Strategic Account Manager at Trimble Inc. in Newark, New Jersey

Posted in Management 18 days ago.

Job Description:

Title: Strategic Account Manager
Location: Remote MN, Remote OH, Remote NJ or Remote MA

Department: Trimble Transportation

Reports to: VP, Sales

Trimble Transportation
Trimble Transportation is in business for optimizing the movement of freight by providing shippers and carriers both mobility and enterprise software tools they need to run their businesses more efficiently. As the leading provider of Transportation Management Software (TMS), Asset Maintenance Software (AMS), and Fleet Management Software (FMS) we are devoted to propelling companies in the trucking industry toward increased efficiency, lower costs and optimize operations.

The Strategic Account Manager will create, develop and execute sales strategies for Trimble Transportation's largest and most strategic assigned account(s), as well as generate accurate and realistic sales forecasts. The Strategic Account Manager will deliver consistent revenue performance and growth (white space) while providing direction to and coordinating efforts of appropriate partners, solution account sales and delivery team members.

Primary responsibilities typically include expanding and developing an account and providing customer service, rather than acquiring new accounts. The Strategic Accounts Manager will be responsible for strategic direction, resource execution, client relationships and revenue for assigned Strategic Account(s). Accounts are key, highly strategic, and have complex requirements.

Position Overview

25% Strategic Account / Customer Lifecycle Planning

  • Developing Strategic Account Plan for Strategic Account(s)

  • Developing Joint Business Plan (JBP) with Strategic Account(s)

  • Resource planning

  • Internal / customer facing project / account review

20% Senior Relationship Management Development / Executive Business Impact Reporting

  • Relationship Management planning

  • Conduct Executive Impact reporting sessions

  • Aligns appropriate Trimble executives with Strategic Account counterparts

25% Resource Coordination

  • Coordinating opportunity management engagements with direct and halo solutions and resources

  • Ensuring projects stay on plan, sequences of events met, milestone and project completion on time / within budget

  • Sales Coaching / Managing resources outside of span of control

  • Ensuring engagements compliment customer competing priorities

30% Strategic Account Plan / Joint Business Plan Execution

  • Managing execution against Account and Opportunity Management objectives

  • Leading and holding Strategic Account accountable to Joint Business Plan

  • Managing direct / halo resources to ensure delivery is on time and above expectations

Required Skills:

  • Bachelor's or advanced degree in business

  • Minimum of 10 years of b2b complex sales experience, including at least 5 years in major account sales

  • Strong opportunity development and follow-up skills, ability to close the sale, and strong negotiation and relationship management abilities

  • Experience in gaining results through others, including those outside span of control

  • Proven track-record of successfully collaborating in a cross-functional, matrixed organization to build organizational alignment and engagement

  • Excellent communication and presentation skills, with the ability to interact with senior decision-makers at both the customer and internal management.

  • Strong interpersonal skills to develop and cultivate good working relationships with people in different functions, locations and business divisions

Skills Matrix:

  • Sales Skills

  • Complete Account Focus & Orientation

  • Goal & Achievement Orientation

  • Executive Relationship Development

  • Strategic Account Plan Execution

  • Objection Handling

  • Pricing Methods

  • Negotiation Skills

  • Business & Financial Acumen

  • Sales Coaching

  • Cross Functional Leadership

  • Communication Skills (Oral & Written)

  • Organization/ Planning

  • Adaptability

Our Company
Trimble is transforming the way the world works by delivering products and services that connect the physical and digital worlds. Core technologies in positioning, modeling, connectivity and data analytics enable customers to improve productivity, quality, safety, and sustainability. From purpose-built products to enterprise lifecycle solutions, Trimble software, hardware, and services are transforming a broad range of industries such as agriculture, construction, geospatial and transportation, and logistics. For more information about Trimble (NASDAQ: TRMB), visit

Trimble Inc. is proud to be an Equal Opportunity and Affirmative Action Employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, status as a covered veteran in accordance with applicable federal, state and local laws, or any other protected factor. EOE/M/F/V/D