Job Description

DESCRIPTION/RESPONSIBILITIES:
• Manages a sales organization and responsible for sales activity and operations for a medium to large business segment (i.e. territory, product line, market segment). Achieves results by executing the strategy through their people to achieve customer value.
• Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the sales force.
• Consistently delivers profitable growth by working with and through the entire sales force to provide customers with valued Cummins solutions.
• Sets and achieves sales goals associated with revenue and profit targets. Drives sales by planning, controlling, and directing activities of the sales force. Collaborates with HR to recruit and hire as appropriate.
• Sets/Implements the strategic approach to sales for a medium to large business segment. Approves development and implementation of sales objectives, strategies, and promotional programs; manages territory and resource allocation. Holds direct and dotted line teams accountable for execution.
• Sets/Implements the strategic approach to identify and pursue growth opportunities for a medium to large business segment. Holds direct and dotted line teams accountable for execution.
• Coaches, develops, and motivates sales staff. For direct reports, sets goals for their training and development, performance, and career planning. Monitors, coaches and manages performance on a regular basis. Delegates work assignments considering employee skills and development needs; provides guidance and direction on problems and issues.
• Engages with leadership as well as direct and dotted line teams to support and manage change. Identifies function/department issues and opportunities to support continuous process improvement. Manages development of methods, processes, and procedures to resolve issues.
• Drives utilization of Cummins tools and processes, for example the Cummins Sales Process, Customer Relationship Management (CRM).
• Provides accurate reporting and forecasting of sales demand to the entity leadership team and to regional and/or global sales leadership, for example through Strategic Business Reviews, using Cummins tools and processes (e.g., Cummins Sales Process, CRM systems).
• Builds and maintains outstanding relationships with key customer and business leaders by maintaining quarterly face-to-face contact with key customer management.
• Develops and manages sales (revenue and prime margin metrics at a minimum), financial controls, and risk, ensuring operations are executed efficiently and within established budgets.
• Represents emerging customer needs, preferences, and market trends to New Product Development.
• Assures good communication and coordination across the sales function to attain goals of the sales strategy and culture, management of customers, sales talent management and sales operations.
• Manages activity based sales management (ABSM), including establishing activity based sales metrics, coaching sellers in ABSM and driving activity based sales results.
• Models and mentors/coaches Cummins leadership behaviors.
• Continually evaluates sales force effectiveness and provides input to strategies for improvement, e.g., recruiting/hiring, training, and/or territory and resource reallocation.

REQUIRED SKILLS:
Skills
• Strategic mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies.
• Financial acumen – Interpreting and applying understanding of key financial indicators to make better business decisions.
• Ensures accountability – Holding self and others accountable to meet commitments.
• Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
• Manages conflict – Handling conflict situations effectively, with a minimum of noise.
• Drives engagement – Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Builds effective teams – Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Values differences – Recognizing the value that different perspectives and cultures bring to an organization.
• Instills trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Develops talent – Developing people to meet both their career goals and the organization’s goals.
• Channel Awareness – Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

Intuitive Listening And Adapting Solutions – Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.

Sales Forecasting – Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

Sales Pipeline Management – Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

Education, Licenses, Certifications
• Required: University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience
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, and/or CRM systems and tools is beneficial.

Leads negotiations of complex multi-year agreements with key truck OEM’s and major dealer groups. Manages cross functional teams engagementto insure customer expectations and customer score card targets are achieved.

Identifies, tracks, and works with leadership team to sponsorcross functional projects. Monitors and communicates project status to leadership team. Owns project hopper for customer service level improvement projects.

How to Apply

Job Categories: Equal Opportunities. Job Types: Full-Time.

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