Global Key Account Manager - #45690

Barco is a global technology company offering a broad portfolio of visualization and collaboration solutions across multiple industries. Within our healthcare division, we provide advanced medical imaging solutions for diagnostics, surgery, and digital pathology—combining high‑end display systems with AI‑driven software. This role focuses exclusively on our medical solutions portfolio.

The Global Key Account Manager will drive commercial growth across India, Australia/New Zealand, Southeast Asia, and South Korea. This includes leading and coaching local sales teams, optimizing distributor performance, and executing strategic initiatives for both medical imaging hardware and AI‑based pathology software.

In addition, the position carries global responsibility for selected multinational accounts, ensuring aligned pricing, coordinated product validation programs, and consistent global marketing support.

Key Responsibilities

• Regional Sales Leadership
• Lead, coach, and develop local salespeople (5+ team members across multiple countries).
• Drive disciplined sales execution across imaging displays, diagnostic solutions, OR visualization, and AI pathology software.
• Set clear KPIs, sales plans, and performance expectations.
• Conduct regular market visits to support and upskill local teams.

• Regional Strategy & Market Development
• Develop tailored strategies for growth in imaging and digital pathology across each market.
• Identify opportunities in diagnostic radiology, digital pathology labs, operating rooms, and enterprise imaging environments.
• Analyze market trends, regulatory landscapes, and competitive intelligence.
• Recruit, onboard, and manage distributors and strategic partners.

• Regional Key Account & Channel Management
• Support local teams in strategic deals with hospitals, imaging centers, pathology labs, and enterprise healthcare networks.
• Build strong relationships with key radiology, pathology, and surgical stakeholders.
• Lead commercial negotiations and long‑term contracts.
• Ensure tender readiness and structured pursuit of larger deals.

• Global Account Management
• Own global relationships for selected multinational healthcare groups.
• Build and execute global account plans ensuring aligned execution across all regions.
• Organize and guide product validation programs.
• Maintain international price books, global discount structures, and commercial frameworks.
• Serve as the primary contact for global procurement, clinical leadership, and IT stakeholders.

• Marketing, Clinical & Product Collaboration
• Work with Marketing to create technical presentations, AI‑product content, case studies, and launch materials.
• Ensure consistent product positioning across regions for both hardware and AI software.
• Provide clinical insights to Product and R&D teams.
• Support global campaigns, webinars, and events.

• Revenue, Forecasting & Reporting
• Own revenue, margin, and market share performance for the region.
• Prepare accurate forecasts, pipelines, and strategic business plans.
• Monitor commercial KPIs and implement corrective actions.
• Communicate structured market intelligence.

• Travel & Industry Engagement
• Travel up to 50% (Asia‑Pacific + global customer sites).
• Attend major industry conferences.
• Conduct partner workshops, customer visits, and team coaching sessions.
  

Qualifications & Requirements

• Education & Experience
• Master’s degree in Business, Engineering, Life Sciences, Medical Technology, or related field.
• Minimum 5 years proven track record in Medical Imaging, Digital Pathology, PACS/VNA, or Surgical Imaging.
• Leadership responsibility over teams of 5 or more.
• Experience with hardware + software solutions, ideally with AI components.
• Experience managing multinational or global strategic accounts.

• Skills & Competencies
• Strong leadership and cross‑cultural management.
• Deep understanding of imaging workflows.
• Strong negotiation and communication skills.
• Ability to explain technical and AI‑driven concepts.
• Fluent in English; Asian languages are a plus.

• Other Requirements
• Willingness to travel up to 50%.
• Experience with CRM tools.
• Ability to work across time zones and remote teams.
  

What We Offer

• A high‑impact role in fast‑growing imaging and digital pathology markets.
• A hybrid role with regional and global responsibility.
• Competitive compensation and travel allowance.
• Support from global Sales, Marketing, Clinical, and Product teams.