Cummins Inc. Sales Manager Engine Sales on Highway in Downey, California

Requisition Number

17-0006

Post Date

1/31/2017

Title

Sales Manager Engine Sales on Highway

City

Downey

State

CA

Description

Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.

  • 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).

Requirements

  • 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, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer MarketProfitability 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. Consistentlydemonstrates 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 recognizethe balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).

  • Branch Center Sales - Support service labor and parts sales for assigned service center (Downey, CA) through working with existing and potential customers.

  • Emission Regulation - Understand project driven emission requirements to support the sale of service labor parts and/or engines.


  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.

  • Please view Equal Employment Opportunity Posters provided by OFCCP here at http://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm .

  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have accessto the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosureis (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.