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Nanterre, FR

Date:  Oct 15, 2021
Job ID:  3574

Business Development Manager Collaboration France

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 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. The candidate should be located in or near Paris, France. 


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 the F1000 Target list, 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 contribute to the best end user approach definition for the territory in collaboration with 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 to a list of prospect accounts with whom you proactively establish contact, secure Proof of Concepts and demo opportunities with the aim of developing the funnel in those accounts;
  • You will also be assigned to a list of F1000 existing Barco accounts that you 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 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 maintain constant partnership with his Channel colleagues in order to secure the Consultant and the Channel support;
  • You monitor technology and market factors and provide market intelligence to Sales Management, Segment marketing and product management;
  • You identify showstoppers to potential opportunities and report back to our Service Segment manager & Sales Director for additional support; 
  • You report on weekly visits to the regional sales director and manage funnel as per company CRM guidelines.

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 demonstrate at least 5 years of proven sales experience in related industry / technology 
  • You have a good understanding of IT, UCC & AV technologies
  • You are passionate about Solution and Value selling; selling to the Customers’ needs
  • You ideally have a great end user network in the targeted country at 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 an enthusiastic and self-assured communicator and presenter, who is able to gain personal credibility with client managers
  • You can adopt an organized approach in regards to your travel, CRM pipeline management and lead answers
  • You enjoy to work in a team and you feel at home in a matrix organisation, working effectively 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 French as well as English