Sales Manager

Sales Manager - India

Civil Construction Field Solution (CCFS)

Trimble Inc

Position Description:

The Sales Manager (SM) /regional account representative (RAR) position provides a very specific focus on a product family and its distribution within a defined territory. TheSM/RAR would report to a Regional Sales Manager (reporting manager in India, product manager could be global) for direction and ensure the overall regional strategic goals are met.

The SM/RAR will provide application & sales support for distributors and end users in the CCFS product portfolio:

· The SM/RAR will focus on market share through the development of new and existing accounts and by achieving sales targets. 

· The SM/RAR would deal through select and perhaps multiple channels of distribution and have strategic OEM involvement, and will develop strategic key end-user relationships to ensure the successful sale of all Trimble products and services. 

· The SM/RAR is responsible for ongoing dealer development through the introduction, follow-up and ongoing involvement in Trimble’s channel development programs/workshops including ADEM, AFIN, Trimble Way, Dealer Action Reviews (DARs) and others as available.

Primary Responsibilities:

In conjunction with the Regional Sales Manager, the SM/RAR would participate in the development and implementation of regionally assigned sales plans (determined globally).

The SM/RAR will interface with distributor management, operations, sales, service and support staff:

• On site distributor training in conjunction with the application engineers

• Job site demonstrations 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.

• Evaluate marketplace potential for all served markets and customer segments using Data Analytics services 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 CCFS Business Area. 

• Assist in the identification and development of new distribution. 

• Demonstrate a professional company image at all times.

• Navigates the organisation for appropriate action on sales closure and understanding of Global requirements for the same.

Characteristics / Skills:

· Requires “Business people who can sell”

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

· Strong written and verbal communication skills

· Good listener to diverse audiences 

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

· Able and willing to travel +/- 75% to work in territory and other meetings as required

• Knowledge of markets and industries

• Understands customer and market segmentation

• Proficient knowledge of product and applications

• Demonstrated technical capability

• Strong relationship building skills

• Ability to:

  • prioritize, act decisively, and not be distracted with trivial matters which do not directly affect the business

  • 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, 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 markets, competition, financial and operational performance

• Understanding of matrixed environment of sales signoff (regional v. global).

Education / Experience:

· Civil/Mechanical Engineering degree or Management Degree with 10+ experience in Construction, technical engineering, or business-related field out of which

· 5+ years in consultative sales experience

· 10+ years of Direct Selling Experience

· Experience in channel development and management preferred