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Account Manager

2 months ago

Kennesaw, United States Trimble Full time

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

Inside sales person, has been helping on steel team for last few years; Brian Raglund; (sits in GA)

Essential

Advantageous

Mark reports to Carl Taylor;

Essential

Advantageous

Seller, some construction or domain knowledge is a plus; not required.

Essential

Advantageous

Can pull in technical seller;

Essential

Advantageous

Me, phone intw w/ Mark-45min; in person / fly in, w/ Mark Carl Taylor;

Essential

Advantageous

C

Qualifications Including Education Requirements (if Applicable)

Required?

Essential

Advantageous

Essential

Advantageous

D

Diversity, Equity, and Inclusion

Prompts

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?

Candidate Selling Points

What’s in it for the candidate?

Prompts

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

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 #J-18808-Ljbffr