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Description

Elekta has a strategic relationship with GenesisCare across Australia. This role is responsible for the overall strategic management and development of the GenesisCare relationship across the Elekta total portfolio.

The role will own and manage the GenesisCare relationship, ensuring strong executive engagement, effective management of the installed base and alignment between GenesisCare’s future requirements and Elekta’s portfolio of solutions and services.

This includes ownership of future replacement opportunities, new account opportunities and portfolio expansion across Elekta’s hardware, software, services and emerging solutions.

In addition, the role is responsible for the management and development of assigned customer accounts within the broader sales territory, ensuring effective account planning, relationship management, opportunity development and follow-through to support territory growth and revenue objectives.

Membership of the ROAC, providing government relations support. Support alignment between regional strategy and ANZ execution, while contributing market and customer insights to inform broader Elekta priorities.

Responsibilities

RESPONSIBILITIES -
Own the strategic relationship with GenesisCare across ANZ, acting as a senior point of contact for the account and ensuring strong alignment between GenesisCare and Elekta.

1. Develop and maintain relationships with GenesisCare senior management, State management teams and key functional and clinical stakeholders across ANZ.
2. Manage and maintain a comprehensive understanding of the GenesisCare fleet, including current installed base, lifecycle, future replacement requirements and strategic technology needs.
3. Own the future replacement pipeline and identify, develop and convert new account opportunities across the full Elekta portfolio.
4. Develop account strategies that maximise Elekta’s position across GenesisCare’s evolving technology, clinical and operational requirements.
5. Actively identify and develop business development opportunities with GenesisCare across Elekta hardware, software, digital solutions, services and other portfolio offerings.
6. Coordinate internal Elekta stakeholders across Sales, Service, Marketing, Clinical, Product, Finance and other functions to ensure a consistent and effective account strategy and customer experience.
7. Provide strategic oversight of GenesisCare projects and initiatives across ANZ, ensuring appropriate coordination, progress monitoring, issue escalation and resolution.
8. Establish and lead regular strategic account meetings with appropriate GenesisCare and Elekta stakeholders to drive partnership objectives, account priorities and agreed actions.
9. Ensure delivery against strategic commitments and maintain strong governance of the GenesisCare relationship, including commercial, operational and service considerations.
10. Maintain a forward-looking strategic account plan covering fleet lifecycle, replacement opportunities, new sites, technology adoption and portfolio growth.
11. Support ANZ revenue management, forecasting and planning for GenesisCare, including ongoing review of backlog, pipeline and future opportunity.
12. Monitor market and competitive intelligence relevant to GenesisCare, including competitor activity, pricing, commercial strategies, technology developments and customer requirements, and communicate relevant insights internally.
13. Support GenesisCare engagement and education initiatives that increase customer understanding, confidence and adoption of Elekta solutions and capabilities.
14. Represent Elekta at an appropriate senior level with GenesisCare and ensure the relationship remains aligned with Elekta’s broader ANZ and global strategic objectives.
15. Manage and develop assigned customer accounts within the sales territory, maintaining strong customer relationships, identifying opportunities for growth, ensuring appropriate account planning and follow-up, and supporting achievement of territory revenue and business objectives.
16. Participate as a member of the ROAC, providing strategic input on GenesisCare, key ANZ account priorities and broader regional opportunities across the Elekta portfolio. Support alignment between regional strategy and ANZ execution, while contributing market and customer insights to inform broader Elekta priorities.
17. Support and contribute to Elekta’s Government Relations policy and strategy, particularly where GenesisCare and broader ANZ healthcare policy, funding and government engagement intersect.
18. Conduct all business transactions in accordance with Elekta’s ethical standards, policies, quality systems and procedures, and ensure these principles are reflected in all aspects of the GenesisCare relationship.

Authorities

Within the Sales Policy and Signature guidelines.

Relevant Knowledge, skills and competencies

RELEVANT KNOWLEDGE, SKILLS AND COMPETENCIES -

• Educated to degree standard with evidence of continued personal development during career history.
• Previous experience in managing a strategic account is preferred.
• At least five years’ experience with Elekta technology, including hardware and software.
• Experience with equipment service and software support is desirable.
• Good understanding of the service function in a high-tech environment.
• Highly developed problem-solving skills coupled with a persuasive personal style, ideally gained in a customer business environment.
• Well-developed oral and written communication skills.
• Confident, articulate, flexible, and focused on achieving financial and personal goals.
• Demonstrated initiative and self-starter approach.
• Flexible style with a “do whatever it takes” and “win-win” approach.
• Ability to travel domestically and internationally approximately 50% of the time.
• Ability to manage in a matrix environment, influencing resources that do not directly report to the role.
Elekta Identified Competencies
• Communicates effectively.
• Demonstrates drive and commitment.
• Actively solves problems and makes sound decisions.
• Demonstrates creativity.
• Influences positively.
• Focuses on internal and external customers.