Location:
Karlsruhe, DE Location: Germany (home-office based, with travel across DACH, Benelux and wider Europe)
Languages: German (native or fluent) and English (fluent)
Type: Full-time, permanent
To support the growth of Barco's Control Rooms business unit, we are looking for a Business Development Manager to help build the market for a manufacturing intelligence platform. The platform provides manufacturers with real-time visibility into shop-floor operations, enabling them to improve performance and maximize existing resources.
This is an entrepreneurial opportunity for a sales professional who understands the manufacturing sales cycle from end to end, from identifying operational challenges and building a business case to navigating procurement processes and closing deals. You will play a key role in shaping the market, driving business growth, and bringing customer insights back into the organization.
Key Responsibilities
- Build and manage the sales pipeline across DACH and Benelux, with a strong focus on Germany, while pursuing opportunities in other European markets as they arise.
- Identify and win new customers in the manufacturing sector, developing accounts from initial contact through to contract closure.
- Establish and develop the regional route-to-market strategy, including direct and partner channels, and build the partner ecosystem required to scale the business.
- Manage the full sales cycle in the CRM, including quote creation, proposal development, commercial negotiations, forecasting, market intelligence, competitive analysis, and funnel management.
- Support customers throughout the buying journey with commercial and technical guidance, ensuring their needs are translated into the right solution and offer.
- Generate new business opportunities through proactive prospecting, industry networks, and events.
- Collaborate closely with product management and technical experts while managing multiple opportunities in an international environment.
- Represent the company at trade shows and industry events and participate in product and market training activities.
- Support the positioning and launch of new product capabilities with target accounts.
- Lead on-site demonstrations and proof-of-value engagements with key prospects and drive opportunities to successful closure.
- Analyze customer needs and communicate a clear, tailored value proposition.
- Identify potential deal blockers early and work with the product team to resolve them.
- Maintain accurate CRM records and report on customer visits, pipeline progress, and funnel activity.
- Monitor manufacturing technology developments and market trends and share insights with the wider team.
Your Profile
- Strong manufacturing domain knowledge with a solid understanding of industrial production environments and manufacturing buying processes. Experience in discrete manufacturing or working with machine builders is considered an advantage.
- Proven track record of managing a full B2B sales cycle within manufacturing, industrial software, or automation environments, from qualification through to closing.
- Entrepreneurial approach with a strong motivation to develop new business and open new markets.
- Interest in new technologies and the ability to identify how AI and emerging capabilities can create customer value.
- Excellent communication, presentation, and stakeholder management skills, with the ability to collaborate effectively across product, engineering, and marketing teams.
- Strong commercial and negotiation skills, combined with a proven ability to build lasting business relationships and achieve measurable results.
- Fluent German and English are required. Additional European languages such as Dutch or French are a plus.
- Bachelor's or Master's degree in business, marketing, engineering, or a related field, or an equivalent combination of education and experience.
- An established network within European discrete manufacturing sectors (metalworking, CNC machining, machine building) is an advantage.
- Experience selling SaaS or subscription-based industrial solutions is considered a plus.
What we offer
- Competitive pay and benefits
- Meaningful work with ownership, autonomy, and impact
- The opportunity to work in a global tech environment with diverse teams
- Continuous learning and growth through training, mentoring programs, and on-the-job development
- An inspiring workplace designed for collaboration
️ We are committed to conducting our business activities with the highest standards of integrity, responsibility and compliance across all aspects of our operations. This includes adherence to applicable laws, regulations and internal policies related to ethical conduct, quality standards, cyber security, sustainability, data protection & confidentiality and safety.
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.
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