Job Description:

Trimble is recruiting for an Eastern Sales Manager to fill an opportunity in North America.

America's Civil Construction, Loadrite Division

Position Description:

Reporting to the North America Sales Manager, the Sales Manager (SM) is responsible for all sales activity including direct sales (when appropriate) and distributor sales results within a defined territory. The SM will execute and drive the sales plan to ensure activities are in line with and support the overall strategic goals for the division. The SM will:

• Provide sales support and training for the distributor sales team, for all of the products and services in the Division's portfolio as well as TPaaS subscription opportunities.




• Sell direct and/or with the dealer sales teams to acquire new accounts, increase activity from existing accounts, support Key/National account programs, and OEM engagement in order to meet or exceed territory sales targets.




• Support dealer sales team development: participate in the interview process for salespeople, on-board new salespeople, provide product training and infield sales coaching.




• Use, train and promote Trimble's channel development programs/workshops including ADEM sales programs and tools (Educational Presentations, Review Meetings, Field Reference Guides, Demonstration tools), AFIN best practices, Trimble Way, and others as available.




• Work in office and construction site environments as needed to sell and support Trimble products and services to contractors in territory.

Primary Responsibilities:

In conjunction with the North America Sales Manager, the SM will participate in the development, implementation and achievement of assigned sales plans in the territory. The SM will primarily interface with end users, distributor sales management and sales representatives within Trimble and our SITECH/Loadrite dealers. Other job function examples, but are not limited to, what follows:

• On site distributor sales training




• Job site demonstrations directly and/or in conjunction with the application engineers




• Major account interface




• Customer acquisition: Joint sales presentations with focus on Educational Presentations reinforcing the Trimble Way methodology and process.




• Customer retention: Drive the Annual Review Meetings with key accounts in each dealer territory.




• Proper dealer staffing: Assist in the identification, procurement and subsequent training of distribution sales and application personnel.




• Participate in the development and evaluation of the dealer Scorecard and the HR/Product line matrix to guide dealers on the needed positions, territories and areas of expertise required to grow their Trimble business.




• Target key areas for new sales opportunities tracking projects and key customer segments using Data Analytics / Tracking services and all other means as available.




• Assist in the development of and participation in, specific technical communications and training requirements such as Trimble Dimensions, Boot Camps, Construction News, and others.




• Ensure new product release involvement by all dealers including local strategy, training and proper inventory.




• Provide input on competitive products and activities primarily to the CEC Business Area.




• Assist in the identification and development of new distribution




• Demonstrate a professional company image at all times

Characteristics / Skills:

• Requires a strong proven technical sales ability in conceptual sales




• Business, sales and domain knowledge in survey, civil engineering and / or construction




• Strong listening skills, understanding by listening to customer problems




• Strong written and verbal communication skills




• Self-starter; strong sense of urgency; strong time management skills




• Knowledge of markets and industries, customer and market segmentation




• Proficient knowledge of products and applications




• Demonstrated technical capability; able to conduct product/service demonstrations




• Strong relationship building skills



• 
  

  Ability to:

  
  
  
  

  • prioritize, act decisively, and focus on business priorities while minimizing distractions

  
  

  • find creative solutions to resolve complex, difficult problems

  
  

  • focus on both long-term objectives and short to medium term execution

  
  

  • prioritize and organize effectively

  
  

  • use personal computer and software applications (for example, Google platform, MS Excel, word, etc.) for analysis, reporting and tracking

  
  

  • work independently and collaboratively; manage multiple projects at one time

  
  
  
  



• Solid understanding of small business drivers and dynamics, and the challenges of fast growth




• Solid understanding of the advanced technology distribution business




• Adequate understanding of technology products and their value to the customer




• Strong analytical skills relating to negotiations, market opportunities, competition, service and support performance




• Able and willing to travel +/- 50% to work in territory and other meetings as required

Education / Experience:

• BS degree in Construction, technical engineering, or business-related field




• Experience in channel development and management




• 5+ Solutions and/or Technology Sales experience




• 3+ years sales and marketing experience on a national or regional level




• Successful consultative selling of value-added and technical solutions




• Demonstrated success in growing sales revenue and client base in a region or market segment




• CRM experience




• Be flexible, able to work under pressure with minimal supervision and meet deadlines




• Work ethically and within company guidelines




• Lifting of demonstration equipment up to 50 pounds

We are Trimble! We create solutions to design, build, and maintain roads and buildings. We create solutions to survey land and subdivide areas into cities. We create solutions to improve crop yield in farms to feed and fuel cities. We create solutions to track vehicles that transport goods from point A to B to support the economy and feed cities. We have solutions that meet the needs of the ecosystem. This is the universe we live in and this is what we do. We are a global company transforming the way the world works wherever it needs to be done.

Trimble Navigation Limited 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

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