Sales Manager - IndiaCivil Construction Field Solution (CCFS)Trimble IncPosition 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 engineersJob site demonstrations in conjunction with the application engineersMajor account interfaceCustomer 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 requiredKnowledge of markets and industriesUnderstands customer and market segmentationProficient knowledge of product and applicationsDemonstrated technical capabilityStrong relationship building skillsAbility to:prioritize, act decisively, and not be distracted with trivial matters which do not directly affect the businessfind creative solutions to resolve complex, difficult problemsfocus on both long-term objectives and short to medium term executionprioritize and organize effectivelyuse personal computer and software applications (for example, MS Excel, word, etc.) for analysis, reporting and trackingwork independently and collaboratively; manage multiple projects at one timeSolid understanding of small business drivers and dynamics, and the challenges of fast growthSolid understanding of the advanced technology distribution businessAdequate understanding of technology products and their value to the customerStrong analytical skills relating to markets, competition, financial and operational performanceUnderstanding 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
