Cummins Inc. Manager - Sales Training, Global Sales Capabilities in Columbus, Indiana

Manager - Sales Training, Global Sales Capabilities


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 Corporate 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 Columbus, Indiana for a Manager Sales Training. Cummins USA is where you can work on industry leading projects.

Your impact will happen in these and other ways:

  • Manages sales training to address channel needs. Develops and conducts sales training programs for all levels of those that interact with the customer in the channel.

  • Develops a training strategy to address the needs of the sales force.

Establishes, implements, and administers training programs ensuring the maximum effectiveness of the sales effort.

  • Creates and develops sales training materials to improve knowledge and skills of sales representatives.

  • Partners with sales management and cross business unit leadership initiatives to understand training needs.

  • Keeps informed of new training methods, techniques of competitors, and pending introduction of new products to ensure current and effective courses for sales personnel.

  • Coaches and motivates training staff that may include direct or indirect reports; provides guidance and direction on problems and issues; delegates work assignments considering employee skills and development needs.

  • Identifies department issues, problems, and opportunities to support continuous improvement initiatives.

Key Responsibilities:

  • Manages the relationship with the supplier(s) responsible for course creation and translations with significant annual budget (>$300K) including agreeing statements of work and holding regular scheduled progress update meetings.

  • Responsible for delivering the course content to the agreed schedule.

  • Leads the management, and execution of product sales training strategy projects globally across the company.

  • Participates in the Training Strategy championing projects, issues and challenges brought from the Sales Training Operations team.

  • Responsible for developing large and complex online courses including those requiring a significant level of technical and high levels of customization globally.

  • Manages and prioritizes team’s the work, breaking down roadblocks where required and giving guidance and support on more challenging projects and topics.

  • Works closely with Marketing and Sales Functions Excellence Team, Talent Management, Cummins Learning Center and others, leading projects focused on overall Sales training strategy and direction.

  • Champions best practices in instructional design to create and develop product sales training programs designed for the next generation of sellers.



Product Knowledge - Knowledge of products and product lines. Able to represent the features and benefits to sell the products. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer. Able to teach others to formulate effective messages and represent the features and benefits of the product.

Develop Communication Plans - Knows current communication methods along with alternative methods not currently being utilized. Understands the audience and how to utilize the most effective communication method to reach audience. Formulates an overall communication strategy (plan) and leads the implementation of it. Coaches or trains others on developing a communication plan.

Event Planning and Management - Manages an event through the entire process. Coordinates logistics and provides input into enhancements for future events.

Facilitating Internal Relationships & Consensus - Has experience with large group dynamics and proven relationship skills.


  • Minimum eight to ten years of experience in sales and/ or training in industrial manufacturing environment.

  • Experience designing and delivering training and/or learning programs to reflect knowledge in adult learning principles, both on-line and traditional classroom environments.

  • Training curriculum development and delivery experience is preferred.

Required Education, Licenses or Certifications

College, university, or equivalent degree in sales, training or a related subject required. Advanced degree preferred.

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.

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Primary Location United States-Indiana-Columbus-US, IN, Columbus, Commons Office Building

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Aug 16, 2018, 9:45:53 AM

Unposting Date Ongoing

Req ID: 1800053K