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Location: 

Amsterdam, BE Kortrijk, BE

Date: 
Job ID:  77

Key Accounts Director Healthcare

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 3,600 employees, located all around the globe, we realized sales of 1,082.6 million euro in 2019. 

Function
 
The Key Accounts Director is part of the EMEA Healthcare Sales team with a strong link to the Healthcare segment team of Modality and Custom Solutions, which oversees all Accounts and Programs in the segment of Modality and Custom Solutions.
 
In general, the key areas of responsibility of the Key Accounts Director are twofold: 
 

  • Managing the team of Key Account- & Business Development Managers 
  • Integral responsibility for Barco’s largest healthcare Key Account by; Key Account Management (managing the Account), Program Management (managing the projects) and Business Development (finding new business within this account).

 
 
Key Responsibilities
 
Managing the team of Key Account- & Business Development Managers:
 
As part of the Sales EMEA Healthcare management team:
 

  • You manage and coach the team of Key Account Managers & Business development Managers;
  • You drive towards professional account planning and account management;
  • You lead the team to profitable growth and enlarging the business scope in existing accounts by business developing into new business collaborations;
  • You find and develop new large Key Accounts;
  • You are responsible for meeting the Modality & Custom Solutions topline targets including forecasting, strategic & budgetary planning;

 
Key Account Management activities:
 

  • You oversee your Key Account, map the key individuals in the Account and develop and maintain critical relationships with the key influencers within the account in the fields of Sales and Marketing, Operations, Procurement, Product Management, R&D;
  • You build a strong understanding of the Account’s business and processes through a deep integration on-site at the Account’s facilities;
  • You take on a managerial role, being responsible for driving the delivery of growth objectives in orders and revenue with the Key Account;
  • You consolidate the regional views into the global Account overview;
  • You own the contracts between the customer and Barco. You are the face of Barco in the discussions with the customer and organize Barco internal alignment with all stakeholders to sign and maintain these contracts (Development Agreement, Supply Agreement, Statement of Work, Tooling Agreement, ...);
  • You monitor and to report the Account’s sales and service performance on a monthly basis;
  • You monitor and report Barco’s competitors’ activities within the Account, for the purpose of formulating informed strategies that will increase Barco’s business year over year;
  • You manage and report to all relevant stakeholders Barco’s performance as a supplier to the Account (Supplier Scorecard Process), and participate in the Account’s Supplier Management Process.

 

Business Development: 
 

  • You scout for, identify, validate and develop new business opportunities for Barco within the Key Account. You work with the Barco regional Sales Team to maximize Barco’s potential business with the account;
  • You create opportunities for new business by ‘selling’ Barco’s capabilities and identifying synergies with customer’s needs.

 
Program Management: 
 

  • You act as the Product Manager within Barco for the customized products for the account. You own and manage the requirements for the customized product and act as the Barco interface for the product definition. You act as Product Manager in the Barco NPI(“new product introduction”)-process for the customized products. You organize regular Project or Program meetings with the customer to communicate status, progress and planning of ongoing projects, in alignment with the Barco NPI team; 
  • You organize the Business Case Review and to manage the NPP or NPV for the Program. To keep track of Product cost, cost evolution and program profitability;
  • You propose product pricing and lead the commercial negotiations with the customer.
  • You set up the process between the customer and Barco, and to organize the internal Barco processes for:
    • demand forecasting, 
    • the logistics of finished goods from Barco to the customer
    • quality management 
    • the warranty and repair process,
    • invoicing,

 

in alignment with the functional leads for these processes. 

 

  • You manage the life cycle of the Product: organizing the execution of engineering changes in alignment with R&D, managing the end-of-life of components and organizing last-time-buy or introduction of a replacement product when needed. You propose and manage the validation of the changes, on Barco-side and on Customer-side.

 

 

We are looking for a new colleague who

 

 

  • Has a Master’s degree in engineering, marketing, business management or any other related field. The equivalent of this in working experience is also acceptable for this position;
  • Demonstrates 5 to 10 years of professional experience in Sales, Product Management, Key Account management or Program Management in the Healthcare industry;
  • Has proven and successful experience people management and project management;
  • Experience in the medical device or medical OEM manufacturing area is a plus;
  • Has excellent communication skills, both written and verbal: being able to communicate clearly and concisely to the customer and within Barco about issues in a comprehensive manner. 
  • Is capable of presenting proposals and reports on various topics in a clear, simple, and convincing manner that resonates with the audience.
  • Is a customer- and results-oriented individual, with a positive can-do attitude who gets energized from collaborating effectively in a cross-functional matrix organization; 
  • Is passionate about working on multiple projects which will include effective prioritization and the timely completion of deadlines;
  • Is approachable and charismatic with an ability to form long-term internal and external relationships, guaranteeing their retention;
  • Will be based in The Netherlands with the possibility of a Home Office contract;
  • Is flexible to travel up to 35% within Europe and frequently to the Belgian headquarters in Kortrijk.