Cummins Inc. Territory Manager in Arlington, Texas
Manages customers of large complexity relationships through the sales cycle and executes sales plans to achieve revenue and profitability goals within a large sized assigned sales territory and/or high complexity market.
- Roles aligned to this GPP may be eligible for a Sales Compensation program.
Sells highly complex company products and services by developing new prospects and accounts.
Achieves revenue and margin targets and ensures customer satisfaction through execution of a sales cycle from lead to sale.
Develops very complex 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 highly complex customer concerns about the company and its products and services.
Oversees very complex projects, programs and business relationships with assigned accounts and/or territory and/or market segment.
Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship -- Management Systems)
Seeks opportunities to utilize Customer Focus Six Sigma and Customer Support Excellence Tools to concurrently grow the business and increase loyalty
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.
Has the potential to manage sales function personnel excluding field sales and/or account manager positions.
Assists with the collection of receivables from accounts/customers.
Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Can successfully demonstrate and model the skill to others. Can identify uncommon situations associated with the use of this skill and address them independently, or effectively ask for help from a more experienced person. Can provide coaching to lower level performers on how to use the skill in typical work situations.
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 Negotiation - Identifies, recognizes, and uses negotiating tactics. Understands and knows how to develop and leverage power in a negotiation. Can coach others on the utilization of negotiating skills. Uses the Customer Market Profitability tools that support customer negotiations. Lead negotiator on major accounts.
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 that support account planning as well as customer loyalty NPS tools and process.
Account Team Leadership - In depth knowledge of systems and processes designed to deliver goods to customers and support customer needs. Able to direct others to use the systems, processes and support organization to support customer needs and deliver to customer expectations. Uses the Customer Market Profitability tools that support account management.
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.
Service Knowledge - Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Effectively communicates and works with Distributor personnel to complete performance plan objectives which require interaction with the global distribution network. Aware of the DBU's role in the distribution and support of EBU, PGBU and FBU products.
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 Certified a plus
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 United States-Texas-Arlington-US, TX, Arlington, Cummins Southern Plains
Job Type Experienced - Professional / Office
Recruitment Job Type Professional - Experienced
Job Posting May 15, 2018, 6:51:28 AM
Unposting Date Ongoing
Req ID: 180002WO