Territory Sales Manager

Function

Barco utilizes a business-to-business (B2B) sales process to take highly technical products to market through and with our business partners. A Barco Business Development Manager (BDM) for the Diagnostic Imaging business segment must effectively communicate with End Users, Key Opinion Leaders, and Partners to generate demand and ensure that the company’s clinical, operational, and financial solution advantages are clearly understood. Barco provides "best in class" medical solutions designed for primary imaging applications.

Position Overview

1. Achieve sales targets with assigned end user target accounts (minimum 2m / year)
2. Prospect to build a healthy funnel and close deals with a high degree of autonomy
3. Proficient demonstration skills inclusive of technology, clinical, and workflow advantages – presentation of demo equipment and powerpoint to hospital C-suite, Imaging center personnel, and Radiology and Pathology physicians a must.
4. Complete assigned tasks and continuously track activity and opportunities in a customer relationship management (CRM) platform from discovery of lead to close of opportunity
5. Initiate and drive net-new customer accounts/business growth through lead follow-up and relationship selling
6. Inspire positive customer experiences, outcomes, product adoption, and high service responsiveness across the teams
7. Present Barco value proposition – in clear – concise – scalable manner
8. Engage and establish relationships within the medical imaging community – leading to leads and opportunities in end users
9. Strategically manage time, travel, expenses, and company resources

Key Responsibilities

1. Ensure positive awareness and exposure to enhance brand recognition in the region for Barco Diagnostic Imaging
2. Present to end-user accounts across hospital systems, imaging centers, digital pathology labs, and other medical imaging-related facilities
3. Effectively communicate the company’s value proposition with physicians, high-level key decision-makers, and others in various functions within the healthcare environment
4. Perform product demonstrations detailing product features, benefits, and attributes to highlight product differentiation based on clinical, operational, and financial factors
5. Cultivate new customer relationships and maintain a strong focus on customer success through the effective use of sales and pre-sales technical resources
6. Productive prospecting, evaluating opportunities, presenting solutions, strong negotiation skills, cold calling, product selection, and supporting the customer's purchase
7. Attend and engage in events within the region when assigned by leadership
8. Build the funnel while networking within the community
9. Build regional strategy, alignment, and execution across value-added partners
10. High sense of urgency with the follow-up on leads and new opportunities
11. Regional account action plan collaboration, cadence, and execution
12. Report market intelligence and competitive analysis on an ongoing basis

Education

1. Bachelor or Master degree (business, marketing, engineering) or equivalent combination of education and experience.

Experience

1. 3-5 years of proven sales experience in related industry Technology.

People Management

1. Strong and assured communicating and presenting skills.
2. Collaboration skills as there is a clear interaction needed between the different team roles eg. BDM-KAM-Partner manager.

Result Management

Hunting Skills.
High level sales negotiation relationship building abilities.
Be bottom line oriented, budget-conscious and metric/measurement driven.