Cummins Inc. Director of Marine Business – Sales Management in Renton, Washington

Director of Marine Business – Sales Management


Director of Marine Business – Sales Management

Cummins Inc. is worldwide, and with 54,000 employees is a place big enough to coach and develop a global workforce and create the world’s leading clean, engine technology. We’re also small enough for you to find your fit and personal passion with a team of dependable, innovative thinkers who are developing their careers within a diverse, inclusive, empowering environment.

Cummins has an immediate need for an experienced Director of Marine Business at our Seattle, WA location.

  • Manages a sales organization and responsible for sales and support activity for the marine business segment (i.e. territory, product line, market segment).

  • Oversees that the entire marine team is working safely and that the Cummins Culture of Safety is present and strong within the team.

  • Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through the entire organization.

  • Plans, controls, and directs activities of the marine team (sales, engineering and support).

  • Sets and achieves sales goals associated with revenue and profit targets.

  • Sets strategic approach to sales and approves development and implementation of sales objectives, strategies and promotional programs and holds their direct and dotted line teams accountable for the execution.

  • Sets strategic approach to identify and pursue growth opportunities and holds their direct and dotted line teams accountable for the execution.

  • Coaches, develops and motivates their team; provides guidance and direction on problems and issues; delegates works assignments considering employee skills and development needs.

  • Identifies function and 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).

  • Provides accurate reporting and forecasting of sales demand to the regional leadership team and to market and/or global sales leadership. Builds and maintains outstanding relationships with key customer and business leaders by maintaining quarterly face-to-face contact with key customer management.

  • Manages the development of methods, processes, and procedures to resolves complex issues.

  • Develops and manages sales (revenue and prime margin metrics at a minimum), financial controls, and risk ensuring activities are executed efficiently and within established budgets.

  • Assures good communication and coordination between marine business and operations, finance and accounting teams to ensure positive customer.



Focus on Customer Needs:Clear understanding and knowledge of competitive landscape. Able to directly influence the customer’s response to those alternatives. Leading authority in the Marine Market with broad market knowledge of the 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. Able to leverage network of customer contacts to attain customer specific information to ensure a match between Customer needs and Cummins offerings. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Sales Calls and Sales Process: Thorough understanding of sales process. Able to set tactical sales goals and to formulate sales call plans; conduct calls according to plans; gather information to strengthen the sales position and progress through the sales process accordingly and to negotiate terms of sale. Able to coach others. 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.

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 and is able to understand and root concerns. 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.

Manage Customer Disagreements:Manages customer conflicts and disagreements through collaborative resolution. Can coach others on managing disagreements or may be brought in to help resolve difficult situations.

Product Knowledge: In-depth understanding and knowledge of products/services in the marine market. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.

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.

Account Planning: 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.

Channel Awareness: Evaluate Marine Channel needs and organizational structure. Review, approve and monitor channel partners and channel strategies. Ability to facilitate work with channel management organization and channel partners to more effectively meet the customer's needs.

Reporting and Forecasting: Able to accurately forecast and report sales and margin results by relevant segmentation (i.e. product line, territory, customer or market segment). Support and promote the Synchronized Business Process (SBP) for immediate and long term planning.

Financial Understanding: Capable of interpreting business level and product line P&L statements. Able to understand financial drivers and their impact on the business.

Education, Licenses, Certifications

  • University or college degree in the field of Sales or Marketing with an MBA preferred, or an acceptable combination of education and experience.

  • Six Sigma Green Belt Certificate a plus.


  • Significant level of relevant marine work experience required.

  • Experience as a sales manager and sales representative and other sales support function desirable.

  • Experience in strategy, management/budget holding, product, technical roles beneficial.


  • Significant travel may be required._

Compensation and Benefits

  • Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.

Cummins and E-verify

  • 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 without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law.

  • Cummins validates right to work using E-Verify. Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization.

Ready to work with ground-breaking products and technology? Apply for this opportunity to start your career with Cummins today.


Primary Location United States-Washington-Seattle-US, WA, Renton, Cummins Northwest Oakesdale

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Sep 19, 2018, 11:26:02 AM

Unposting Date Ongoing

Req ID: 180006D0