all opportunities, ensuring sales team understands 3rd party data to best target new and existing accounts in their markets.

REQUIRED QUALIFICATIONS:Preferred or Desired:

• MBA preferred.
• Knowledge of Accuracy product portfolio is preferred.

Required:

• BA/BS Required.
• Minimum of 10 years sales management experience and be able to manage large region/zone ($50M+).
• Responsible for all activities within region – develop region strategy, account & relationship management including KOL’s and Luminary Sites.
• Responsible for account strategy, i.e.: Pricing, Product, Site Visits, Presentations, etc.
• Must have experience in the radiation oncology and/or healthcare industry.
• Responsibility for operating plan of region, including forecast, funnel, closing deals, competitive market, reporting up, forecast accuracy, Win/Loss quarterly reporting.
• Must have well established relationships across key hospitals, medical centers and key physicians.
• Proven ability to build a large and sustainable opportunity funnel.
• Strong executive level selling and negotiations skills are required.
• Outstanding communication, presentation and the drive and persistency to overcome obstacles are paramount to success in this position.
• Financial analysis skills, strong organizational skills and project management exp. required.
• Candidates must have a demonstrated ability to create multi-year strategic deals.
• Must have a positive, collaborative attitude and proven track record in developing talent.
• Ability to encourage, motivate and guide individuals or teams in learning and improving effectiveness.
• Travel up to 50% of the time

PAY TRANSPARENCY

The range for this position is $170,000 – $225,000 base salary. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, future potential and internal pay parity.  As a part of the total compensation package, this role may be eligible for the Accuray Bonus Plan or a role-specific commission/bonus. Recruiters can share more detail during the hiring process

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.