Channel Sales Representative

Trimble Inc.; Arkansas; Hybrid; USD 75,000 - 125,000; Full time

Job summary

An established industry player is seeking a Channel Performance Manager to drive sales and foster growth within the Midwest region. This role involves collaborating with the District Manager to develop strategic sales plans, engaging with distributor leadership, and providing on-site coaching to enhance sales effectiveness. The ideal candidate will have a strong background in solution sales, particularly within the construction or civil engineering sectors, and possess excellent communication and organizational skills. Join this innovative firm to make a significant impact in the construction field and support the transition towards subscription-based services.

Qualifications

• Proven sales experience in construction or engineering sectors.
• Strong communication and relationship-building skills.

Responsibilities

• Develop and implement sales plans with the District Manager.
• Provide coaching and support to distributor teams.

Skills

Solution Sales Abilities

Surveying Experience

Civil Engineering Sales

Excellent Communication Skills

Time Management

Industry Market Knowledge

Pipeline Management Tools

Relationship Building

Analytical Skills

Education

BS in Construction

Technical Engineering Degree

Business Degree

Tools

Business Tools for Pipeline Management

Job description

Job Title: Channel Performance Manager

• Location: Midwest
• Division: Trimble Field Solutions
• Travel: 65% throughout the Midwest; remote work when not traveling
• Salary: $75,400 - $124,500 USD annually
• Commission: Yes

Are you driven to execute sales plans and foster divisional growth?

Reporting to the District Manager, the Channel Performance Manager (CPM) oversees solution sales activities, including direct and distributor sales within a specified territory. The role involves executing sales strategies aligned with divisional goals.

The CPM provides sales support and coaching to distributor teams across our product portfolio and TPaaS subscriptions. Responsibilities include acquiring new accounts, expanding existing ones, supporting key accounts, and engaging OEMs to meet sales targets.

You will utilize and promote Trimble's channel development programs, including the ADEM sales programs and tools, and other resources to enhance sales effectiveness.

What You'll Do

1. Collaborate with the District Manager to develop and implement sales plans.
2. Engage with end users, distributor leadership, and sales reps.
3. Provide weekly sales forecasts and market insights.
4. Manage the sales pipeline systematically to forecast sales.
5. Generate regular sales reports.
6. Offer on-site coaching to distributor teams.
7. Drive revenue transition towards subscriptions, managing the TPaaS pipeline.
8. Support sales at construction sites and offices.
9. Serve as a primary contact for major accounts.
10. Lead customer acquisition through educational sales presentations.
11. Conduct annual reviews with key accounts to promote retention.
12. Assist in developing and onboarding dealer sales teams.
13. Guide channel partners in organizational development.
14. Contribute to dealer scorecard and HR matrix evaluations.
15. Enable dealers to use regional analytics for new sales opportunities.
16. Participate in technical communications and industry events.
17. Manage new product releases and inventory strategies.
18. Establish and monitor dealer KPIs.
19. Collaborate on product roadmaps and marketing plans.
20. Ensure professional company representation.
21. Accelerate sales from licenses to subscriptions.
22. Improve dealer scorecard metrics and sales target achievement.
23. Meet monthly KPI and quarterly SBR objectives.

Skills & Experience

• Proven solution sales abilities.
• Experience in surveying, civil engineering, or construction sales.
• Excellent communication skills.
• Self-motivated with good time management.
• Willingness to travel ~65%.
• Knowledge of industry markets and segmentation.
• Proficiency with business tools for pipeline management.
• Ability to demonstrate products/services effectively.
• Strong relationship-building skills.
• Organizational and prioritization skills.
• Ability to work independently and in teams.
• Understanding of small business and distribution dynamics.
• Analytical skills related to negotiations and market analysis.

Education

BS in Construction, technical engineering, business, or equivalent experience.

About the Division

Trimble Construction Field Solutions provides software and hardware for construction projects, focusing on safety, productivity, and sustainability across various infrastructure sectors.

About Trimble

Trimble delivers innovative solutions in positioning, modeling, and data analytics to transform industries such as construction, geospatial, agriculture, and transportation. Visit www.trimble.com for more information.

Trimble is committed to diversity and equal opportunity employment, welcoming applicants regardless of protected characteristics. We provide accommodations for individuals with disabilities and sincerely held religious beliefs. Contact [e-mail] for assistance.