Key Channel Account Manager Nordics

📁
Sales/Business Development
📅
1900941 Requisition #

 

 

Context
 
Key Account Management is a Barco new initiative aiming at assigning to one Business Partner one single Key Account manager despite the various product lines the Partner could buy from Barco. The key Account manager acts as a SPOC for the Partner and reports to the Key Channel Accounts Director, Western Europe. Those channel key accounts have the particularity to represent a substantial revenue in Barco turnover as well as a specialization across different Barco markets with a clear Go-To-Market.
 
Barco aims at creating a pool of talents who will develop those specific accounts with the aim of increasing our marketshare and mindshare.
 
 
Key Responsibilities
 
  • You manage the accounts’ development and performance through annual business plan set up, quarterly targets & overall business reviews as well as marketing plan execution.
  • You are in charge of quotations and commercial agreement, with the support of your manager.
  • You drive sales growth across all Barco segments within your key accounts, increasing Barco mindshare and marketshare.
  • You oversee the development and implementation of marketing and sales programs to facilitate accelerated growth.
  • You cultivate and maintain strong relationships at every level within the key accounts, building relationships with key personnel and identifying new opportunities for Barco.
  • You support key channel partners with technical / sales expertise on the Barco corporate range, aiding specification of our products or launch of new products.
  • You proactively deliver product training and updates to key channel partners. 
  • You support lead generation via shows, demonstrations, sales floor engagement, etc.
  • You aid closure of partner opportunities through the organization of demonstration equipment, product information, technical support & resources.
  • You are accountable for the achievement of the sales quotas in the designated territory.
  • You provide and achieve meaningful consolidated sell in forecast from key partners on a monthly base as per Barco financial forecasting methodology.
  • You enter opportunities in CRM and are responsible for the funnel review with the key partners and their management.
  • Moreover, you will cultivate and maintain strong relationships with your peers to avoid channel conflicts as well as take guidance from other colleagues specialised in specific sales segments.
  • 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.

 

 

 

 

 

We are looking for a new colleague who
  • Demonstrates a track record of success in working as a Reseller Manager in a technology company, preferably within the audio-visual market or corporate meeting room technologies such as wireless collaboration systems.
  • Has a good understanding of AV & IT technologies, cloud and subscription models.
  • Speaks fluent English as well as the local language
  • Has a proven track record of meeting and exceeding targets.
  • Is a high level sales negotiator with outstanding relationship building abilities.
  • Is able to articulate the benefits of the products to channel partners and is fully conversant with professional sales techniques
  • Is a highly driven individual, possessing initiative and a willingness ‘to go that extra mile’, being goal oriented with a sense of urgency.
  • Is a strong and assured communicator and presenter, who is able to gain personal credibility with client managers.
  • Is financially astute, bottom-line oriented, budget-conscious and metric/measurement driven.
  • Can adopt a disciplined and organised approach in regards to his travel, CRM pipeline management and lead answers. 
  • Can effectively work across organisational 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 on-going support.

 

 

 

 

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