Key Account Manager

Barco•Duluth, GA

5d•Onsite

About The Position

Barco is looking for a Global Partner Manager role, specialized in managing our OEMs and experience in Mammography and or Hologic. This role is responsible for managing, developing, and growing existing and new Healthcare accounts in the Imaging and Healthcare IT market. The accounts managed have a large national, multinational, and some global footprint. A key aspect of the role will be developing new business and revenue streams for both product and services within the segment and across geographies.

Requirements

5-10+ years proven success in B2B sales.
Strong account management, market/business development in the Medical device industry or Healthcare market.
Strong relationship building, influencing, and people skills.
Excellent communicator: written, verbal, and presentation.
Ability to work independently, nationally and globally, and take proactive initiatives.
Analytical mindset.
Dynamic and energy-driven profile.
Fluent in English.
Will be based in US.
Flexible to travel 50% or more.
Team player with the ability to collaborate effectively with internal stakeholders.

Nice To Haves

Mammography sales, customer intimacy, knowledge of Mammo markets, customers and products – big plus.
Experience in the area of Healthcare IT, Imaging and distribution is a plus.
Existing relationships in Healthcare market is an advantage.

Responsibilities

Maximize sales potential and revenue at each key account.
Negotiate and close frame agreements and large purchase orders.
Gain in-depth insights into and knowledge of key accounts’ strategy & business approach.
Manage accounts strategically & tactically.
Build intimate long-term relationships with all relevant stakeholders.
Develop, implement, and manage key account plans and processes according to the Barco key account planning methodology.
Provide key input on financial and logistics forecasting.
Steer and influence other internal stakeholders (sales staff, other departments, divisions, regions, etc.) to realize key account plans and objectives.
Acquire & develop new accounts.
Work directly with Partner Accounts assigned to complete Validation processes of new product introductions, including keeping action logs, detailed FU notes and minutes of meetings, working directly with R&D to completion of product gaps, and oversight on deadline/timeline dates assigned to completion activities.
Review and drive promotional programs, sales playbooks, marketing, and other initiatives on product or customer segments.
Actively update and maintain price books and product catalogs.
Train and teach all partner sales reps Barco DI Value Propositions through web meetings, joint Partner sales meetings, web updates, and scheduling separate training sessions, one-on-one.
As required, keep inventory amounts of products for selected partners.
Work closely with orders desk to ensure smooth booking and invoicing.
Follow up as required on delayed or late payments or other invoicing issues.
Format Marketing plan for each partner using resources of marketing teams, MDF as assigned, and oversee marketing to ensure deliverables are met.
Proactive engagement of partners in all trade shows, use of Barco products at shows along with all logistics of shipping and returns, collaborative product/booth messaging, and outreach ahead of shows to drive leads.
Ensure QA Web is approved, validated, and working across all partner configurations & deployed.
Hold Quarterly review meetings or timing as required with Partner.
Review Barco Product Roadmap at minimum every 6 months – reviewing EOL, EOS, and other pertinent product updates, including SKU management.
Facilitate end-user selling with the partner sales teams by, not limited to, identifying end-user accounts for joint sales calls, searching QA Web database, and identification of opportunities.
Analyze market trends and competitor activities to identify opportunities and minimize threats.
Work closely and stay aligned with fellow Barco sales associates across different countries as required by Barco, synchronizing on all topics related above.
Manage country sales and partner management, and Service teams.