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
