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Location: 

Riyadh, SA

Date:  Jun 13, 2022
Job ID:  4462

Business Development Manager Collaboration

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 deliver Barco Sales plan in Saudi Arabia Market through the relevant End-user channels and in line with Barco Sales Strategy.

 

Main responsibilities:

 

The role will be responsible for growing our Collaboration sales revenues and funnel, by actively targeting large enterprises within key focused vertical sectors as well as supporting the business development in the reseller community. The main responsibility will be designing and implementing a strategic sales plan that expands the company’s customer base and ensures its strong presence within the End-user community.

 

Business development activities:

 

End Customer approach

  • You need to define the best end-user approach for the territory in collaboration with the Channel Manager for KSA.
  • 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 sale closure.
  • 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.
  • 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 account’s 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 MEA Role.
  • You will monitor technology and market factors and provide market intelligence back to sales management/ segment marketing and product management.
  • You will need to support End customers with technical / sales expertise on the Barco corporate range aiding specification of our products or launch of new products in the territory.
  • You will need to proactively deliver product training/updates to identified accounts.
  • You will need to market the company, ensuring that the organization receives positive exposure to enhance the brand image in the region.
  • 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 on a bi-weekly basis. 

 

Teamwork

  • You will need to create strong interlinks with your local team members from Channel/ BDM/ Consultant, plus work with colleagues from across other global territories to maximize sales revenues within your focus account list.
  • You will need to develop strong internal relationships with functional leaders in Belgium HQ to ensure harmonious working relationships

 

Key Criteria

  • We are looking for a junior Business Development Manager with 2 to 5 years of proven sales experience in related industry/technology
  • A University degree (business, marketing, engineering)
  • Speaks Fluent Arabic and English.
  • Spotless integrity and professionalism.
  • Demonstrable track record in solution selling to end customers has an established end customer network within the Corporate & Government accounts in Saudi Arabia.
  • Has a good understanding of IT/UCC/ AV Technologies, preferably within corporate meeting room technologies such as wireless collaboration systems.
  • Should be a self-starter and prepared to hunt for business.
  • Strong commercial interest and understanding of the Enterprise& Government Accounts.
  • 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.
  • High-level sales negotiator with outstanding relationship-building abilities.
  • Able to articulate the benefits of the products to external stakeholders and is fully conversant with professional sales techniques.
  • A strong and assured communicator and presenter, who can 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).
  • Be bottom-line oriented, budget-conscious, and metric/measurement driven.
  • Can adopt a disciplined and organized approach regarding his travel, CRM pipeline management, and lead answers. 
  • Can effectively work across organizational 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 ongoing support.

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