Sales Manager - India

Civil Engineering and Construction Division

Position Description :

- The Sales Manager (SM) /regional account representative (RAR) position provides very specific focus on a product family and its distribution within a defined territory. TheSM/RAR will report to a Regional Sales Manager for direction and ensure the overall regional strategic goals are met.

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

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

- The SM/RAR will sell 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.

- 7-10 Years of experience

Primary Responsibilities :

- In conjunction with the Regional Sales Manager, the SM/RAR will participate in the development and implementation of regionally assigned sales plans.

- 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 market place 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 CEC Business Area.

- Assist in the identification and development of new distribution.

- Demonstrate a professional company image at all times.

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

Education / Experience :

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

- Five plus years in consultative sales experience.

- Experience in channel development and management.

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