Channel Sales Representative

Channel Sales Representative

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, the CPM 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, 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

Preferred Qualifications

No preferred qualifications provided.