Cummins Inc. Field Sales Representative Manager - Eaton Cummins Automated Transmission Technologies in Galesburg, Michigan

Field Sales Representative Manager - Eaton Cummins Automated Transmission Technologies


Eaton Cummins Automated Transmission Technologies is a place big enough to coach and develop a global workforce and create automated transmission products. 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 .

Eaton Cummins Automated Transmission Technologies is a joint venture between Eaton and Cummins, Inc. producing industry-leading medium- and heavy-duty automated transmission products to OEM customers around the globe. Our business thrives with talent from diverse skillsets and backgrounds. Grow your career by joining this exceptional collaboration opportunity that embraces innovative thinking, compelling creativity, and customer-focus.

This is an exciting opportunity in Galesburg, Michigan for a Field Sales Representative Manager. Eaton Cummins Automated Transmission Technologies is where you can work on industry leading engineering projects.

Key Responsibilities:

  • Lead efforts to gain competitive market intelligence regarding end customer selections, drivers and preferences for Powertrain selections by market segment. Will require frequent interaction with Field Sales OEM Dealers and End Use Customers.

  • Work closely with Field Sales and Marketing Communications to develop segment based selling strategies, presentations and supporting selling tools (product highlights, features / benefits, competitive comparisons, etc.).Target segments, e.g. school bus, vocational and specialty vehicle.

  • Works with Sales Management, Field Sales or Functional Excellence teams to identify and assess market opportunities, project planning, and competitive analysis. Including helping sales force evaluate the value of larger/ more complex deals.

  • Participate as the Sales Function lead for new automated transmission programs (PROLaunch). Includes the completion of program sales deliverables to support the on time launch and regular communication to management regarding program status and concerns.

  • Identifies the strategy for highly complex products and services by identifying new prospects and accounts.

  • Identifies, researches, and contacts prospective customers and builds positive relationships that will

  • generate future sales and repeat business.

  • Responds to highly complex customer concerns about the company and its products and services.

  • Assures good communication and coordination between field sales and ECJV related to market requirements and general product acceptance.

  • Support planning and budgeting activities with Marketing Communications for promotional material, advertising, media events and trade shows.

  • Provide support in the development of the JV aftermarket strategy.

  • Works with OEM account teams to monitor customer contract terms to include cost reduction targets, productivity requirements, rebate schedules and price increases.

  • Develop and execute processes/procedures with regards to contracted services from Eaton (and whatever the future state requires), providing input into quarterly RFM meetings and tracking progress on action items

  • Miscellaneous studies to support product planning and development in the JV.

  • Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (as applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.

  • Executes special projects as assigned.


Skills and Experience Required:


Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Can successfully demonstrate and model the skill to others. Can identify uncommon situations associated with the use of this skill and address them independently, or effectively ask for help from a more experienced person. Can provide coaching to lower level performers on how to use the skill in typical work situations.

Focus on Customer Needs - In depth knowledge of key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage network of customer contacts to attain customer specific information listed above as well as to attain customer specific information to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Sales Negotiation - Identifies, recognizes, and uses negotiating tactics. Understands and knows how to develop and leverage power in a negotiation. Can coach others on the utilization of negotiating skills. Uses the Customer Market Profitability tools that support customer negotiations. Lead negotiator on major accounts.

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 Market Profitability tools that support account planning as well as customer loyalty NPS tools and process.

Account Team Leadership - In depth knowledge of systems and processes designed to deliver goods to customers and support customer needs. Able to direct others to use the systems, processes and support organization to support customer needs and deliver to customer expectations. Uses the Customer Market Profitability tools that support account management.

Manage Customer Disagreements - Manages customer conflicts and disagreements through collaborative resolution.

Product Knowledge - Business-specific knowledge of what Cummins is trying to sell (features, benefits, applications, etc.). 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.

Service Knowledge - Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Effectively communicates and works with Distributor personnel to complete performance plan objectives which require interaction with the global distribution network. Aware of the DBU's role in the distribution and support of EBU, PGBU and FBU products.


  • Significant level of relevant work experience required (2 years in Account Mgmt. and 5 years in Sales preferred)

  • Experience as a sales representative and other sales support function required.

  • Experience in strategy, management/budget holding, product, technical roles beneficial.

  • Significant travel required.

Required Education, Licenses or Certifications

University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.

Six Sigma Green Belt Certified a plus.

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, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.

Eaton Cummins and E-verify

AtEaton Cummins Automated Transmission Technologies, weare 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. Eaton Cummins validates right to work using E-Verify.Eaton Cummins Automated Transmission Technologieswill 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 withEaton Cummins Automated Transmission Technologiestoday.


Primary Location United States-Michigan-Kalamazoo-US, MI, Galesburg, Eaton Cummins JV

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Oct 26, 2018, 9:42:09 AM

Unposting Date Ongoing

Req ID: 180006RV