Position Description
Position: SAARC Director of Sales & Distribution
Location: New Delhi NCR, India
Reporting to: Vice President of Sales, APAC
Business Segment: Trimble Field Systems
Issued: November 2024
Trimble Inc.
Trimble is transforming the way the world works by delivering products and services that connect the physical and digital worlds. Core technologies in positioning, modeling, connectivity and data analytics enable customers to improve productivity, quality, safety and sustainability. From purpose-built products to enterprise lifecycle solutions, Trimble software, hardware and services are transforming industries such as agriculture, construction, geospatial and transportation and logistics.
trimble.com
Field Systems
Trimble’s 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 Trimble’s 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 Trimble’s 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