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Location: 

Karlsruhe, DE

Date:  Sep 11, 2021
Job ID:  2544

Territory Manager Switzerland and Austria

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). With a team of over 3,300 employees, located all around the globe, we realized sales of 770.01 million euro in 2020. 

The mission of the Territory Sales Manager is to deliver Barco Sales plan in Switzerland & Austria through the relevant channels and in line with Barco Sales Strategy.

 

The role directly reports to the Sales Director Collaboration DACH. The position is homeoffice based preferably south of Germany, alternatively in Switzerland.

 

Main responsibilities:

 

The Territory Sales Manager is accountable for all product sales going through accredited resellers, primarily in the Enterprise product lines - including ClickShare for example. The role will be responsible for growing ClickShare sales revenues and funnel, by actively targeting large enterprise within key focused vertical sectors as well as supporting the business development in the reseller community. 

 

 

Business development activities

 

Channel Approach

  • Develop with the support of our distribution partners the Channel landscape in line with the Partner program. Review on a continuous base the Channel landscape and suggest adjustments to management whenever necessary.
  • Manage the reseller accounts performance through annual business plan set up, quarterly targets & overall business reviews as well as marketing plan execution.
  • Ensure that all Channel sales staff are properly trained, managed and rewarded to maximise performance and end Customer satisfaction
  • Oversee the execution of marketing and sales programs to facilitate accelerated growth and profitability.
  • Support Channel Partners & end customers with technical / sales expertise on the Barco corporate range aiding specification of our products or launch of new products in the territory
  • Proactively deliver product training / updates to identified accounts
  • Support lead generation via Shows/ Demonstrations/ sales floor engagement etc
  • Aid closure of partner opportunities through the organization of demonstration equipment, product information, technical support & resources.
  • Cultivate and maintain strong relationships with Channel Partners and named end user accounts selected distribution partners to maximise Barco reach and presence on this IT market.
  • Market the company, ensuring that the organisation receives positive exposure to enhance the brand image in the region.
     

End Customer approach

  • You need to define the best end user approach for the territory in collaboration with the Regional Sales Director for DACH
  • You are required to identify new opportunities for Barco within your account list, transferring these opportunities internally to the relevant Barco specialist, if outside of your product remit.
  • The role will encompass New business development, through pro-actively targeting prospect accounts and presenting Barco’s technology, securing proof of concept, engaging in technical discussions to bring opportunities to a sale closure.
  • You will also be provided with a list of existing managed accounts, with KPI’s on developing Barco’s share of wallet within these accounts and across the accounts subsidiaries.
  • You will need to follow up on Collaboration/ Workplace end user leads generated by Barco campaigns
  • You will need to maximize existing deployments across all local affiliates of an existing end customer and enable extensions in other affiliates as part of your European role.
  • You monitor technology and market factors and provide market intelligence back to sales management/ segment marketing and product management
  • You will need to identify showstoppers to potential opportunities and report back to your Regional Sales Director and Service Management team for additional support.
  • You will be required to provide weekly reporting on your activities and manage your funnel through the Barco CRM system. Feedback on your funnel for forecasting purposes will be required to local Channel Account Manager & Regional Sales Director on a bi-weekly basis. 

 

Team work

  • Develop strong relationships with the Barco Sales Team in the DACH region as well as in Europe. 
  • Initiate and develop harmonious relations with HQ functions to ensure dialogue and increase adoption of mutually advantageous sales and marketing methodology.
     

We are looking for a colleague who

 

  • Has a demonstrable track record of success in working with the Channel & end customers in a technology company within the audio-visual market or Corporate meeting room technologies such as wireless collaboration systems.
  • Has a good understanding of IT & AV technologies, UC, cloud business, Subscription models..
  • Speak Fluent English, German. French is a plus.
  • Has a proven track record of meeting and exceeding targets. A highly driven individual, possessing initiative and a willingness ‘to go that extra mile’, Incumbent is goal oriented with a sense of urgency.
  • Is a high level sales negotiator with outstanding relationship building abilities.
  • Is able to articulate the benefits of the products to external stakeholders and is fully conversant with professional sales techniques.
  • Is a strong and assured communicator and presenter, who is able to gain personal credibility with client managers. Able to interact with multiple stakeholders within the account (Procurement/ Project Management/ Facility Management/ IT + AV Managers/ Prescriber’s and C level).
  • Is bottom-line oriented, budget-conscious and metric/measurement driven.
  • Can adopt a disciplined and organised approach regarding his travel, CRM pipeline management and lead answers. 
  • Can effectively work across organisational and national boundaries. 
  • Possesses a self-assured and outgoing personality with the ability and adaptability to work practically, reliably, and flexibly, without the need for on-going support.