Sr.Regional Business Manager (South) - Indian Region

Accuray; Bengaluru; Remote; INR 1,500,000 - 2,100,000; Full time

Job summary

Accuray seeks a Sr. Regional Business Manager to drive sales and distribution in the region, shaping strategies, managing orders, revenue and margins for Accuray products.

You will coordinate with service and marketing teams, forecast accurately, and lead cross-functional efforts to win new business while maintaining high ethical standards. The role is remote within India (preferably Bangalore, Hyderabad, Chennai) with up to 60% travel and reporting to the Senior Regional Business Director –

Qualifications

• Bachelor/Master's degree in biomedical engineering or related field.
• 10+ years of professional sales experience in medical equipment.
• Fluent English; local languages (Kannada/Telugu/Tamil) advantageous.

Responsibilities

• Manage regional sales targets: orders, revenue and margins.
• Develop regional sales strategies with Marketing and Service teams.
• Coordinate with cross-functional teams to win new business.
• Maintain Salesforce pipeline and deliver reliable forecasts.
• Travel for market development and customer engagement (60%).

Skills

English proficiency

Communication

Presentation skills

Travel willingness

Education

Bachelor/Master's degree in biomedical engineering or related field

Job description

The role as a Sr. Regional Business Manager is to manage the development of the region's sales & distribution network and coordinate the sales efforts of the regional sales channels. The main responsibility is to ensure that the forecast is on target, the individual will be responsible for managing and owning to but not limited to order, revenue & margin aspects of the business for Accuray products and solutions. This includes the development of regional sales strategies adapted to the specific market situations and needs based on detailed market analysis. Leading cross functional team building efforts within the Region, in particular the coordination with the Service and Marketing Teams. The Regional Business Manager will work with the Senior Regional Business Director to develop specific sales plans to effectively win orders with new customers and new orders with existing customers and lead the sales process to successful customer acceptance and margin turnovers. The Individual must have a strong sales/commercial track record as individual contributor in medical devices & life Sciences domains.

The work location is in Remote-India preferably in Bangalore, Hyderabad & Chennai.

The role reports into the Senior Regional Business Director – India & Subcontinent.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Responsible for managing commercial and sales targets for the region mainly but not limited to new orders, revenue, margins, upgrades sales & market share aspects of the business. Contribute to timely renewal of service contracts in the assigned territory.
• The individual has to carry out business by accurately positioning Accuray's products and portfolios in Private market, Strategic Accounts & Govt. accounts while maintaining high visibility in assigned geography to ultimately gain the market share.
• Assess individual markets and develop together with the Marketing, Service teams and Senior Regional Business Director, sales and marketing plans and strategies to achieve business goals with prospects and existing customers for new system sales.
• Develop relationships and build Accuray advocacy within the respective territory.
• Coordinate all regional sales activities to achieve the quarterly and yearly goals. Ability to forecast the business imperatives and maintain linearity of business on Quarter-to-Quarter basis.
• Develop reference centers for the region.
• Assist the sales channels in the preparation of high-level proposals and product/clinical features, advantages, and benefits (FAB) to medical physicists, oncologists, and key administrators.
• Participate in customer training programs, industry symposia and trade shows.
• Build and keep the funnel in SalesForce.com (Customer Relationship Management System) up to date in order to deliver a reliable forecast to the management.
• Ensure safety and quality considerations and requirements are proactively addressed and implemented in marketing & customer requirements.
• Follow the timeline for internal QA-related tasks, like Accuray University.
• Address and report in a timely fashion safety and quality issues raised by customers or staff.
• Supports Accuray's Quality System and Safety & Health Program by following procedures and mentoring others
• Inform the Regional Business Director about the competitive landscape and advice for pricing strategies for the respective territory.
• Managing accolated quarterly budget for Travel, lodging & business expenses and accurately reporting of same.

REQUIRED QUALIFICATIONS

• Bachelor/Master's degree in biomedical engineering or related field is required.
• Minimum 10 years professional sales experience of medical equipment with specific knowledge of the assigned territory is highly desired. Other related experience may also be considered.
• Familiarity and experience with oncology, radiotherapy, IMRT, Radiosurgery, Medical Physics, and other hospital/healthcare practices.
• Excellent level of English (read, written, spoken). Local language, Tamil, Telegu and Kannada will be an added advantage.
• Experience demonstrating strong written and verbal skills including an ability to present.
• Excellent customer relation skills, problem solving and stakeholder management in a matrixed organization.
• Experience with the use of standard office software programs including spreadsheet, word-processing, email applications and Power Point.
• Ability to be self-motivated and to work independently.
• Capability to work home based while keeping a high standard of motivation, professionalism, and ethic.
• Team worker and loyal team member
• Dynamic, proactive, and driven to high levels of accomplishment.
• Willingness to travel at least 60% of the time.