Cummins Inc. Manager- PG Commercial Sales in San Leandro, California

Requisition Number

17-0052

Post Date

4/24/2017

Title

Manager- PG Commercial Sales

City

San Leandro

State

CA

Description

Job Summary

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).

Key Responsibilities

  • 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 continuousprocess 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.

Requirements

Skills

Sales Management - Leads the Inside Sales Representatives, inclusive of managing performance, coaching, mentoring, hiring and career development. Manages the selling activities to meet or beat company revenue and gross margin targets. Manage inside sales

team's capacity to be able to support CP territory requirements. Establish processes and standards for lead management, quotation structure and delivery, follow-up and results documentation. Monitory and report on quote activity, quote results, sales activity

and other key performance indicators. Provide technical assistance and guidance relating to quotation scope, structure, and specification compliance. Approve quotes prepared by the Inside Sales team as appropriate. Provides support to direct reports to maintain

excellent customer satisfaction. Investigate, mitigate, and resolve customer problems and complaints that have been escalated. Continuous learning to be the subject matter expert on product, industry and compliance. Facilitates training for the Inside Sales

team. 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 attain customer specific information listed above as well as 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. Manage Customer

Disagreements - Manages customer conflicts and disagreements through collaborative resolution. 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. 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.

Additional Experieice:

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.Six Sigma Green Belt Certificate a plus.


  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.

  • Please view Equal Employment Opportunity Posters provided by OFCCP here at http://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm .

  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have accessto the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosureis (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41CFR 60-1.35(c)