Sales Team Manager

Sales Team Manager

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.

 

 

Team Management

• Lead, coach, and mentor a team of sales representatives.
• Conduct regular performance reviews and provide constructive feedback.
• Identify training needs and facilitate skill development programs.
• Set clear sales targets and KPIs for the team.
• Track and analyze sales metrics to ensure targets are met.

 

 

 

We are looking for

• A University degree (business, marketing, engineering) minimum of 15-20 years of proven sales experience in a related industry/ technology.
• Strong presentation and communication skills, with fluency in English.
• 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.

 

Experience Level

Senior Level