Channel Sales Representative

Job Title: Channel Performance Manager

• Division: Trimble Field Solutions

• Location: US Remote

Got the vision to execute sales plans and deliver divisional growth?

Reporting to the District Manager, the Channel Performance Manager (CPM) is responsible for all solution sales activities, including direct and distributor sales results within a defined territory. You will execute and drive the sales plan to ensure activities align with and support the overall strategic goals of the division.

You will provide sales support and coaching for the distributor sales team across the division’s entire portfolio of products and services, as well as TPaaS subscription opportunities. You will sell directly and/or collaboratively with dealer sales teams to acquire new accounts, increase sales activity from existing accounts, support Key/National account programs, and foster OEM engagement to meet or exceed territory sales targets.

You will utilize, educate on, and promote Trimble’s channel development programs/workshops, including Analyze, Define, Evaluate, Monitor (ADEM) sales programs and tools (Educational Presentations, Review Meetings, Field Reference Guides, Demonstration tools…), Analyze Financials (AFIN) best practices, Trimble Way, and other available resources.

What You'll Do

• Work collaboratively with the District Manager, the CPM to contribute to the development, implementation, and achievement of assigned sales plans within the territory.

• The CPM will engage with end users, distributor sales leadership, and sales representatives.

• Provide timely weekly sales forecasts and market insights to the District Manager to ensure a comprehensive understanding of market dynamics and influences.

• Develop a strong understanding of the channel sales pipeline, manage it effectively, and use a systematic approach to translate pipeline activity into sales forecasts.

• Generate quarterly and monthly reports summarizing weekly data in a clear and professional format.

• Provide on-site sales coaching and support to distributor teams.

• Drive the transition of revenue from perpetual sales towards subscription models by actively managing the TPaaS solution pipeline.

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

• Serve as a key point of contact for major accounts.

• Facilitate customer acquisition through collaborative sales presentations, emphasizing educational content that reinforces the Trimble Way methodology and process.

• Promote customer retention by leading Annual Review Meetings with key accounts in each dealer territory.

• Support the development of dealer sales teams by participating in the interview process for salespeople, onboarding new hires, providing product introductions, and offering in-field sales coaching.

• Guide channel partners in developing an effective organizational design and structure to capitalize on market opportunities.

• Contribute to the development and evaluation of the dealer Scorecard and the HR/Product line matrix to advise dealers on necessary roles, territories, and areas of expertise for growing their Trimble business.

• Enable the dealer sales team to utilize regional Data Analytics to identify and pursue new sales opportunities.

• Assist in the development of and participate in specific technical communications and field engagements such as Trimble Dimensions, Boot Camps, Construction News, and other relevant events.

• Ensure all dealers are involved in new product releases, including local strategy development, product introductions, and appropriate inventory management.

• Establish and track monthly dealer KPIs.

• Collaborate with product teams to contribute to roadmap prioritization.

• Maintain a professional company image at all times.

• Contribute to the creation of Sales and Marketing plans for each key account.

• Leverage both direct and indirect resources to ensure customer success and satisfaction.

• Acceleration of sales from perpetual licenses to TPaaS subscriptions.

• Improvement in dealer scoring as measured by the dealer scorecard.

• CPM accountability in ensuring dealers meet sales targets.

• Establish and achieve monthly KPI targets for channel partners.

• Ensure channel partners fulfill their quarterly SBR objectives.

What Skills & Experience You Should Bring

• Requires demonstrated technical sales abilities in solution sales.

• Business, sales, and domain expertise in surveying, civil engineering, and/or construction is needed.

• Excellent written and verbal communication skills.

• Self-motivated with a strong sense of urgency and effective time management skills.

• Ability and willingness to travel +/- 65% for territory work and meetings.

• Knowledge of markets, industries, and customer/market segmentation.

• Proficient in using industry-standard business tools for effective pipeline management.

• Demonstrated technical proficiency, including the ability to conduct product/service demonstrations.

• Strong interpersonal and relationship-building skills.

• Organize and prioritize work effectively.

• Work both independently and collaboratively, managing multiple projects concurrently. 

• Comprehensive understanding of small business drivers, dynamics, and growth challenges. 

• Comprehensive understanding of the advanced technology distribution business.

• Strong analytical skills related to negotiations, market opportunities, competition, and service/support performance.

Education

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

About this Division

Trimble Construction Field Solutions is a worldwide provider of both software and hardware used for the construction of both buildings and infrastructure. This particular position will be within the infrastructure group that is involved in road, pipeline, dam, rail, marine and general site development.  Our products help heavy machine operators, supervisors and surveyors perform their work better around the values of productivity, safety, transparency, sustainability, and quality. The products, software and services are sold through both a direct and indirect channel.  Additionally, the sales involve both perpetual and “as a service” business models.