Channel Sales Manager in Homeoffice bei Applanix

Trimble is recruiting for a Regional Channel Sales Manager (m/f/d) in Germany.

Location: Germany Remote

Must have: Fluent German is Essential / Multi lingual is an advantage also

Position Overview:

The Regional Sales Manager is responsible for the development and execution of all sales plans and the achievement of all sales goals within a specific geographic region. He/she will manage multiple channels of distribution in the region, driving long-term strategic goals and initiatives with the distribution channel while developing dealer relationships that ensure successful sales of all CCFS products and services. The Regional Sales Manager reports to the CIS EAMEI Sales Director, and may supervise or direct the work of Sales Account Manager and/or Technical Sales Engineering resources.

Job Responsibilities:

• Set and deliver territory revenues.

• Develop and cultivate a trained distributor network capable of supporting the CIS Sector’s product and solutions portfolio and maximizing market penetration.

  • Co-create and drive accountability for regional market action plans (MAPS) with specific objectives and implementation strategies to deliver growth, market share and profitability improvement in the distributor’s territory.

  • Ensure distributor business health, solvency, quality of end customer service, and operational continuity.

  • Convince and help distributors to adopt Trimble key initiatives that impact revenue and margin improvement for both the dealer and Trimble.

  • Establish a relationship of mutual trust and business partnership with all distributors.

  • Cultivate, develop and maintain relationships with dealer principals and key dealer management personnel.

  • Ensure distributors are up to speed on all Trimble communications.

• Identify and establish new/complementary distributor organizations to cover the Sector’s entire product and solutions portfolio across all relevant markets in the territory.

• May manage or direct the work of Sales Account Managers and Technical Field Support staff within the area of responsibility, as business needs dictate.

• Will provide input to CIS Channel Sales Director to ensure appropriate targets, goals, and objectives are in place and aligned for each sales resource within the region, as well as commission plans that appropriately incentivize sales personnel to achieve revenue goals.

• Collaborate with other Sectors and Divisions that share distribution and geographical regions.

• Submit and maintain all reports required by Trimble management in a timely fashion.

• Support Marketing initiatives with customers in the territory (beta sites, focus groups, product management visits, etc.) and provide feedback of market needs to the Product Management team.

• Collaborate with Strategic Account Solution Sales Manager(s) in territory to ensure alignment with distributors on all initiatives/projects that affect strategic customers.

• Exhibit and promote company core values of teamwork; transparency; integrity; respect; and responsible corporate citizenship, and maintain a professional company image at all times.

Accountabilities and Performance Measures:

• Quarterly regional forecast

• Revenue generated to target

• Distributor business plans in place and delivered upon across the region with time-bound measurable targets

• Strategic Business Reviews conducted on a regular basis; corrective action plans defined as needed

• Distributor staffing levels in place to support targeted business

• 80% of Distributors report out quarterly to Dealer Principals/Owners or Boards

Critical Competencies:

• Relationship development - respected by staff, peers, and distributor principals.

• Teamwork - ability to operate successfully within a matrix/multifunctional/global/publicly-traded company/business organization.

• Leadership - ability to create vision; set strategy; gain team alignment; maintain focus and accountability; instill confidence; and get results.

• Management and development of people (as required)

  • Ability to manage and motivate a team.

  • Develop and retain personnel for growth and advancement; development plans in place.

• Planning and organization

  • Effective time management; ability to organize and prioritize conflicting responsibilities; create and execute a plan, for self and for others (as needed).

  • Ability to take general goals, convert into specific actions plans, and imp