Cummins Inc. Area Sales Manager in Casablanca, Morocco
Area Sales Manager
Manages a sales organization and responsible for sales activity and operations for a small to medium size business segment (i.e. territory, product line, market segment).
Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the Salesforce.
Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through Sales Representatives and Account Managers.
Plans, controls, and directs activities of the sales force.
Sets and achieves sales goals associated with revenue and profit targets.
Develops and implements sales objectives, strategies, promotional programs and ensures the execution for all target markets.
Identifies and pursues growth opportunities.
Coaches, develops and motivates sales staff; provides guidance and direction on problems and issues; delegates works assignments considering employee skills and development needs.
Identifies department issues, problems, and opportunities to support continuous process improvement initiatives.
Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer Focus Six Sigma).
Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
Builds and maintains outstanding relationships with customer and business leaders by maintaining regular face-to-face contact with key customer management.
Uses new and current methods, processes, and procedures to resolve some complex issues.
Develops and manages budget, financial controls, and risk ensuring operations to execute efficiently and within established budgets.
Represents marketing and sales function in new product development.
Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (as applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.
Focus on Customer Needs - In depth knowledge of key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage network of customer contacts to attain customer specific information listed above as well as to attain customer specific information to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information to strengthen the sales position and progress through the sales process. Utilizes appointment and customer contact management software.
Manage Customer Relationships - Develops rapport, builds trust, and creates value in relationships with customers and channel partners. Identifies decision makers and those influential in the decision process and effectively communicates with them. In managing this relationship, displays core values (e.g. empathy, etc.) and is able to adequately interrogate matter to identify root concerns. Awareness proficiency level plus, uses appointment tracking system, documents call plans, meeting notes and action items. Has established rapport, delivered on commitments, and developed a positive relationship with customers.
Manage Customer Disagreements - Manages customer conflicts and disagreements through collaborative resolution.
Sales Negotiation - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).
Product Knowledge - Business-specific knowledge of what Cummins is trying to sell (features, benefits, applications, etc.). Knowledge of products and product lines. Able to represent the features and benefits to sell the products. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer. Able to teach others to formulate effective messages and represent the features and benefits of the product.
Account Planning - Able to identify support needs or service improvement needs of a customer. Can write goal statements that are specific, measurable, actionable, realistic and time based. Able to execute a strategy. Able to identify initiatives that will lead to achieving defined goals. Able to apply measures and track progress toward the goal. Familiar with Customer Market Profitability tools that can be utilized during account planning.
Channel Awareness - Ability to identify needs of global channel partners to support customers more effectively. Understands the paths to market for Cummins products and communicates to and influences appropriately those within the channel that impact the customer relationship in order to support needs of customers. Suggests the development of policies, training, communication paths and programs to support channel partners to find alignment and achievement of local and global Cummins marketing strategies and organizational goals
Sales reporting and forecasting - Able to accurately report actual and project future sales and margin results by a relevant segmentation (i.e. product line, territory, customer or market segment)
Financial Understanding - Ability to collect, analyze, and interpret data from financial systems, as well as the ability to execute a business case. Knowledge of the leverage pricing has on financial results. Familiar with tax and duty structures.
Education, Licenses, Certifications
University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience. Six Sigma Green Belt Certificate a plus. Completed or in the process of completing Sales Advisor certification in at least one market desirable.
Significant level of relevant work experience required. Experience as a sales representative and other sales support function desirable. Experience in strategy, management/budget holding, product, technical roles beneficial. Significant travel may be required.
Primary Location Morocco-Center-Casablanca-Morocco, Casablanca, Casanearshore 1100
Job Type Experienced - Professional / Office
Recruitment Job Type Professional - Experienced
Job Posting Apr 27, 2017, 7:25:58 AM
Unposting Date Ongoing
Req ID: 170001TQ