Global Commercial Operations Manager

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 Global Commercial Operations Manager will partner with cross-functional teams across Accuray to support commercial analytics, digital sales tools, pricing excellence, and continuous improvement for the global equipment and services portfolio. This leader will be responsible for supporting price book management as well as Salesforce data integrity, analytics, enhancements, reporting, change management and training activities. Additionally, this leader will be responsible for supporting order, revenue, and margin analytics, and ultimately partnering with the Sales and Finance teams to deliver continuous value to the commercial organization. This individual contributor will report to the Senior Director of Commercial Operations.

REPORTING TO/DEPARTMENT: 

Reports to the Senior Director, Global Commercial Operations.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Central Commercial Analytics
  • Provide the regions with data driven key commercial insights for decision-making.
  • Develop a set of key commercial KPIs to serve as the true north for success with the commercial organization and deploy it to the regions.
  • Lead quarterly and monthly analytics spanning Orders, Revenue, Margin and Backlog in support of Sales leadership teams.
• Digital Sales Tools, including Salesforce.com
  • In collaboration with the IT team, develop the roadmap for a successful digital sales tools strategy to enable success throughout the inquiry-to-order spectrum.
  • Own optimal usage and effectiveness of our CRM with the ERP and related systems.
  • Use systems knowledge to seamlessly disseminate data and insights across the organization in a timely fashion to foster growth.
  • Work cross-functionally with the primary objective of enabling field team and Sales leadership to make effective, analytically driven, and strategic operating decisions.
  • Support data management and integrity by monitoring data hygiene, performing regular data cleansing, record de-duplication, and data standardization for mass update/upload processes.
  • Develop and maintain operational training materials and deliver new hire and ongoing Sales training.
  • Ensure the regions are following global standards and best practices.
• Pricing Excellence
  • Support price book management through close collaboration with Finance, Product, Marketing, and Commercial teams.
  • Launch price book enhancements in the appropriate source system(s) and ensure end user teams understand the changes.
  • Assist in development and management of profitability analysis and decision support tools.
  • Assist in establishing a global process for pricing excellence that spans price setting, price getting, price netting, and associated infrastructure, aligning appropriately with region dynamics.
  • Enable the regions with all necessary tools required for value-based pricing framework and put firm process in place to avoid price leakage.
  • Ensure that pricing process is being governed through the right delegation of authority, approvals, and operating mechanisms.
  • Design and develop dynamic pricing analytics to allow the regions to make better pricing decisions based on customer needs.
• Continuous Improvement
  • Continually explore opportunities for process improvement across the Global Commercial Organization by identifying inefficiencies, implementing change management solutions, and tracking progress through planning, process, and tool improvements.
  • Support business scalability by leading ongoing simplification initiatives and standardization of global processes through global best practice sharing.

REQUIRED QUALIFICATIONS:

• Bachelor’s Degree
• 8-10+ years in sales or related operational functions (e.g., deal des