Business Development Manager (Digital Pathology)

Overview

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 Digital Pathology 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 Digital Pathology solutions.

Position Overview

• Achieve sales targets from business with assigned target accounts
• Prospect to build a healthy funnel and close deals with a high degree of autonomy
• Proficient demonstration of skills inclusive of technology, clinical, and workflow advantages within the market segment
• Complete assigned tasks and continuously track activity and opportunities in a customer relationship management (CRM) platform from discovery to close
• Initiate and drive net-new business growth through lead follow-up and relationship selling
• Inspire positive customer experiences, outcomes, and product adoption
• Fulfill Barco value proposition
• Engage and establish relationships within the medical imaging community
• Strategically manage time, travel, expenses, and company resources
• Position is remote, preferably East Coast or Central
  
  
  

Key Responsibilities

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

We Are Looking For a Candidate Who Has

• A minimum holding of a bachelor’s degree (business, marketing, engineering, medical, or related focus)
• Digital Pathology and/or capital equipment sales experience preferred
• Minimum 5 years of sales experience in an industry that requires complex sales
• Experience interacting with Pathologists and business executives as part of a complex sales process
• Proven business acumen, presentation building and delivery skills, and technical knowledge
• Strong working knowledge of Microsoft Office applications, including Excel, PowerPoint, and Word
• Excellent presentation skills
• Successful, documented sales track record of achievement as a top performer
• Completion of professional sales training courses strongly desired, e.g., Miller Heiman, Spin Selling, etc.
• Familiarity with CRM systems is required
• 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
• Able to travel up to 50% to assigned target accounts
• Good technical acumen, with the ability to quickly learn and effectively use new tools and platforms.