Summary: Installed Base (IB) Sales Manager, APAC leads commercial post-installation customer care and business opportunity development including renewal of service contracts, warranty conversion plans and implementation of product life cycle management initiatives in direct and distributor markets in APAC focusing on revenue and profitability growth of products, software, and services.
The work location can be in Singapore.
Reporting to: Acting Head of Sales Asia Pacific Region
Essential Duties and Responsibilities:
Leads post-installation customer care and development of after-sales opportunities
- Plans sales volume and potentials of all customers in the assigned region
- Analyses the specific market conditions and builds a sound market-related network of stakeholders.
- Identifies opportunities for local product and service portfolio solutions.
- Drives order, revenue and profitability targets through service contract renewals, warranty conversion plans and sales of upgrades (products, software and services) into existing customer accounts for the installed base (IB).
- Develops and maintains an in-depth, comprehensive knowledge and expertise on Accuray's Service and IB product portfolio, including relevant upgrades
- Is the internal and external first-line contact for upgrade sales in APAC.
- Manages the regional IB product lifecycle.
- Builds and maintains relationships with key accounts ensuring satisfaction and fostering long-term partnerships.
Drives strategic and tactical initiatives for the IB business
- Develops, runs and analyses regular Customer Satisfaction Surveys and implements result-based action plans.
- Tracks and understands the IB-relatedroadmap for each fiscal year.
- Establishes IB sales opportunity management and forecasting through Salesforce CRM (SFDC) including regular periodic reviews.
- Improves IB sales processes where applicable.
- Liaises between direct and indirect customers and internal functions (e. g. Sales, Service, Marketing) and leads cross-functional communication.
- Conducts frequent in-person customer visits, performs product demonstrations and attends relevant symposiums, congresses and exhibitions.
- Develops positive, sustainable business relationships with all functional areas within Accuray as well as the medical community and Accuray customers.
- Influences sales behavior and capabilities.
- Conducts internal and external cross-departmental trainings on IB offering.
- Aligns IB activities and offerings with market-specific requirements and trends.
- Creates pricing strategies based on market needs and financial analysis.
Qualifications:
- Holds at least a Bachelor's degree. Science Degree preferably in Radiation Therapy or similar medical discipline is preferrable.
- At least 5 years of experience in direct and indirect sales of medical devices, medical technology or similar in APAC.
- Experience in selling capital medtech equipment will be an additional advantage
- Must have excellent communication skills including written and spoken English. Additional APAC-relevant languages are of advantage.
- Must have strong analytical and presentation skills.
- Experienced in remote work
- Strong skills in cross functional collaboration.
- Proven ability to meet tight deadlines, multi-task and prioritize workload.
- Able to establish goals and meet challenging departmental, regional and corporate objectives.
- Willing to travel (Typically 25 - 60% regional travel with occasional overseas travel).
We offer five-day work with attractive benefits package to the right candidates. Please send your resume with current and expected salary details and a cover letter quoting the job reference to [Confidential Information]
All information received will be kept strictly confidential and used for recruitment purposes only.
