3304BR

United States

Job Description

ROLE & PURPOSE OF THE POSITION: This position provides leadership of our Heavy Construction Segment team & plays a key role in all operational aspects of accelerated growth of the segment.  It also plays a key role in developing direct and indirect long-term revenue sources from targeted accounts. Reporting to the US/CAN MCD SALES MANAGER for the Heavy Construction team and working with the Heavy Construction management team, corporate support teams and occasionally external resources, this position is focused on the development of a robust strategic account sales business as a means to deliver sustained growth in the region, covering all offerings to promote the full suite of Leica/Hexagon Geosystems solutions to the market, not restricted to only the Engineering & Infrastructure division.  This will include the development of new dealers, strategic partner accounts, direct end users, and new channels to market and managing/mitigating conflicts between the stakeholders to achieve the established goals of success. In addition to sales activities, this position is responsible for appropriate leveraging/utilization of appropriate company sales & support teams in a coordinated effort that will drive improvement and growth for the segment with the targeted accounts. As an innovator and leader of the sales team, it is imperative that open communication is maintained with all relevant stakeholders to ensure that maximum alignment and benefit for the effort put forward is recognized, including proper forecasting of sales. This position works closely with and as a part of the Heavy Construction management team for North America to synthesize efforts to ensure that our business is represented in the best possible conditions with these targeted customers of great strategic importance.  DUTIES & RESPONSIBILITIES:

• Manages the Sales Reps (people)
  • Mentor on how to build a pipeline
  • Establish/Maintain Dealer internal forecasting
  • Emphasizes and holds team members accountable for results and follow up
• Focus on identifying/engaging new distribution partners
  • Profile, Identify, qualify, and contract new channel partners
  • Visits potential accounts with Sales Rep potential to confirm fit and partnership for Leica Geosystems
• Teach / coach the dealer's management on business health
  • Establish and maintain midyear and annual business review processes for distribution partners
  • Develop and maintain “Scorecard” systems for measuring channel health and alignment with our strategies
  • Develop KPI’s for distribution partners
  • Buying signal recognition
  • Leveraging finance tools to close business
• Establish new programs to drive sales
  • Trade Programs
  • Lease Programs
  • Purchase Programs
• Sales Target Achievement
  • Mentor and Train, the sales team to meet and exceed sales targets via their channel partners
  • Discuss and review in partnership realistic but aggressive sales targets for all distribution partners annually that are agreed upon by both parties
• Partner Inventory practices developed and deployed
  • Including not only HW inventory, but also for Headcount/Staffing
• Marketing
  • Lead the effort in Lead Generation to the team and channel
  • Drive social media presence for the business
  • Own CSF’s as assigned from the strategic marketing plan
• Territory Analysis / Qualifying customers
  • Underserved market spaces (niche opportunities)
  • Prioritization of markets to enter/penetrate
• Grow business acumen of LGS Sales Team
  • Refine Forecasting practices
  • Systems forecast updates
  • Churning business (Existing Dealers)
• Solicits product portfolio feedback and escalates to NA Senior Product Manager
  • Needs/Gaps
  • Lost Sales
  • Competitive Pricing for positioning of List/Street
• Training
  • Develop yearly training programs for Leica Sales Reps and Dealer Sales Reps to learn from each other that promotes cooperation and coordination when going to market.
• Drive Velocity, Participation, Follow Up and Follow Through
  • Practices that create synergies, energy and enthusiasm to grow the business and compete aggressively against our competitors.

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• DECISION MAKERS                         

• Dealer Principle
• Dealer VP of Sales
• Dealer VP of Service
• Dealer Sales Manager – Machine
• Dealer Sales Manager – Tech
• Dealer Area Sales Manager – Machine
• Dealer Service Manager – Tech
• Dealer Sales Manager

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• INFLUENCERS         

• Dealer Sales Manager - Machine
• Dealer Sales Manager – Tech
• Dealer Area Sales Manager – Machine
• Dealer Service Manager – Tech
• Dealer Sales Reps
• Dealer Service Techs
• End Users

 

Desired Skills

GENERAL QUALIFICATIONS:

• Ability to work independently and collaboratively
• Ability to manage multiple projects at one time
• Ability to deal with competing priorities and ambiguous information and still drive projects to successful completion
• Ability to think strategically about complex business scenarios and develop clear tactical plans

We are an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to disability, veteran status, or any other characteristic protected by applicable law. We comply with Section 503 of the Rehabilitation Act and VEVRAA requirements.    REQUIRED EDUCATION / QUALIFICATIONS / EXPERIENCE:

• Degree in Marketing or other applicable field such as Business or relevant technical degree with commensurate business/marketing experience

-OR-

• 15 years of relevant industry experience in terms of duties and following business domains
  • Software for Engineering, CAD, Survey or similar
  • Business to business in heavy construction trades, engineering, or similar
  • Large global corporation with regional sales teams and dealer channels
• Proven ability to author/edit professional written materials with minor technical content

PREFERRED ADDITIONAL / QUALIFICATIONS / EXPERIENCE:

• Specific domain knowledge and experience with machine control technologies
• Experienced in technology implementation with customers using mixed fleet technologies and heavy machine fleets
• Strong demonstrated experience with the Heavy Construction technology on/off machine communications
• Deep demonstrated knowledge and experience in heavy machinery operations and civil construction project performance
• OEM Machinery Experience is a plus
• Experience with adjacent applications to heavy construction such as landfill or mining is a plus
• Some familiarity with project management tools
• Multi-lingual is plus

SUMMARY

• This position is the leader of the sales organization and team members.  As the manager, all duties and requirements for matters of Human Resources, Payroll, and Administrative are the responsibility and privilege of this role to address in a manner consistent with company policy and practice.
• Other duties may be assigned at times

TRAVEL REQUIREMENTS: Domestic and international travel may be required for this role 50% or greater of the time. COMPENSATION: Compensation of this position is based upon the roll up of all Sales Activities for the Heavy Construction Segment for the US Market  

Job Family

Sales/Dealer Management

City

Remote

Degree in marketing, business, or technical field or 15 years relevant industry experience; proven ability to manage sales teams and dealer channels; experience in heavy construction or engineering; domestic and international travel 50% or more.

Key Responsibilities

• managing sales team
• developing channel partners
• driving revenue growth

Job Details

• Category: Sales
• Seniority: Senior Level
• Commitment: Full Time
• Workplace: Remote — United States
• Languages: English

About Leica Geosystems

A provider of geosystems solutions and sales management for heavy construction. — Industry: Information Technology

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