Director, Global Commercial Operations

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

SUMMARY:

The Director of Global Commercial Operations will partner with regional General Managers and other cross-functional leaders within Accuray to provide business process and operations support for the commercial organization. The successful candidate will have management experience, experience with process improvement and project management, and with supporting a sales commercial organization.

• Lead a global deal team to support for large or/and custom deals, providing support in pricing, deal analysis, deal structuring, negotiation, closure and fulfillment.

• Serve as a trusted advisor to field sales team on pricing, product configuration, and business terms to support the sales effort.

• Partner with senior sales leadership to identify opportunities to simplify the sales process through optimization and automation. Facilitate successful implementation and adoption of new processes within the Field Operations organization. Foster an organization of continuous process improvement.

• Design with Region leadership new Market potential assessment, sales coverage model, productivity targets, quota credit and compensation rules, territory definition and account assignments

• Engage the region commercial teams and cross-functional partners in all aspects of the sales process including providing standard and non-standard solutions to support the business

• Assist in design, development and implementing of incentive compensation plans in support of company philosophy of paying for sales performance and retaining sales talent. Assign sales quotas and other sales objectives to ensure the company’s financial goals are allocated to all sales channels and resources

• Develop and monitor relevant KPIs with relevant analysis to support decision making, drive transparency and provide insight into the health of the business and the actions required to improve.

• Drive simplification and standardization of processes to support long-term business scalability. Advise sales on objection handling techniques, alternative contract options, and/or value propositions to help drive deal closures

Assist with development & delivery of sales enablement tools (e.g. sales handbook, product & pricing FAQ's, approval templates, etc.)

REQUIRED QUALIFICATIONS:

Preferred:

• MBA preferred

• Experience in large capital equipment products preferred, though not required

Required:

• Experience with revenue recognition principles

• Good understanding of regional business cultures and differences

• Must be detailed oriented and have good organizational skills

• 4-year degree required

• Leadership, strategic thinking, business acumen

• Analytics capabilities - experience doing data analysis, modeling, and/or financial analysis to support and drive business decisions

• Experience in designing and managing sales incentive compensation plans

• Proven past experience in driving continuous improvement while improving financial metrics

• Consultative approach and strong communication skills to engage with key stakeholders on senior executive level

• Conflict resolution & change agility

• Proven cross-team collaborations and facilitation/change management skills

• Experience in driving complex, cross-organizational projects for process improvement

• Customer-focused mindset

• General familiarity with consultative selling methodologies

• Proven strategy and execution skills

• Innovative thinker with strong ability for strategic vision

• Strong presentation and communication skills

• Effective time management skills and the ability to work under pressure

• Ability to make sound business and managem