SLS.TERRITORY SALES - FIELD SALES MANAGER

Prospects, develops and captures new opportunities with large, complex accounts. Develops/Executes account strategies and plans to build customer relationships and achieve revenue and profitability goals within a large assigned sales territory, high complexity segment and/or complex market.

Responsibilities

Develops opportunities to increase sales by identifying and researching markets and/or segments with high potential opportunity. Evaluates opportunities by researching and contacting prospective customers. Develops and executes account strategies and plans for top prospects. Builds and maintains positive customer relationships at various levels within complex accounts, to enable identification of a customer’s needs, business model and buying process. Uses understanding of customer needs and priorities to identify and offer both standard and custom Cummins solutions. Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition. Represents current and emerging needs of the customer and market to New Product Development. Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed. Drives sales, achieving revenue and margin targets and ensuring customer satisfaction through the sales cycle from lead to sale. Maintains and strengthens customer relationships to generate future sales. Responds to customer concerns in a timely fashion. Consistently uses the Cummins Sales Process. Seeks opportunities to utilize Cummins processes, tools and initiatives that are designed to increase loyalty, drive customer value, and grow the business. Develops and maintains accurate reporting and forecasting by utilizing Cummins Customer Relationship Management systems and other required tools. May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for training and development, performance, and career planning. Provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives. Oversees relevant projects, programs, and business relationships with assigned accounts and/or within the assigned territory or segment. Assures good communication, coordination and alignment across the sales function, to attain Cummins sales strategy and culture goals.

Qualifications

Required: University or college degree in the field of Sales or Marketing or an acceptable combination of experience and education. MBA a plus but not required. This position may require licensing for compliance with export controls or sanctions regulations.