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