Channel Sales Representative

Trimble

92d • $75,400 - $100,000

About The Position

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.

Requirements

• Demonstrated technical sales abilities in solution sales.
• Business, sales, and domain expertise in surveying, civil engineering, and/or construction.
• 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.

Responsibilities

• Work collaboratively with the District Manager to contribute to the development, implementation, and achievement of assigned sales plans within the territory.
• Engage with end users, distributor sales leadership, and sales representatives.
• Provide timely weekly sales forecasts and market insights to the District Manager.
• Develop a strong understanding of the channel sales pipeline and manage it effectively.
• Generate quarterly and monthly reports summarizing weekly data.
• Provide on-site sales coaching and support to distributor teams.
• Drive the transition of revenue from perpetual sales towards subscription models.
• Work in both office and construction site environments as needed.
• Serve as a key point of contact for major accounts.
• Facilitate customer acquisition through collaborative sales presentations.
• Promote customer retention by leading Annual Review Meetings with key accounts.
• Support the development of dealer sales teams by participating in the interview process for salespeople.
• Guide channel partners in developing an effective organizational design and structure.
• Contribute to the development and evaluation of the dealer Scorecard.
• Enable the dealer sales team to utilize regional Data Analytics.
• Assist in the development of and participate in specific technical communications and field engagements.
• Ensure all dealers are involved in new product releases.
• 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.

Benefits

• Medical
• Dental
• Vision
• Life
• Disability
• Time off plans
• Retirement plans
• Tax savings plans for health, dependent care and commuter expenses
• Paid Parental Leave
• Employee Stock Purchase Plan

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees