Cummins Inc. General Manager of Parts and Dealer Sales in Irvine, California
General Manager of Parts and Dealer Sales
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.
Our Distribution business delivers reliable, durable, high performing products for our global partners. You are key to our customers’ success, where you’ll deliver solutions that build your knowledge base and fuel your career.
This position manages a sales organization and responsible for sales activity and operations for a medium to large business segment. Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong. Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through the entire salesforce.
Key responsibilities for this Pacific Region -based GENERAL MANAGER of PARTS and DEALER SALES :
Plans, controls, and directs activities of the sales force.
Sets and achieves sales goals associated with revenue and profit targets.
Sets strategic approach to sales and approves development and implementation sales objectives, strategies and promotional programs and holds their direct and dotted line teams accountable for the execution.
Sets strategic approach to identify and pursue growth opportunities and holds their direct and dotted line teams accountable for the execution.
Coaches, develops and motivates sales staff; provides guidance and direction on problems and issues; delegates works assignments considering employee skills and development needs.
Identifies function and department issues, problems, and opportunities to support continuous process improvement initiatives.
Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer Focus Six Sigma).
Provides accurate reporting and forecasting of sales demand to the entity leadership team and to regional and/or global sales leadership. This is accomplished through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
Builds and maintains outstanding relationships with key customer and business leaders by maintaining quarterly face-to-face contact with key customer management.
Manages the development of methods, processes, and procedures to resolves some complex issues.
Develops and manages sales (revenue and prime margin metrics at a minimum), financial controls, and risk ensuring operations are executed efficiently and within established budgets.
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.
If you want to develop your career with the industry leader who gives you the innovative technology you love to work with and empowers you to deliver a service you can be proud of – then Cummins is where you need to be.
Experience, Education, Licenses, and Certifications :
Significant level of relevant work experience required. Experience as a sales representative and other sales support function desirable. Experience in strategy, management/budget holding, product, technical roles beneficial. Significant travel may be required.
Specific areas of knowledge/experience to succeed in this role:
Experience with current Business Management Systems and Dealer Support tools a plus
Strong preference given to those with a history of delivering strategic growth initiatives
Must be able to work with Marketing to develop sales and product growth programs
University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.
Six Sigma Green Belt Certificate a plus.
Sales Champion certified in at least one market desirable.
Compensation and Benefits
A competitive base salary commensurate with experience and a full complement of personal and professional benefits provided.
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. To learn more about E-Verify, including your rights and responsibilities, please visitwww.dhs.gov/E-Verify.
Primary Location United States-California-Irvine-US, CA, Irvine, Cummins Pacific
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Nov 5, 2018, 8:33:07 PM
Unposting Date Ongoing
Req ID: 1800072C