Cummins Inc. Territory Sales Manager in Bellevue, Washington
Territory Sales Manager
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 Working Right .
Our Filtration 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 either Seattle, WA or Portland, Oregon . Cummins USA is where you can work on industry leading engineering projects such as New Product Development, Value Package Introduction and Systems
Your impact will happen in these and other ways:
The Territory Sales Manager is responsible for:
Developing and implementing Cummins value packages of products and services for on and off highway delivery partners and their end-users.
Maintaining current business partners, as well as the growing that base within the region they represent.
_ Will require 75-80% travel within the region of Washington, Oregon at times be on short notice.
Achieving 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).
Skills and Experience Required:
Focus On Customer Needs - Able to leverage network of customer contacts to attain customer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.
Account Planning - Is able to develop strategies to grow business, formulate marketing plans, and identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.
Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.\
Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. 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.
Sales Negotiations - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).
Effective computer utilization-Excel, Word, PowerPoint
Bilingual (Spanish/English), a plus
4 years of sales experience using marketing processes and tools that are relevant in a channel driven, business to business marketing environment
Proficiency in sales and marketing techniques
Strong written and oral communication skills
Effective presentation skills
Effective Time Management skills
Demonstrated ability to self-manage from a home office
Ability to travel 75-80%
Required Education, Licenses or Certifications
- _ Bachelor or equivalent degree in Engineering marketing, sales or a related subject or equivalent industry 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.
Ready to think beyond your desk? Apply for this opportunity to start your career with Cummins today. careers.cummins.com
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Primary Location United States-Washington-Bellevue-US, WA, Bellevue, Office 1750 112th Ave NE
Job Type Experienced - Professional / Office
Recruitment Job Type Professional - Experienced
Job Posting May 17, 2017, 9:18:30 AM
Unposting Date Ongoing
Req ID: 1700025G