Sales Leader

We are seeking an experienced and strategic-minded individual to join our team as the Barco Distribution and Channel Manager Lead for the Japanese market. This position requires in-depth knowledge of Barco’s Collaboration technology and its application in enabling business goals. As the lead for Japan, you will be responsible for driving sales growth, managing distribution channels, engaging with end-users, and executing effective marketing strategies to maximize business opportunities and achieve overall collaboration business objectives.

Key Responsibilities:

Distribution and Channel Management:

• Define Market strategy to onboard new distributor and channel partners maximizing joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Develop and execute comprehensive distribution and channel management strategies to optimize market coverage and maximize sales potential.
• Prepare and manage sales forecasts and reports in alignment with business objectives.
• Develop, manage, and present quarterly business reviews with key partners to share performance metrics, identify new business opportunities, and develop, and implement go-forward plans.
• Identify and evaluate potential distribution partners and channel networks, ensuring alignment with Barco's business objectives and values.
• Provide support, training, and guidance to distribution partners and channel networks to enable them to effectively market and sell Barco products.
• Manage partner development MDF funds and create effective quarterly marketing campaigns, events, and programs with partner sales and marketing teams.

Strategic Sales and Business Management:

• Develop and implement a strategic sales plan to achieve business goals and revenue targets for Barco technology products and solutions in the region.
• Monitor sales activities, pipeline, and performance metrics, providing regular reports to senior management on progress and achievements.
• Lead and manage a high-performing sales team, setting clear sales targets, objectives, and performance expectations.
• Provide guidance, coaching, and mentoring to the sales team to foster their professional development and drive their success.
• Collaborate with marketing and product teams to align sales strategies with marketing campaigns, product launches, and promotional activities.
• Collaborate with channel marketing functions to plan and execute product promotion, channel programs, partner engagement and training, lead, and revenue generation activities.
• Analyze market trends, customer insights, and competitive intelligence to refine marketing strategies and ensure alignment with customer needs and preferences.
• Stay abreast of industry trends, market dynamics, and competitor activities to identify opportunities and recommend adjustments to sales strategies.
• Foster a culture of continuous learning and improvement within the sales team, providing training, tools, and resources to enhance their effectiveness and performance.
• Regularly review sales processes, identify areas for optimization, and implement best practices to drive operational efficiency.

End-User Management:

• Hunt new end customers and/or new contacts at different levels of the targeted account. 
• Develop and execute BDM sales plans, including territory mapping, account management strategies, and sales forecasting.
• Monitor sales activities, pipeline, and performance metrics, providing regular reports to senior management on progress and achievements.
• Act as a trusted advisor to end-users, providing insights on how Barco technology can enable their business goals and enhance collaboration experiences.

Key Criteria

• A University degree (business, marketing, engineering) minimum of 7-10 years of proven sales experience in a related industry/ technology.
• Strong presentation and communication skills, with fluency in English and Japanese.
• Proven experience in sales, distribution, channel management, and marketing, preferably within the audio-visual market or corporate meeting room technologies such as wireless collaboration systems
• Strong strategic thinking and ability to execute identified business opportunities with a customer-centric approach.
• Excellent relationship-building and negotiation skills, with the ability to collaborate effectively with internal and external stakeholders.
• Analytical mindset with the ability to gather and analyze market data, identify trends, and make data-driven decisions.
• 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.
• A strong and assured communicator and presenter, who can gain personal credibility with client managers.
• Be bottom-line-oriented, budget-conscious, and metric/measurement driven.
• Willingness to travel frequently within the region as required.

Joining our team as the Barco Sales Leader for Japan presents an exciting opportunity to strategically drive the growth and success of Barco's collaboration business in a dynamic market. If you have a passion for technology, a customer-centric approach, and a proven track record in sales, distribution, channel management, and marketing, we encourage you to apply.