Director of Sales, Field Systems (SAARC)

Trimbles Field Systems sector focuses on the hardware, software and cloud solutions used by field professionals to collect, process and analyze spatial data to improve operational efficiency, ensure quality and optimize decision making.

The business focuses on civil and building construction, natural resources, utilities, surveying, mapping and other civil engineering fields.

Your Position.

The SAARC Director of Sales & Distribution, Field Systems, manages the go-to-market strategy and execution of three Trimble businesses (Survey, Civil Construction and Building Construction) within defined addressable markets.

The performance responsibility includes simultaneously delivering 3 distinct revenue targets, as well as managing the associated forecasts, team resources, and channel partners.

In addition, this regional role requires a focus spanning day-to-day tactical activities through to long-term strategic direction.

Short, mid and long term horizons for the performance of the business, architecting and aligning a GTM strategy for the market they are in, and developing and evolving a distribution channel are all facets of the role.

Key Accountabilities.

Key Outcomes.

Operational.

• Own and hit/exceed annual sales targets within assigned territory and accounts.
• Develop and execute short, medium and long-term strategic plans to achieve sales targets and expand Trimbles customer base in the 3 distinct addressable markets of surveying, civil construction & building construction.
• Build and maintain strong, long-lasting relationships with distribution partners, customers and other stakeholders.
• Lead efforts to ensure distribution partners address weaknesses and/or gaps in market coverage, portfolio coverage, and other facets of business operations that limit Trimbles penetration and expansion in a given trade area.
• Regularly consult with end-users and distribution partners to understand their business needs and objectives, both commercial and technical, and ensure actions are taken internally to address these needs.
• Develop and lead a team of sales and technical sales resources in alignment with strategic plans; assign sales targets, Objectives and Key Results (OKRs) to the sales team and drive activity prioritizing sales performance.
• Provide regular forecasting and reporting on market conditions; participate in quarterly and annual budget planning.

Health and Safety.

• Demonstrates participation in the hazard reporting process.
• Demonstrates participation in the accurate reporting of incidents.
• Contribute to a positive health and safety culture within the team.
• Maintains a safe and clean work environment always.
• Reads, understands, and follows all Safe Work Procedures.
• Ensures access to and wears the appropriate PPE.
• Always work within the guidelines of the Trimble Health and Safety Policy or that of other PCBUs if off-site.
• Undertake training as directed to ensure you are competent to safely operate the equipment.

Diversity and Inclusion.

• Trimble is committed to providing every employee with the opportunity to learn, grow, and excel in a respectful and collaborative workplace.
• We value diversity of gender, race, and nationality, knowing it drives our best thinking.
• Demonstrate inclusive behaviors that respect and value others.
• Demonstrate collaborative workplace behaviors that value diversity of gender, race, and nationality.
• Contribute to fostering an environment that provides opportunities for all to learn grow and excel.

Skills / Experience.

• Proven sales executive experience, meeting or exceeding targets.
• Previous experience as a sales executive, sales manager or sales and marketing director.
• Proven ability to manage sales teams and channel partners, including experience developing new distribution partners and/or strategies.
• Ability to communicate, present and influence all levels of the organization, including executive and C-level.
• Proven ability to drive the sales process from plan to close.
• Proven ability to articulate the distinct aspects of products and services.
• Proven ability to position products against competitors.
• Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions.
• Excellent listening, negotiation and presentation skills.
• Excellent verbal and written communications skills.
• BA/BS degree or equivalent, MBA/Masters degree preferred.
• Extensive experience and knowledge of construction, mining and civil engineering sectors in SAARC.