Cummins US & Canada

Job Information

Cummins Inc. Territory Manager - Indiana and Michigan in Indianapolis, Indiana

Territory Manager - Indiana and Michigan


We are looking for a talented Territory Manager to join our team specializing in Sales for our Cummins Filtration Business Unit from your remote home office.

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

  • Account Planning - Identify objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.

  • Articulating Value Proposition - Interpret internal and external customer needs based on relevant application; explain and demonstrate products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs and differentiate against competition.

  • Develop Account Strategy - Determine current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.

  • Develop Relationships - Create solid 3x3 relationships with key stakeholders within the delivery partners (Sales, Parts, Service, Counter teams) to drive preference and create additional dealer share.

  • Activity Based Sales Management - Utilize Salesforce to help execute the sales process with key opportunities in the region. Maintain a robust pipeline of new business opportunities.

  • Achieve Sales Targets - Manage customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account in a business to customer environment.


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

  • 5 years of relevant work experience required.

  • 5 years of territory management and 2 years of direct selling.

  • Strong communication skills and good experience building strong customer relationships.

  • Experience managing conflict and complex customers.


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 24, 2021, 11:10:20 AM

Unposting Date Ongoing

Req ID: 210006HV