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Account Manager
2 months ago
Revised Manager Intake - Strategy Briefing
Talent Attraction
Updated: Sept 2023
General Information to Confirm
Req ID
R42211
Posting Title/Level
Field Sales Rep 2 - Existing Accts
# of Positions*
Sector/Division
Tekla; Kennesaw, GA
*How likely is it to recruit an additional position like this in the next 6 months? (Consider talent pooling / hiring both / Staggered start dates)
Hiring Manager
Mark.Allphin@trimble.com
PX Business Partner
Jessica Mills / Veronica Budzinski
Similar/Other Job Titles to explore?
Reason for Position**
Replace Sam Tanke
**New or replacement (why did they leave). Reasons for previous unsuccessful hires, etc.
Location
Office Based
Remote
Hybrid
Consider Sponsorship
Consider Relocation
Preferred Location and additional Info to consider:
In territory or near GA office
Travel Needed:
Work Type
Work Type Definitions
Perm / Fixed Term
Casual / Regular
Contract
Intern
Comments/
Addl Info:
Time Type
Hours of Work
Full Time
Part Time
Shift Work
Seasonal
Comments/ Addl Info:
Direct Reports:
Language Skills:
Job Advertisement
Writing a Compelling Job Advertisement | Compelling Job Advertisement Template | Katmatfield Gender Decoder
Does the job description need to be updated before posting? Is it inclusive and marketed correctly? Correct template? Compliant?
Yes, changes needed
Ok to Post as is
Suggested Changes***:
***Suggest Job Advert changes with HM / Explain difference between Job Description and Job Ad. Review any major changes with PX.
Remuneration
Grade/Level:
2
Target Salary Range (incl Currency):
67k / 67k
Budgeted Salary
Relocation / Variable Comp, etc.
Business Information
Business Unit / Product
Any links that would be helpful?
How does it Fit in Trimble structure?
Current division size, headcount
Who will be interviewing?
Interview Format?
***Discuss how you can assist them with interview guides.***
Job Information
Purpose of this job
Tekla PowerFab/EPM software in their steel fabrication management process. Steel Fabrication
A
Key day-to-day activities - outside of Job Advertisement
(this is the detail or the Job Description)
Prompts
Steel fabrication and detailing….. Detailing is where they take the engineering drawings and add the detail to take it into a shop to make it; like the seams holding beams together…..the level of detail around where the screws / fasteners go; the detailer adds the detail to make it hold together. Adds constructable detail to a drawing;
Users of software: Steel Detailers; sells to fabricator, detailers, engineers, each uses in different ways; will sell to fabricators and detailers but the product is specific to detailing;
Now: fabricator management side…..takla power fab; estimators, proj mgrs, purchasers, inventory control, these are the users. Mid west territory; from Dakota’s to Kansas to Ohio.
What will they do on a day- to-day basis?
What will their day look like?
Key interfaces internally
Key interfaces externally
Ownership & Accountability of…
Biggest challenges of the role
What’s the dynamic of the team like?
B
Key skills and experience - Run through Job Description and get Hiring Manager to identify essentials and non-negotiables.
Min Yrs of Exp Required
Essential / Advantageous
1.
Inside sales person, has been helping on steel team for last few years; Brian Raglund; (sits in GA)
Essential
Advantageous
2.
Mark reports to Carl Taylor;
Essential
Advantageous
3.
Seller, some construction or domain knowledge is a plus; not required.
Essential
Advantageous
4.
Can pull in technical seller;
Essential
Advantageous
5.
Me, phone intw w/ Mark-45min; in person / fly in, w/ Mark Carl Taylor;
Essential
Advantageous
C
Qualifications including Education Requirements (if applicable)
Required?
1.
Essential
Advantageous
2.
Essential
Advantageous
3.
Essential
Advantageous
4.
Essential
Advantageous
D
Diversity, Equity, and Inclusion
Prompts
1.
How diverse is the team? Consider age, gender, experience, ethnicity, nationality, and disabilities.
What benefits could diverse recruitment bring to your team?
From how the job is currently set up, do you think there are some adaptations you could make for this position to feel more inclusive to diverse candidates? e.g. could this role be a job share & could we offer part-time hours? How much training could we provide to someone rejoining the workforce?
2.
3.
Candidate Selling Points
What’s in it for the candidate?
Prompts
1.
What are the biggest selling points of this position?
Why would someone move from a competitor of ours to join Trimble?
What could career progression look like for this position? What have others in this role gone on to do within Trimble?
What gives us the edge?
Culture / Team / Manager / Career Growth / Training / Lifestyle Balance / Flexibility / Technology / Onboarding Expected
2.
3.
4.
5.
6.
Advertising
Do we have internal candidates that are likely to apply / fit the profile?
Is it likely that this role could be filled internally?
.
Sourcing Strategy Info
Keywords to Search
Additional Sourcing Info
Prompts
What other types of companies might have these skills sets - Trimble Customers / Dealerships / OEMs:
Are there any no touch companies we need to avoid?
Are there other industries we can target?
Is there anyone else within the team or recent hire / silver medalist who has a similar profile we can review on LinkedIn?
Your Title:
Account Manager
Job Location:
US - Kennese, GA or in the territory which is the Mid West –from the Dakotas to Kansas to Ohio.
Our Department:
Tekla which is part of Construction Enterprise Solutions
Are you a dynamic, friendly, and motivated sales professional to join our US Steel team.
What You Will Do
In this role, you will achieve revenue targets through direct sales of Tekla PowerFab steel management software to both existing and new customers in the Steel Fabrication markets within the designated territory. The Account Manager is responsible for the commercial relationship with prospects and customers, working closely with Application Specialists who provide technical pre-sales demonstrations.
Achieve established sales revenue and other targets in the designated business segment and geographic area
Maintain professional sales practices such as lead generation, customer account planning, and diligent record-keeping to identify, track, and nurture sales opportunities in the designated territory
High level of telephone, email, and online lead generation activity
Coordinate customer visits, set agendas and determine customer’s goals
Deliver sales presentations on-site and online
Coordinate with Application Specialists to arrange successful product demonstrations and evaluations
Participation in trade shows, industry conferences, and user events
Maintain close contact with the customer base to identify industry trends, needs, and opportunities
Maintain up-to-date awareness of Trimble's offerings and ability to present the relative value proposition to both prospective and existing clients
Maintain up-to-date awareness of certain competing products and Trimble’s position relative to those products
What Skills & Experience You Should Bring
4 years outside sales experience
Proven sales results, consultative selling techniques, and presentation skills
Excellent phone and traditional written communication skills
Self-motivated and able to work independently, but in a team environment
Regimented time management skills and high level of responsiveness
Travel up to 40%
Preferred:
Post-secondary degree or certificate
Steel construction industry experience
Software sales experience
Tekla PowerFab/EPM (formerly Fabsuite) software experience
Tekla Structures software experience
Salary:
DOE , Salary + Commission=$120k - 145K OTE
Tekla powers the construction industry by creating technology that increases performance, reduces costly errors and promotes greater collaboration on projects.
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 a broad range of industries such as agriculture, construction, geospatial, and transportation and logistics. www.trimble.com
Pay Equity
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 or other status protected by local, state, or federal law.
Bonus Eligible?
No
Trimble offers comprehensive core benefits that include Medical, Dental, Vision, Life, Disability, Time off plans and retirement plans. Most of our businesses also offer tax savings plans for health, dependent care and commuter expenses as well as Paid Parental Leave and Employee Stock Purchase Plan.
Trimble is proud to be an equal opportunity employer. We welcome and embrace our
candidates' diversity and take affirmative action to employ and advance individuals
without regard to race, color, sex, gender identity or expression, sexual orientation,
religion, age, physical or mental disability, veteran status, pregnancy (including
childbirth or related medical conditions), national origin, marital status, genetic
information, and all other legally protected characteristics. We forbid discrimination and
harassment in the workplace based on any protected status or characteristic. A criminal
history is not an automatic bar to employment with the Company, and we consider
qualified applicants consistent with applicable federal, state, and local law.
The Company is also committed to providing reasonable accommodations for
individuals with disabilities, and individuals with sincerely held religious beliefs in our job
application procedures. If you need assistance or an accommodation for your job, contact
AskPX@px.trimble.com
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