Business Development Manager (Digital Pathology)

Barco•Duluth, GA

4d•Remote

About The Position

Barco utilizes a business-to-business (B2B) sales process to take highly technical products to market through and with our business partners. A Barco Business Development Manager (BDM) for the Digital Pathology business segment must effectively communicate with End Users, Key Opinion Leaders, and Partners to generate demand and ensure that the company's clinical, operational, and financial solution advantages are clearly understood. Barco provides "best in class" medical solutions designed for Digital Pathology solutions. Achieve sales targets from business with assigned target accounts Prospect to build a healthy funnel and close deals with a high degree of autonomy Proficient demonstration of skills inclusive of technology, clinical, and workflow advantages within the market segment Complete assigned tasks and continuously track activity and opportunities in a customer relationship management (CRM) platform from discovery to close Initiate and drive net-new business growth through lead follow-up and relationship selling Inspire positive customer experiences, outcomes, and product adoption Fulfill Barco value proposition Engage and establish relationships within the medical imaging community Strategically manage time, travel, expenses, and company resources Position is remote, preferably East Coast or Central

Requirements

A minimum holding of a bachelor's degree (business, marketing, engineering, medical, or related focus)
Digital Pathology and/or capital equipment sales experience preferred
Minimum 5 years of sales experience in an industry that requires complex sales
Experience interacting with Pathologists and business executives as part of a complex sales process
Proven business acumen, presentation building and delivery skills, and technical knowledge
Strong working knowledge of Microsoft Office applications, including Excel, PowerPoint, and Word
Excellent presentation skills
Successful, documented sales track record of achievement as a top performer
Completion of professional sales training courses strongly desired, e.g., Miller Heiman, Spin Selling, etc.
Familiarity with CRM systems is required
A dynamic, entrepreneurial, enthusiastic, hard-working, tech-savvy, self-motivated individual with a strong interest and ability to perform with a high degree of autonomy
Able to travel up to 50% to assigned target accounts
Good technical acumen, with the ability to quickly learn and effectively use new tools and platforms.

Responsibilities

Ensure positive awareness and exposure to enhance brand recognition in the region for Barco Diagnostic Imaging
Present to end-user accounts across digital pathology labs at hospitals and other medical imaging-related facilities
Effectively communicate the company's value proposition with physicians, high-level key decision-makers, pathologists and others in various functions within the healthcare environment
Perform product demonstrations detailing product features, benefits, and attributes to highlight product differentiation based on clinical, operational, and financial factors
Cultivate new customer relationships and maintain a strong focus on customer success through the effective use of sales and pre-sales technical resources
Productive prospecting, evaluating opportunities, presenting solutions, strong negotiation skills, cold calling, product selection, and supporting the customer's purchase
Attend and engage in events within the region when assigned by leadership
Build the funnel while networking within the community
Build regional strategy, alignment, and execution across value-added partners
High sense of urgency with the follow-up on leads and new opportunities
Regional account action plan collaboration, cadence, and execution
Report market intelligence and competitive analysis on an ongoing basis