Channel Account Manager

Your role: 

The Channel Account Manager is responsible to define and manage the route to market for distribution of Projection & Image Processing products in line with Barco's strategy. By developing long term partnerships with distributors, you make sure we have the right distributors on board and enable them to scale and grow the business. The individual works very closely with the Country Distribution Managers, Country Sales Managers, Region Sales Leaders, and Global Sales VP, to leverage and develop key distributor and channel partners relationships. This will require both an active approach in developing the overall business as well as being highly reactive and available in responding to partners’ queries and requests for information. Building and maintaining direct relationships with distribution partners to optimize revenue is crucial. You will engage with distributors and channel partners (at times) including C-suite, partner AMs and sometimes end users to increase Barco’s relevance and wallet-share. You will guide the partners through activities such as demand generation campaigns, enablement initiatives, partner and business development.

Your responsibilities: 

• Determine the global distribution strategy in line with Barco Immersive Experience Business Unit’s priorities (market potential, verticals) 
• Manage the distributor landscape and roll out potential changes based on this strategy in collaboration with the local sales managers and regional sales leaders
• Develop a deep understanding of key distributors' organizational structure, financial structure, contracts
• Work with distribution partners to develop cohesive tactical and strategic sales plans to meet or exceed sales targets
• Forming strategic alliance partnership with other eco-partners in JGTM initiatives
• Deploy an account plan with key distributor accounts to improve collaboration, grow Barco’s mindshare and increase Barco’s share of wallet
• Drive business development activities (trade shows, marketing campaigns, co-op marketing activities) with key distributors in collaboration with field marketing
• Monitor revenue, orders and inventory of key distributors and make sure this is aligned with the regional and distribution sales targets
• Define and execute yearly partner business and marketing plans. Drive Quarterly Business Review Meeting (QBR) and monitor/discuss Partner performance
• Work with senior sales leadership team to evaluate sales channel efficiency on an ongoing basis and make changes where appropriate
• Determine market strategies and goals for each product and service; understanding the strategies, goals and objectives of assigned territories
• Oversee new distributor on boarding as well as ongoing training needs for existing distribution partners
• Maximize Partner pricing policy adherence and manage special price processes (deal registration, RFQ, tenders)
• Support/coach sales team of the Partner, in the development of key opportunities
• Follow up on partner pipeline/funnel and forecast
• Re-assess yearly the Partner’s performance and capabilities and take corrective actions 
• Develop a deep understanding of key distributors' organizational structure, financial structure, contracts for all accounts to be reviewed by management on a half-yearly basis

Qualifications & Experience:

• You have a degree (Business, Marketing, Engineering) or equivalent combination of education and experience
• 10+ years experience in distribution sales, channel management and/or key account management in a related technology or industry
• You are a team player and have experience collaborating with sales teams across different regions
• Strong negotiation skills and strong account management skills 
• Knowledge and good understanding of Projection and/or image processing products is a plus
• Extensive influencing and people skills 
• Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization
• Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward thinking and customer-first attitude
• Strong ability to effectively prioritize workload, develop/lead pipeline and forecasting
• Excellent communication skills including written, verbal and presentation

Our offer: 

• A permanent contract 
• A competitive salary package with fringe benefits 
• An interesting, challenging job with lots of autonomy. 
• The opportunity to work for an international market leader where innovation does matter. 
• Internal training in our Barco University 
• A modern and state of the art working environment