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Corsico, IT

Date:  Sep 22, 2022
Job ID:  5841

Business Development Manager ClickShare

Barco designs technology that makes everyday life a little better. Seeing beyond the image, we develop sight, sound, and sharing solutions to help you work together, share insights, and wow audiences. Our focus is on three core markets: Enterprise (from meeting and control rooms to corporate spaces), Healthcare (from the radiology department to the operating room), and Entertainment (from movie theaters to live events and attractions). Our solutions make a visible impact, allowing people to enjoy compelling entertainment experiences; to foster knowledge sharing and smart decision-making in organizations and to help hospitals provide their patients with the best possible healthcare. Headquartered in Kortrijk (Belgium), Barco realized sales of 804 million euro in 2021 and has a global team of 3,000+ employees, whose passion for technology is captured in +500 granted patents.

The mission of the Business Development Manager is to develop the business for a Barco specific product range by approaching key end user accounts (Fortune 1000 companies).
You are the Barco SPOC person for your key accounts and you will report to the Regional Sales Director. You are located in Milan region. 

Key responsibilities

The Business Development manager is accountable for growing Barco Collaboration sales and funnel in the targeted country, either by increasing our sales within managed end-user accounts or by end customer acquisition in Large key end user accounts, focusing on workplace


Business Development Duties:


  • You are responsible for growing our ClickShare sales revenue and funnel by actively targeting large enterprises within our focused vertical markets;


  • You will contribute to the best end user approach definition for the territory in collaboration with the Channel Manager & the Regional Sales Director.


  • You identify new opportunities for Projection & IP, LED or LCD Video walls within your defined customer list and transfer it to the Barco specialist team;


  • You will be assigned with a list of prospect accounts with whom he will pro-actively establish contact, secure Proof of Concepts and demo opportunities with the aim of developing the funnel in those accounts


  • You will also be assigned with a list of F1000 existing Barco accounts that he will continue to develop by increasing Barco Share of wallet across the various subsidiaries and close deals (indirect business);


  • You interact with different roles and levels at Corporate accounts (Procurement, Project manager, Prescriber, Facility Manager, IT/AV Manager, C-Level);


  • You follow up on Workplace collaboration leads generated by Barco campaigns, social media or by our website;


  • You will maximize existing deployments across all local affiliates of an existing end customer and facilitate extensions in European affiliates as part of our European account approach;


  • You develop strong interlinks with the other local team members, including pre-sales, service team and other sales specialists;


  • You will maintain constant partnership with his Channel colleagues in order to secure the Consultant and the Channel support;


  • You will monitor technology and market factors and provide market intelligence to Sales Management, Segment marketing and product management;


  • You will identify showstoppers to potential opportunities and report back to our Service Segment manager & Sales Director for additional support; 


  • You will report on weekly visits to the regional sales director and manage funnel as per company CRM rules.


European functional team work:


  • You develop strong relationships with the Barco Sales Team in the countries as well as with functional leaders in Belgium Corporate HQ to ensure harmonious working relationships.



Your profile


  • You have a Master’s degree (Business, Marketing, Engineering) or equivalent combination of education and experience
  • You have at least 5 years of proven sales experience in related industry / technology
  • You have a track record of success working in a technology company within the UCC and audio-visual sectors and an experience / address book within the Corporate market 
  • You have a good understanding of IT, UCC & AV technologies
  • You have strong experience in indirect End user sales for the respective territory 
  • You understand Solution and Value selling, selling to the Customers’ needs
  • You have a great end user network in the targeted country at different levels within Fortune 1000 companies
  • You are able to articulate the benefits of the products to different levels within Fortune 1000 companies
  • You are eager to hunt for new contacts at different levels within a corporate account using LinkedIn or your own build-up network or other tools provided by Barco
  • You are a high level sales negotiator with outstanding relationship building abilities
  • You are a strong and assured communicator and presenter, who is able to gain personal credibility with client managers
  • You can adopt a disciplined and organized approach in regards to your travel, CRM pipeline management and lead answers
  • You enjoy to work in a team 
  • You can effectively work across organizational and national boundaries.
  • You have a self-assured and outgoing personality with the ability and adaptability to work practically, reliably and flexibly, without the need for on-going support
  • You speak Italian as well as English

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