Business Development Manager

Barco · Karlsruhe

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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

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