Channel Development and Performance Lead

at Trimble Inc. in Chicago, Illinois, United States

Job Description

Job Title: Channel Development & Performance Lead - Americas
Location: Fully Remote
Department: Field Systems

The Trimble Field Systems segment Channel Development & Performance Lead - Americas is responsible for channel development and deployment of global dealer performance programs that drive revenue growth aligned to the Field Systems strategy.
The role will report to the Director of Dealer Development & Performance and will work closely with Field Systems Sales Leadership and key business stakeholders to create and implement data driven programs to assess overall dealer health and performance combined with performance based incentives.

What You Will Do

Key areas of focus for the role include dealer consulting and improvement planning, market and opportunity sizing, dealer development programs and initiatives and the establishment of key performance metrics to provide an objective understanding of the dealer's performance. The role will be responsible for supporting the establishment of a structured dealer development and performance program that includes playbooks, reporting templates and other tools to support effective deployment and scaling.
Designing, developing and implementing global partner performance programs focused on improved dealer performance, including elements such as tiering, KPIs, incentives, referrals, that is consistent, scalable and flexible to accommodate regional and market differences
Working collaboratively with the Dealer Development and Performance team as well as sales leadership and the business to deeply understand the strategy and apply that to dealer performance programs
Establishing tools and resources to support business consulting and improvement planning
Working collaboratively with the Dealer Development and Performance team as well as sales leadership to develop a systematic methodology for sales region and dealer target setting and ongoing forecasting that aligns to business goals - revenue (bookings & billings), subscriptions Total Contract Value (TCV)
Developing systematic and repeatable methodologies for leveraging market and sales data for dealer business planning, growth and organization development.
Supporting the establishment and ongoing management of a dealer council or similar for the "voice of dealer", including a two-way feedback loop between the dealers and the business.
Actively supporting the development of a dealer playbook(s) that clearly documents expectations.
Business Planning & Sales Target Setting
Partner program administration - referral programs, dealer playbooks, incentive design, KPI's/Tiering
Developing dealer development and performance improvement programs
Developing systematic methodologies and objective metrics for channel business and market intelligence
Analytics related to channel health (product mix, connectivity, subscriptions, growth trends, target achievement, project start heat maps, inventory etc.)

What Skills & Experiences You Should Bring
Strong leadership skills with an ability to lead through influencing key stakeholders
Solid understanding of the field systems industries, target markets, customers and our go to market strategies
Excellent business acumen with an understanding of dealer financials, P&L, cashflow, revenue models (one time and subscription) and other key financial metrics
Experience in dealer management
Analytical with a data driven objective mindset for decision making combined with the ability to be flexible and deeply understand the less quantifiable aspects of a decision
Curiosity and strong listening skills with an ability to manage multiple inputs and opinions
Systems mindset and creating thinker with the ability to create clear structure and organization from multiple inputs and views
Consultative mindset who is 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
Strong knowledge of Google Suite (Mail, Docs, Sheets, Slides, etc.) and Microsoft Office (Word, Excel, PowerPoint)
Strategic thinker able to develop structured programs, metrics and methodologies
-Pay Equity
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Trimble provides the following compensation range and general description of other compensation and benefits that it in good faith believes it might pay and/or offer for this position. This compensation range is based on a full time schedule. Trimble reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation, depending on circumstances not related to an applicant's sex... For full info follow application link.

It is Trimble's policy that candidates are entitled to equal employment opportunities without regard to race, color, religion, sex, national origin, age, marital or veteran status, sexual orientation or the presence of a medical condition or disability.