The Trimble Field Systems group is hiring for a Regional Channel Development Manager role who will be responsible for supporting the execution of our go-to-market strategy for our Civil Construction portfolio — on machine, off machine and office software.
The role will be focused on working with the regional sales team to target and acquire new distribution partners to build out our existing network.
Key areas of focus for the role include understanding the strategies of the major businesses within the Field Systems sector and being able to identify and acquire new partners who can help us execute the business strategies.
The successful candidate will be passionate about the development of our channel as the best in class partner to deploy Trimble’s technology in civil construction to drive efficiencies, safety and accuracy for our customers.
Key Roles & ResponsibilitiesResearch prospective distribution partners and evaluate fit against Trimble’s criteria and strategy within assigned region
Collaborate with regional sales and sector leadership to agree on which prospective dealers to target and ensure alignment on the outreach plan for each target
Reach out and have initial conversations with prospective resellers, working to identify and build relationships and good rapport with key decisionmaker(s)
Prepare customized pitch decks and other materials and lead discovery calls/meetings with prospects, including representatives from Trimble’s sales or leadership team, as appropriate
Estimate the size of the opportunity in a particular trade area from both the prospective partner’s and Trimble’s perspectives
Populate pro forma profit and loss statements using appropriate inputs/assumptions from various sources, refining the model to fit each prospective dealer, and walk prospective dealers through the financial model and expected outcomes
Follow-up on all requests for additional information, working cross-functionally with other stakeholders within Trimble to find answers to questions, gather relevant facts or data, and create content that addresses the issue/ask from the prospective dealer
Coordinate in-person meetings with prospective dealers and relevant Trimble stakeholders, taking care of the agenda, content, and logistics
Actively manage the pipeline of prospective dealers, reporting out on the status, progress, and expected timing for achieving key milestones
Identify and escalate any problems to the Strategic Scaling Team (SST) and follow-up to ensure all issues are addressed/resolved
Maintain detailed and up-to-date notes related to interactions with prospective dealers in Customer Relationship Management (CRM) system or other tracking tools
Prepare mutual nondisclosure agreements (NDAs) and reseller agreements, managing the redlining and execution processes, working with Legal and other business stakeholders to ensure these documents comply with Trimble’s requirements
Provide warm hand-off of newly signed dealers to Trimble’s onboarding and account management teams
Objectively measured improvements in dealer knowledge of the Civil Construction offerings
Close working relationships with key internal stakeholders, including marketing, sales and dealer health & performance teams
Measurable engagement improvement and revenue growth of our specialty construction offerings across the dealer channel
Organized quality content that is easily available and leveraged by internal sellers and the dealers
Undergraduate degree required, MBA preferred
At least 10 years of professional experience - experience working in a global, matrixed organization a plus
Strong knowledge of Google Suite (Mail, Docs, Sheets, Slides, etc.) and Microsoft Office (Word, Excel, PowerPoint) and be comfortable working with data
Must be detail-oriented and have good communication and project management skills
Background in contracting helpful but not required
Experience working with dealers or similar third party partners helpful
High degree of autonomy and professionalism required
Deep understanding of the civil construction industry, target markets and customers
Curiosity and strong listening skills with an ability to manage multiple inputs and opinions
Passionate about enabling others to be successful
Highly motivated with an ability to handle ambiguity and maintain a positive mindset
Excellent interpersonal skills with a strong ability to work across the organization
Hold a global outlook and create an inclusive environment that embraces cultural differences.
Evangelize the vision for Field Systems to drive channel excellence.
Engage:
Be curious and humble by asking questions and striving to understand before responding.
Value, solicit and respect others’ ideas and knowledge.
Achieve:
Passionate about delivering results that support the business.
Set high standards and continually raise the bar.
Use positivity, initiative and perseverance to remove barriers and complete tasks.
If you are ready to take your career to the next level and join a friendly, high-tech company, we would love to hear from you. Apply now to become a part of Trimble's dynamic team and help us shape the future of technology.
Trimble’s Inclusiveness CommitmentWe believe in celebrating our differences. That is why our diversity is our strength. To us, that means actively participating in opportunities to be inclusive. Diversity, Equity, and Inclusion have guided our success while moving our desire to improve. We actively seek to add members to our community who represent our customers and the places we live and work.
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