Cummins US & Canada

Job Information

Cummins Inc. Fleetguard Territory Manager - Florida and Caribbean in Orlando, Florida

Fleetguard Territory Manager - Florida and Caribbean

Description

Key Responsibilities:

  • Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.

  • Develops opportunities to increase sales by identifying, researching and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls.

  • Develops new customer relationships and strengthens current customer relationships that enable identification of a customer’s needs, business model and buying process.

  • Uses understanding of customer needs and priorities to identify and offer Cummins solutions.

  • Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.

  • Brings current and emerging needs of the customer and market to their manager/director.

  • Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed.

  • Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.

  • Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g., Customer Relationship Management and special projects.

  • Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed.

  • Provides leadership and mentoring to less experienced account executives.

Qualifications

Skills

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

  • Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

  • 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.

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

  • Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

  • Customer focus - Building strong customer relationships and delivering customer-centric solutions.

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

  • Account Planning - Identifies 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.

  • Developing Account Strategy - Determines 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.

Education, Licenses, Certifications

Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.

This position may require licensing for compliance with export controls or sanctions regulations.

Experience

Intermediate level of relevant work experience required 2 to 4 years of experience.

  • A largepart of the Territory Manager's role is completing fieldwork with deliverypartner sales reps and coaching/developing these reps. This includes trainingon how to sell our product and the overall value package.

  • Channel management is a major component of the TM workload. The TM is responsible forrunning their territory consistent with our channel management policies andmanaging channel conflict as it arises. This sometimes includes on-the-spotdecisions and conversations with our customers.

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

  • Createsolid relationships with key end user accounts that fall within the sales territory.Leverage these relationships to drive loyalty and referrals to other accounts.

  • UtilizeSalesforce to help execute the sales process with key opportunities in theregion. Maintain a robust pipeline of new business opportunities.

  • Territoryis for Florida and the Caribbean. Preferred location is in the greater Orlando Florida area, but there is flexibility for the candidate to reside elsewhere within the Florida territory, given hiring manager’s discretion.

Compensation & 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.

Job SALES

Primary Location United States-Florida-Orlando-US, FL, Orlando, Cummins Power South

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting May 10, 2022, 6:09:56 AM

Unposting Date Ongoing

Organization Cummins Filtration

Req ID: 220002YF

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