Installed Base Sales Manager Asia Pacific Region

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

The work location can be in Thailand, Philippines, Malaysia, Singapore or Indonesia

Reporting to: Acting Head of Sales Asia Pacific Region

Essential Duties and Responsibilities:

Leads all the post installation customer care and opportunity development

• Achieves and exceeds order, revenue and profitability targets through service contract renewals, warranty conversions and sale of products, software and services into existing customer accounts
• Develops and maintains an in-depth, comprehensive knowledge and expertise on Service and Installed Base (IB) product portfolio, including relevant upgrades and be first-line contact for upgrade sales support.
• Manages complete regional product lifecycle for the IB.
• Leads regular meetings with key customers.
• Builds and maintains relationships with key accounts, ensuring satisfaction and fostering long-term partnerships.

Drive strategic and tactical initiatives and upgrades opportunities

• Develops, runs and analyses regular Customer Satisfaction Surveys and implements result-based action plans.
• Tracks and understand the updates and upgrades roadmap envisioned for each fiscal year.
• Establishes IB sales opportunity management through Salesforce (SFDC).
• Reports on execution during regular reviews.
• Meets upgrade revenue targets as defined in the Annual Operating Plan (AOP).
• Drives revenue generating activities through contractual uplifts, and other optimizing measures.
• Improves IB sales processes where applicable.
• Liaises between business partners and the internal sales organization,
• Responsible for influencing sales behavior and capabilities.
• Interacts on a regular basis with cross-functional teams such as but not limited to Service, Sales and Marketing  to contribute to APAC’s IB strategy.
• Offers cross-departmental trainings on IB offering.
• Works with Director Service and Operations, APAC to review service offerings and align them  with market requirements based on market research.
• Drives pricing strategy based on market needs and financial analysis.
• Manages Customer Satisfaction Survey including result review and follow-up actions.
• Supports APAC Sales with virtual and in-person customer visits, product demonstrations, attending symposiums and congresses.

Qualifications:

• Science Degree preferably in Radiation Therapy or similar medical discipline.
• At least 5 years of experience in  Sales or Service in scientific or medical device industry.
• Must have excellent communication skills including written and spoken English. Additional APAC-relevant languages are of advantage.
• Able to develop positive, sustainable business relationships with all functional areas within Accuray as well as the medical community and Accuray customers.
• Must have strong analytical and presentation skills.
• Independent worker and able to successfully schedule, organize and conduct sales visit activities in assigned territories.
• Strong skills in cross functional collaboration.
• Proven ability to meet tight deadlines, multi-task and prioritize workload.
• Able to establish goals and meet department and corporate objectives.
• Willing to travel (Typically 25 - 50% overseas travel).

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.