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 makestreatment shorter, safer, personalized and more effective, ultimately enabling patients to live longer, better lives.
The Director of Global Commercial Excellence will be responsible for partnering with the region leadership teams to design and develop key processes and tools to drive sales force effectiveness across Accuray by focusing on 1) Sales Resource Optimization, 2) Centralized Commercial Analytics, 3) Go-To Market & Channel Strategy, and 4) Digital Sales Tools. This leader will be responsible for enabling our Global Commercial organization to win in the marketplace by providing creative solutions and insights over the design and implementation of our sales organization, effectiveness of programs, and deployment of tools and analytics within both the direct and indirect channels. This role will report directly to the VP of Global Commercial operations for Accuray.
Essential Duties and Responsibilities:
Sales Resource Optimization
Customer Segmentation & Targeting: Develop a framework to segment our customer population and work with the region commercial and marketing teams to target each segment from a commercial standpoint.
Resource Planning: Through a data-driven approach, ensure that our global commercial resources are aligned to the market potential and devise a framework to assist the global regions to optimize resources.
Sales Incentive Compensation Plan: Lead the annual sales incentive compensation plan design and development and ensure they are aligned with region dynamics and business needs.
Quota Development: Partner with the regions teams to appropriately define sales territories and triangulate resource requirements along with quotas for each territory.
Central Commercial Analytics
Create a centralized commercial intelligence platform that will design and develop analytics to provide the regions with key insights for decision-making.
Develop a set of key commercial KPI's that serve as the true north for success with the commercial organization and deploy to the regions.
Make this data accessible to the organization with one-source of truth to enable better cross-functional collaboration and decision-making.
Go-To Market & Channel Strategy
Develop a data-driven framework for the right go-to market strategy for different regions / sub-regions globally.
For indirect markets, develop a scorecard to track and monitor partner success and develop strategies on how to collaborate to grow.
Develop a channel management process to attract, retain, and on-board successful partnerships.
Digital Sales Tools
Design and develop the roadmap for a successful digital sales tools strategy to enable our sales team for success throughout the inquiry to order spectrum.
Own the optimal usage and effectiveness of our CRM with the ERP and surrounding systems.
Use systems knowledge to seamlessly disseminate data and insights across the organization in a timely fashion to foster growth.
Bachelor's Degree; MBA and/or advanced degree preferred
10-12+ years of relevant experience and extensive understanding in sales effectiveness and operations
Proven leadership skills with the ability to influence change across organizations and garner support to continually streamline and improve inefficient practices that impact the deal management process
Strong project management, strategic, analytical and financial skills
Demonstrated experience with operations readiness initiatives at a leadership level
SalesForce.com is required (Business Intelligence, SmartSheet, and Microsoft AX experience is a plus)
Strong managerial skills, including hiring, effective training, skills and goals development, and career growth planning.
Must be positive, proactive, enthusiastic and self-starter; able to effectively work as part of a team
Strong communication ability and must be able to communicate and work with all levels of management
Proven ability to problem-solve, multitask and manage time effectively
Can operate in a fast paced and changing environment with numerous competing priorities
Must be detailed oriented and have good organizational skills
Strong discipline in financial management and budgets, highly effective critical decision-making skills both on people and in the business
Results-focused with a track record of consistent achievement
Flexibility to work early and late hours to collaborate with global team members. Some travel required
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.
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.