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Territory Sales Director

3 months ago

Sunnyvale, United States Accuray Full time

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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.

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Job Description

REPORTING TO/DEPARTMENT:

Reports to the Vice President, US & Canada Sales.

TERRITORY

Pacific Northwest: Northern California, Oregon, Washington state, Wyoming, Montana and Idaho

Reports to the Vice President, US & Canada Sales.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

  • The Territory Sales Director (TSD) must be a proven, consultative, solution sales professional.
  • 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.
  • Manage assigned region, including meeting or exceeding order volume targets and operational budgeted costs while ensuring clinical specialists and project managers work together to achieve total region sales goals and objectives.
  • Identify, understand, and navigate paths to PO to drive order linearity by quarter.
  • Work closely with marketing, service, patient access and clinical support teams to develop the overall territory sales plan and accurately forecast numbers to ensure order volume targets are met and exceeded.
  • Effectively utilize and manage CRM (SalesForce.com), including maintaining an accurate orders forecast.
  • Responsible for navigating both the clinical and C-suite audiences.
  • Interface with the Service Management team within the region to ensure high customer satisfaction including ownership in selling upgrades and 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.
  • Maintain and gain market share within the region and will be able to manage conflicting strategic priorities and multiple opportunities to create long-term success.
  • Manage and be accountable for business issues and opportunities within the territory.
  • Keep abreast of Radiation Oncology industry trends, reimbursement changes, competitive landscape and current Accuray product and service portfolios.

REQUIRED QUALIFICATIONS:

Preferred or desired:

  • Proven track record of selling at both the clinical and C-suite levels.
  • Knowledge of Accuray product portfolio.
  • MBA

Required:

  • BA/BS.
  • Experience in the radiation oncology and/or medical industry.
  • A minimum of 5 years of sales experience with the ability to manage a large territory.
  • Must live in Territory - Northern California, Washington state, Oregon, Wyoming, Idaho and Montana.
  • Responsible for all activities within the 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.
  • Responsibility for the operating plan of the 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 across the territory.
  • Proven ability to build a large and sustainable funnel for the region.
  • Strong executive-level selling, negotiation and facilitation skills.
  • 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

#LI-BB1

#Remote

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.

Accuray Pay Transparency Statement:

Accuray pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Accuray Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. 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.