Barco utilizes a business-to-business (B2B) sales process to take highly technical products to market through and with our business partners. A Barco Channel Account Manager (CAM) 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 from business with assigned target accounts
2. Prospect to build a healthy funnel and close deals with a high degree of autonomy
3. Proficient demonstration of value selling skills inclusive of technology, clinical, and workflow advantages within the market segment
4. Manage local Channel and resellers to successful sales growth
5. Establish & manage new resellers in territory, as needed, to gain additional account traction and coverage of all end users
6. Complete assigned tasks and continuously track activity and opportunities in a customer relationship management (CRM) platform from discovery to close
7. Initiate and drive net-new business growth through lead follow-up and relationship selling
8. Inspire positive customer experiences, outcomes, and product adoption
9. Fulfill Barco value proposition
10. Engage and establish relationships within the medical imaging community
11. Strategically manage time, travel, expenses, and company resources
Key Responsibilities:
12. Ensure positive awareness and exposure to enhance brand recognition in the region for Barco Diagnostic Imaging
13. Present to end-user accounts across hospital systems, imaging centers, digital pathology labs, and other medical imaging-related facilities
14. Effectively communicate the company’s value proposition with physicians, high-level key decision-makers, and others in various functions within the healthcare environment
15. Perform product demonstrations detailing product features, benefits, and attributes to highlight product differentiation based on clinical, operational, and financial factors
16. Cultivate new customer relationships and maintain a strong focus on customer success through the effective use of sales and pre-sales technical resources
17. Productive prospecting, evaluating opportunities, presenting solutions, strong negotiation skills, cold calling, product selection, and supporting the customer's purchase
18. Attend and engage in events within the region when assigned by leadership
19. Build the funnel while networking within the community
20. Build regional strategy, alignment, and execution across value-added partners
21. High sense of urgency with the follow-up on leads and new opportunities
22. Regional account action plan collaboration, cadence, and execution
23. Report market intelligence and competitive analysis on an ongoing basis
We are looking for a candidate who has:
24. A minimum holding of a bachelor’s degree (business, marketing, engineering, medical, or related focus)
25. Healthcare and/or capital equipment sales experience is a plus
26. Minimum 3 years of sales experience in an industry that requires complex sales
27. Experience interacting with physicians and business executives as part of a complex sales process
28. Proven business acumen, presentation building and delivery skills, and technical knowledge
29. Strong working knowledge of Microsoft Office applications, including Excel, PowerPoint, and Word
30. Good English and Korean communication skills
31. Successful, documented sales track record of achievement as a top performer
32. Able to travel up to 50% to assigned target accounts
33. Completion of professional sales training courses strongly desired, e.g., Miller Heiman, Spin Selling, etc.
34. Familiarity with CRM systems is required
35. A dynamic, entrepreneurial, enthusiastic, hard-working, tech-savvy, self-motivated individual with a strong interest and ability to perform with a high degree of autonomy
D&I Statement
At Barco, innovation drives everything we do. We believe that diversity fuels creativity, bringing us closer to our colleagues and customers. Inclusion and equity aren't just values—they're core capabilities that propel us toward our shared goals and mission.