Cummins Inc. Territory Sales Manager in Clear Brook, Virginia

Territory Sales Manager


Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.

Sells company products and services by developing new prospects and accounts.

Achieves sales targets and ensures customer satisfaction.

Develops relationships to generate customer goodwill and loyalty.

Conducts negotiations according to company guidelines.

Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.

Responds to customer concerns about the company and its products.

Provides leadership and mentoring to less experienced sales representatives.

Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).



Focus On Customer Needs - Able to leverage network of customer contacts to attain customer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.

Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.

Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.

Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Sales Negotiations - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) 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).

Education, Licenses, Certifications

College, university, or equivalent degree in marketing, sales or a related subject or equivalent industry experience required.


Intermediate level of relevant work experience required.

  • On site sales calls required with retail/wholesale customers within assigned territory.

  • Manage call lists to help determine effective target customer opportunities.

  • Be able to work effectively with branch team to grow Cummins service/parts sales through the branch.

  • Ability to communicate customer concerns/opportunities through Aftermarket org.

  • Become capable on the processes and programs customers use for Cummins business.

  • Able to learn multiple Cummins product platforms and product benefits.

  • Self-manage travel time and customer visits for optimal performance.

  • Occasionally educate groups on Cummins products/support.

  • Use Cummins sales tools and reports to analyze customer habits and improve sales.


Primary Location United States-Virginia-Manassas-US, VA, Clear Brook, Cummins Atlantic Winchester

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Jun 29, 2017, 8:18:48 AM

Unposting Date Ongoing

Req ID: 17000311