Director, Global Commercial Sales Operations

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 management decisions to achieve company's objectives

Experience in sales, marketing & pricing management

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.