Cummins Inc. Sales Director in Minato, Japan

Sales Director


No, this isn’t one of those ordinary jobs.

Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.

This is what we call Working Right.

Cummins, a global power leader, is a corporation of complementary businesses that design, manufacture, distribute & service engines, fuel systems, controls, air handling, filtration, emission solutions, power generation systems and all related technologies.

We are committed to building partnerships with our people, our customers, our environment and our communities.

Our Vision is "making people's lives better by unleashing the power of Cummins" and it is carried out by our employees around the world who give of their time, talents and resources to improve the communities in which we live and work. More than 150 Community Involvement Teams worldwide work with the Company's Corporate Responsibility Corporate Responsibility organization and senior management to strengthen our communities with a focus on education, the environment and social justice.

Cummins, a Fortune 150 company, has been recognized by national and international organizations for our employees and Cummins’ unique working culture such as World’s Most Ethical Companies by the Ethisphere and awarded a perfect scored in the 2013 Corporate Equality Index by the Human Rights Campaign as part of its Best Places to Work initiative.

This is an exciting opportunity in Tokyo for a Sales Director. Cummins Filtration Japan in Japan is where Sales Director can take the business lead for a next level proactively and also contribution for APAC market ; opportunities within Japan and there are opportunities to work more closely with our Joint Venture and global Filtration suppliers to meet the needs of Global OE customers, as well as grow our Japan aftermarket segment . He/she to promote products, execute sales and marketing plans to meet company’s objectives and customer needs.

Thinking beyond your desk includes:

  • Lead Japan business to achieve overall business targets, working closely with Director and regional entity managers

  • Lead local sales team to increase market share, profitability and achieve tangible business results

  • Achieve business growth in assigned accounts, countries or territories

  • Organize and execute sales tactics, handle major sales and negotiations

  • Work cross functionally within business unit / assigned functional / business teams from time to time.

  • Develop and execute cohesive first fit strategy for key OEM’s in assigned region/country

  • Grow market share across key segments, including aftermarket and company owned Distribution Business Unit (DBU) channels

  • Work with Joint Venture partners to support solutions that are fit for market across all market segments.

Team Leadership; Country / Account Management; Sales and Marketing

  • Lead, manage and coach current team in all aspects of business perspective.

  • Provide leadership and management to develop, manage and build distribution partner (DP) capabilities.

  • Share best practices, develop and expand team capabilities; coach and develop team’s strategic thinking and capabilities

  • Formulate and execute sales tactics.

  • Review commercial contracts – Distributor Agreements, Tenders etc.

  • Conduct business review visits to assigned countries/ accounts or territories and submit summary reports.

  • Assess new business potential/market segment and pursue key prospects, including negotiate and support potential sales.

  • Maximize profitability and increase sales by supplying superior products and value packages that meet or exceed customer expectations

  • Develop, execute and track Distributor budget (AOP) plan to achieve sales and margins

  • Participate and contribute in 4Ps of marketing to achieve business targets

  • Involvement in market interrogation analysis processes, including “deep dive” and strategic planning process

  • Provide competitive intelligence, analyze measure and track competitors’ activities

  • Participate in product pricing exercise – New product list price, pricing analysis etc

  • Provide PPH analysis - channel management, performance review, effective coverage from time to time to meet business target.

  • Manages, establish, coordinate, participate and/or lead seminars, trade shows, VOC activities, conferences, customer educations and training needs and plans.

  • Manage Account Payables (AP) standing of DPs and customers.

  • Timely submission of necessary reports.

Other Functional Role

  • Liaise with Cummins Global Logistics and delivery partners to roll out delivery schedule and planning, ensuring customer satisfaction, product availability, feedback and comments to achieve Goal Tree initiatives and KPIs.

  • Involvement in global functional activities as and when required.

  • Global cross-BU collaboration, working with Cummins integrated account managers (IAM) to ensure one voice of Cummins to global customers

Corporate Citizen

  • Compliance to Cummins policies and guidelines while conducting business.

  • Embrace corporate driven initiatives around Corporate Responsibility, Cummins Operating System, Core Values and others.

  • Uphold Cummins core values while conducting business with customers both internally and externally.

  • Right Work Environment – establish, drive and consistently maintain a workplace reflecting a right work environment for all stakeholders


Qualifications required

  • Strong OEM commercial experience in the heavy duty, OEM/Construction industry would be ideal

  • Leadership skills, Proven sales record

  • Ability to manage the beam and global business expansion capability

  • Great combination for technical background and strategic mind

  • Good communication, presentation and interpersonal skills

  • Stabilizing and innovator

  • Willing to travel and work in different environment

Compensation and Benefits

Compensation. Base salary commensurate with experience plus Variable bonus.

Benefits. Cummins Japan provides a full package of Social Insurance (Welfare Pension, Health Insurance – Medical & Dental, Unemployment Insurance Policy). Cummins Japan also provides Retirement Benefit, full commutation allowance and Cummins Japan supports “Benefit-One”, third party operated fringe benefit program.

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons.

Ready to think beyond your desk? Apply for this opportunity and start your career with Cummins today.

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Primary Location Japan-Tokyo-To-Shinjuku-Japan, Minato-ku, CJL Office

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Nov 10, 2016, 3:46:20 AM

Unposting Date Ongoing