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22 Sep 2020

Full-Time Sales Territory Manager – CO, East WY, & OK – 200002D8

Cummins – Posted by Cummins Inc Denver, Colorado, United States

Job Description

Cummins 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.


Learn more about this role and how you can begin Powering your potential.


Our Business Unit delivers reliable, durable, high performing products to our global partners. Working in an innovative space, you’ll develop high tech solutions that will fuel your advanced career skill set and empower you to own your career. Our integrated businesses demand the talents and creativity of individuals with a wide range of skills and experience.


This is an exciting opportunity in Denver, CO for a Sales Territory Manager. This sales representative will be responsible for a territory that includes Colorado, Eastern Wyoming, and Oklahoma.


* Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account in a business to customer environment.

* Sells company products and services by developing new prospects and accounts.

* Achieves sales targets and ensures customer satisfaction.

* Develops 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 customer concerns about the company and its products.

* Provides leadership and mentoring to less experienced sales representatives.

* Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

* Aggressively pursues growth through dealer conversions, new end-user wins, cross-selling and up-selling of current customers.

* Protects current business through retention activities.

* Utilizes data to prioritize and target the best sales opportunities.

* Supports the team with best practice sharing.

* Completes ride-longs with dealer sales reps and provides coaching to these reps. This includes training on how to sell our product and the overall value package.

* Responsible for territory sales practices that are consistent with our channel management policies and managing channel conflict as it arises. This sometimes includes on the spot decisions and conversations with our customers.



* Customer focus – Building strong customer relationships and delivering customer-centric solutions.

* Ensures accountability – Holding self and others accountable to meet commitments.

* Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.

* Persuades – Using compelling arguments to gain the support and commitment of others.

* Instills trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity.

* Account Planning – Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.

* Articulating Value Proposition – Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer’s specific needs to differentiate against competition.

* Developing Account Strategy – Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.

* 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


* College, university, or equivalent degree in marketing, sales or a related subject or equivalent industry experience required.

* This position may require licensing for compliance with export controls or sanctions regulations.





* Intermediate level of relevant work experience required.




Compensation and Benefits


Salary commensurate with experience plus bonus. 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 think beyond your desk? Apply for this opportunity to start your career with Cummins

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

Job expires in 10 days.

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