Dealer Sales Representative

Topcon Positioning Group is headquartered in Livermore, California, USA (topconpositioning.com).

We design, manufacture and distribute productivity tools for developing a brighter future. Whether cultivating the earth or building upon it, Topcon brings innovation in workflow automation and seamless connectivity of data to construction, geopositioning and agriculture industries focused on developing a sustainable tomorrow.

Topcon is an equal opportunity employer and does not discriminate against any employee or applicant on the basis of race, color, religion, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, genetic information, or other legally protected status.

To  learn more about Topcon career opportunities go to  www.topconcareers.com.

The Dealer Sales Representative is responsible for developing, managing, and growing a network of authorized dealers within an assigned territory in the building and construction market. This role drives revenue through indirect sales by enabling dealer partners to successfully sell surveying, positioning, and measurement solutions while ensuring brand consistency, product knowledge, and customer satisfaction.

The position combines territory ownership with channel development, requiring strong relationship management, commercial discipline, and a working understanding of layout in construction and surveying workflows.

Dealer & Territory Ownership

• Full accountability for sales performance, dealer capability, and market coverage within the assigned territory

• Develop and execute a territory and dealer business plan aligned with annual revenue, margin, and market‑share goals

• Evaluate territory coverage and recommend new dealer appointments or adjustments as needed

Key Responsibilities

Dealer Management & Enablement

• Recruit, onboard, and manage authorized dealers within the territory

• Build strong executive‑level and sales‑team relationships with dealer partners

• Train dealer sales teams on products, solutions, positioning, and competitive differentiation

• Support dealers with joint sales calls, customer meetings, demonstrations, and jobsite evaluations

• Ensure dealers are aligned to company sales processes, pricing policies, and branding standards

Channel Sales Execution

• Drive revenue growth through dealer partners by developing proactive joint account and opportunity plans

• Identify key construction, survey, and engineering customers and work with dealers to win strategic opportunities

• Influence dealer forecasting accuracy, pipeline quality, and closing discipline

• Manage deal structuring, approvals, and escalations in collaboration with internal sales and finance teams

Market Development

• Expand product adoption within the construction and surveying market, including GNSS/GPS, robotic total stations, laser scanners, reality capture solutions, and software

• Monitor competitive activity, pricing pressure, and market dynamics within the territory

• Provide market feedback on dealer performance, customer needs, and product opportunities

Internal Collaboration

• Coordinate with application specialists, technical support, service teams, and marketing to support dealer success

• Participate in dealer business reviews, performance assessments, and development plans

• Represent the company at industry events, dealer meetings, and trade shows

Performance Metrics

• Achievement of territory revenue, margin, and growth targets through dealer sales

• Dealer engagement, capability development, and performance improvement

• Pipeline health, forecast accuracy, and win rates

• Market coverage, customer penetration, and product mix growth

Required Qualifications

• Bachelor’s degree in business, engineering, construction management, geomatics, or a related field, or equivalent experience

• 5+ years of B2B sales experience, including dealer, distributor, or channel management

• Experience working with construction, surveying, or industrial equipment markets

• Proven ability to influence without direct authority and drive results through partners

• Strong presentation, negotiation, and relationship‑management skills

• Comfortable traveling extensively within the assigned territory and operating in jobsite environments

• Valid driver’s license

Preferred Qualifications

• Experience managing dealer networks for survey, positioning, or geospatial technologies

• Technical background in surveying, geomatics, civil engineering, or construction

• Experience leading dealer training programs and joint business planning

• Proficiency with CRM and channel‑management tools

Key Competencies

• Strategic, structured approach to dealer and territory management

• Strong coaching and enablement mindset

• Commercial acumen with disciplined opportunity and pipeline management

• Ability to balance short‑term revenue execution with long‑term channel development

• High level of professionalism and brand stewardship

Working Conditions

• Field‑based role with frequent travel throughout the assigned territory

• Mix of dealer visits, customer jobsite meetings, events, and remote/office‑based work

Base Pay

Expected Base Pay Range: $100,000 to $120,000 Annualized

The base pay range included is a projected hiring range for a position, level and potential work location(s) listed.  Topcon provides the compensation range 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.   

In addition to base pay, compensation for this position includes eligibility for 35% sales incentive pay.

Benefits*:

Topcon offers a comprehensive benefit package for this position including medical, dental, vision, life insurance, disability insurance, tax saving spending accounts a 401(k) plan with employer match, tuition reimbursement in addition to other perks and benefits.  We also offer time off for our employees to recharge.  Our employees are eligible for paid company holidays, paid personal time off, and paid sick time that meets or exceeds state/local requirements. 

Topcon reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation; individual candidate compensation may be determined based on individual skills, experience, training, certifications, education, final work location and other factors not related to an applicant’s sex or other status protected by local, state, or federal law. Changes in the position level, location or other factors associated with the role may change the final determined compensation.  The recruiter can provide additional information during the hiring process.

*Topcon time off policies can vary as well as roles which are exempt or non-exempt.  For hourly (“non-exempt”) employees, we offer personal paid time off which accrues in accordance with local standards.  For salaried (“exempt”) employees, we offer a flexible paid time off policy giving you flexibility to take time when needed, while supporting business needs.  All paid time off policies are in accordance with or exceeding local law.  Employees working at least 30 hours per week are eligible for our Health and Welfare benefit package.