Key Account Manager

Overview:

Barco is looking for a  Global Partner Manager role, specialized in managing our OEMs and experience in Mammography and or Hologic. to manage, develop & grow existing and new Healthcare accounts in the Imaging and Healthcare IT market. Working with HQ and in the US these accounts have a large National, multinational and some a global footprint. Developing new business and revenue streams for both product and services within the segment and across geography’s, will be an essential part of the role.

Key Responsibilities

• You maximize sales potential and revenue at each key account;
• Negotiate and close frame agreements and large purchase orders
• You get in-depth insights in and knowledge of key accounts’ strategy & business approach; 
• You manage the accounts strategically & tactically; 
• You build an intimate long term relationship with all relevant stakeholders;
• You develop, implement and manage key account plans and processes according to the Barco key account planning methodology;
• You provide key input on financial and logistics forecasting;
• You steer and influence other internal stakeholders (sales staff, other departments, divisions, regions,…) in order to realize key account plans and objectives;
• You acquire & develop new accounts.
• Work directly with Partner Accounts assigned to complete Validation processes of new product introductions, including but not limited to: Keeping action logs, detailed FU notes and minutes of meetings, working directly with R&D to completion of product gaps, oversight on deadline/timeline dates assigned to completion activities
• Review and drive promotional programs, sales playbooks, marketing, and other either on product or customer segments
• Actively update and maintain price books and product catalogs
• Train, teach all partner sales rep 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
• FU 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, over sight of 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, identification of   
• You analyse market trends and competitor activities to identify opportunities and minimize threats
• Work closely and stay aligned with your fellow Barco sales associate across different countries as required by the Barco, synchronizing on all topics related above
• Country sales and partner management, and Service teams

Requirements: 

• Demonstrates 5-10+ years proven success in B2B sales, strong account management, market/business development in the Medical device industry or Healthcare market
• 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; 
• Has strong relationships building, influencing and people skills;
• Existing relationships in Healthcare market is an advantage
• Is an excellent communicator: written, verbal and presentation
• Ability to work independently, nationally and globally, and take proactive initiatives; 
• Has an analytical mindset;
• Dynamic and energy driven profile;
• Is fluent in English;
• Will be based in US
• Is flexible to travel 50% or more
• Team player with the ability to collaborate effectively with internal stakeholders