Job Description

We are looking for a talented Territory Manager for Cummins Filtration for the greater Pennsylvania and West Virginia area.

In this role, you will make an impact in the following ways:

* Completing fieldwork with delivery partner sales reps and coaching/developing these reps. This includes training on how to sell our product and the overall value package.

* Channel management is a major component of the TM workload. The TM is responsible for running their territory 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.

* Create solid 3×3 relationships with key stakeholders within the delivery partners (Sales, Parts, Service, Counter teams) to drive preference and create additional dealer share.

* Create solid relationships with key end user accounts that fall within the sales territory. Leverage these relationships to drive loyalty and referrals to other accounts.

* Utilize Salesforce to help execute the sales process with key opportunities in the region. Maintain a robust pipeline of new business opportunities.

* For this territory specifically, knowledge of the oil and gas and mining industries is preferred.

* Territory is made-up of Pennsylvania (excluding Philadelphia) and West Virginia. Preferred location is in the greater Pittsburgh or Harrisburg area, but there is flexibility for the candidate to reside elsewhere within the territory, given hiring manager discretion.

* 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).

To be successful in this role you will need the following:

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 degree or equivalent industry experience.

Experience

5+ years of relevant work experience 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.

How to Apply

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

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