Cummins US & Canada

Job Information

Cummins Inc. Director - Global Sales Enablement in Indianapolis, Indiana

Director - Global Sales Enablement


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

  • Directs capabilities analysis in collaboration with business leaders.

  • Partners with leaders within Sales Operations and across the Sales organization to develop a long term (5 years) Enablement Strategy and Roadmap.

  • Develops and oversees implementation of an annual Enablement strategy in collaboration with Sales Operations Regional Leaders and BUs.

  • Drives alignment of Sales performance measures, compensation and talent management to attract and retain a world-class sales force.

  • Creates and oversees the delivery of an overarching training strategy for Sales that enables the implementation of new Sales processes, models, tools and measurement as well the continual improvement of key sales skills identified the capabilities analysis.

  • Drives continuous improvement of the Cummins change management process within Sales.

  • Systematically solicits input, from Sales Operations Regional Leaders and Sales Directors and Leaders, on the best ways to implement change, progress of adoption, and needed information, education or skill development.

  • Leads selected high-profile or strategic initiatives related to developing the sales force. Keeps business leadership apprised of project status.

  • Directs ongoing assessment of business needs, team capabilities and available project budgets.

  • Leads the effort to gather the Voice of the Business from all levels of the business, from entry level to Sales Managers and Executive Directors, and utilizes learning for continuous improvement.

  • Leads, motivates and develops staff; sets goals for training and development, performance, and career planning.

  • Delegates project assignments based on availability, ability, and developmental needs and provides feedback and coaching.

  • Formulates annual operational and financial budgets as they relate to unit objectives.


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

Balances stakeholders - Anticipating and balancing the needs of multiple stakeholders.

Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

Business insight - Applying knowledge of business and the marketplace to advance the organization’s goals.

Change management - Applies the Cummins structured process and tool set for engaging individuals and organizations through change to achieve and sustain business results and outcomes.

Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.

Cultivates innovation - Creating new and better ways for the organization to be successful.

Drives vision and purpose - Painting a compelling picture of the vision and strategy that motivates others to action.

Global perspective - Taking a broad view when approaching issues, using a global lens.

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.

Organizational savvy - Maneuvering comfortably through complex policy, process, and people related organizational dynamics.

Persuades - Using compelling arguments to gain the support and commitment of others.

Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

Strategic Mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.

Values differences - Recognizing the value that different perspectives and cultures bring to an organization.


  • Significant experience within sales required (sales representative, sales management, roles supporting sales capabilities

  • Significant experience in Training and Development or Human Resources required, including managerial and budgetary experience

  • Broad business knowledge required

  • Experience with developing performance improvement strategies preferred

  • Experience in a global organization preferred

  • Must have subject matter expertise in training content development and adult learning

  • Strong skills in Microsoft productivity tools

  • College, university, or equivalent degree required


Primary Location United States-Indiana-Indianapolis-US, IN, Indianapolis, Cummins DBU Headquarters

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Sep 23, 2020, 5:10:09 PM

Unposting Date Ongoing

Req ID: 200002HH