Purpose of the job

The Partner Program Manager (PPM) serves as the primary point of contact and strategic liaison between Barco/Healthcare and its key Medtech partners. The role is to ensure the seamless execution of programs, foster long-term relationships, and drive mutual success by delivering value-based outcomes. The PPM is responsible for coordinating cross-functional teams, aligning business objectives, and enabling new product introductions while maintaining operational excellence and partner satisfaction.

Main accountabilities

• Single Point of Contact (SPOC):
• Serve as the primary contact for customers, building trust and ensuring their satisfaction.
• Program Management:
• Successfully deliver strategic, long-term programs, including lifecycle and NPI (New Product Introduction) tasks.
• Stakeholder Collaboration:
• Collaborate with internal and external cross-functional teams and leaders to ensure alignment and success.
• Proactive Support:
• Anticipate customer needs and coordinate with internal teams and leaders to provide timely support.
• Forecasting and Logistics:
• Oversee forecasting and logistics to ensure business predictability.
• Identify Upsell and Cross-Sell Opportunities:
• Identify and promote additional opportunities for customer growth.
• Quarterly Reviews:
• Lead quarterly reviews on performance, roadmaps, technology and innovation, and business strategies.
• Project Value Management:
• Manage the project’s value (Net Present Value) and ensure alignment with key stakeholders.
• Pricing and Discounts:
• Manage price book and discounts across regions and projects for an account.

Required competencies

Education:

• Master degree or equivalent by experience

Experience:

• Business process knowledge, from functional expertise or general
• Minimum 7 years of working experience in sales, account management, project management
• Experience in the relevant business area is a plus

People management:

• Excellent communication skills including written, verbal and presentation

• Extensive influencing and people skills
• Engage and inspire
• Nurture a culture of trust
• Ensures execution
• Drive for results

Thoughts management:

• Analytical skills
• Make sound judgement
• Learn and adapt
• Display a global perspective
• Lead courageously

Key Skills for a Partner Program Manager

• Relationship Management
  • Skill: Ability to build and maintain strong relationships with key partners.
• Communication
  • Skill: Clear and effective communication (verbal, written, and presentation).
• Project Management
  • Skill: Planning, coordinating, and managing timelines, deliverables, and milestones.
• Strategic Thinking
  • Skill: Ability to align partner strategies with company goals and foresee opportunities for mutual growth.
• Technical Acumen
  • Skill: Understanding of the Medtech product portfolio and how to integrate our products into the partner’s solutions.
• Financial Savvy
  • Skill: Basic understanding of financial metrics (e.g., ROI, revenue impact, cost of ownership).
• Conflict Resolution
  • Skill: Ability to mediate and resolve conflicts diplomatically.
• Cultural Awareness
  • Skill: Sensitivity to cultural nuances and different business practices.
• Analytical Skills
  • Skill: Ability to interpret data (e.g., partner performance, market trends) and derive actionable insights.
• Leadership and Influence
  • Skill: Ability to lead cross-functional teams and influence stakeholders without direct authority.

Types of Contacts for a Partner Program Manager

External Contacts:

• Partner Executives:

• • Examples: C-suite, VPs, and Directors from large Medtech companies.
  • Interaction: Aligning on strategic goals and partnership roadmaps.

• Partner Program Managers:

• • Examples: Partner counterparts managing joint projects.
  • Interaction: Day-to-day operational collaboration and program updates.

• Partner Technical Teams:

• • Examples: R&D engineers, regulatory teams, quality assurance.
  • Interaction: Addressing technical details, regulatory issues, or problem-solving.

• Procurement Teams:

• • Examples: Buyers or supply chain contacts at the partner’s side.
  • Interaction: Negotiating contracts, pricing, and supply agreements.

Internal Contacts:

• R&D and Engineering Teams:
  • Purpose: Collaborating on product development, customization, or resolving technical issues.
• Sales and Business Development Teams:
  • Purpose: Aligning on new opportunities.
• Operations and Supply Chain:
  • Purpose: Coordinating logistics, delivery timelines, and manufacturing.
• Regulatory and Quality Teams:
  • Purpose: Ensuring compliance with Medtech industry standards and certifications.
• Executive Leadership:
  • Purpose: Reporting on partnership performance, risks, and opportunities.

The clients for a Partner Program Manager (PPM) in the B2B Medtech business

Large Medical Technology Companies
Global and local Medtech companies that rely on Barco’s visualization solutions as part of their surgical, robotics, ultrasound, endoscopy or interventional systems. These partners often integrate Barco’s solutions into their end-to-end offerings, requiring close collaboration to meet technical and commercial expectations.

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