ppbDescription /b /p /p pbREPORTING TO/DEPARTMENT: /b /ppReports to the Chief Commercial Officer. /ppbESSENTIAL DUTIES AND RESPONSIBILITIES: /b /pliWork closely with regional marketing, service, patient access, and clinical support teams to develop the overall region sales plan. /liliLead the region through principles and actions aligned with corporate culture, strategy, and accountability. /liliResponsible for hiring, training, developing and coaching teams across all commercial functions /liliAccurately forecast order volume in Salesforce (SFDC) to ensure targets are met and exceeded, with a focus on forecast accuracy and pipeline integrity. /liliInterface with the Service Management team within the region to ensure high customer satisfaction, including appropriate involvement with equipment turnover. /liliBuild 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. /liliDrive account strategy and share growth across target health systems, including HCA, Ascension, Common Spirit, Providence and academic cancer centers. /liliResponsible for maintaining and gaining market share within the region, managing conflicting strategic priorities and multiple opportunities to create long-term success. /liliManage accountability and ownership of business issues and opportunities. /liliDrive a sales strategy around outcomes and total cost of ownership to differentiate Accuray from competitors in the market. /liliLeverage clinical evidence, including CyberKnife SBRT outcomes data (e.g., PACE-B), to support competitive positioning and customer conversations. /liliKeep abreast of radiation oncology industry trends and current Accuray product profiles. /liliBuild strong relationships with executive management at key accounts within the zone; identify and nurture relationships with key opinion leaders. /liliMonitor 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. /lipbREQUIRED QUALIFICATIONS /b: /ppbPreferred or Desired: /b /pliMBA preferred. /liliKnowledge of the Accuray product portfolio is preferred. /lipbRequired: /b /pliBA/BS required. /liliMinimum of 10 years of sales management experience, with the ability to manage a large region/zone ($50M+). /liliResponsible for all activities within the region — developing region strategy, account and relationship management, including KOLs and luminary sites. /liliResponsible for account strategy, including pricing, product positioning, site visits, and presentations. /liliMust have experience in the radiation oncology and/or healthcare industry. /liliResponsible for the region's operating plan, including forecast, funnel, closing deals, competitive market analysis, reporting, forecast accuracy, and quarterly win/loss reporting. /liliMust have well-established relationships across key hospitals, medical centers, and physicians. /liliProven ability to build a large and sustainable opportunity funnel. /liliStrong executive-level selling and negotiation skills required. /liliOutstanding communication and presentation skills, with the drive and persistence to overcome obstacles. /liliFinancial analysis, organizational, and project management skills required. /liliDemonstrated ability to create multi-year strategic deals. /liliPositive, collaborative attitude with a proven track record of developing talent. /liliAbility to encourage, motivate, and guide individuals or teams in learning and improving effectiveness. /liliTravel up to 50% of the time. /lipbTo 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. /b /ppbEEO Statement /b /ppAt 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. /p
VP of Sales, Western Europe
