Cummins Inc. designs, manufactures, sells and services diesel and alternative fuel engines from 2.8 to 95 liters, diesel and alternative-fueled electrical generator sets from 2.5 to 3,500 kW, as well as related components and technology.<\/p>\n
Cummins serves customers through our network of 600 company-owned and independent distributor facilities and more than 7,400 dealer locations in more than 190 countries and territories<\/p>\n
Description<\/strong><\/p>\n Job Title: Sales Manager Aftermarket<\/strong><\/p>\n Manages a sales organization and responsible for sales activity and operations for a medium to large business segment (i.e. territory, product line, market segment). 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. Qualifications<\/strong><\/p>\n Skills<\/strong><\/p>\n Focus on Customer Needs \u2013 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.<\/p>\n Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions.<\/p>\n Able to leverage a 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.<\/p>\n Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers. Utilizes appointment and customer contact management software. Awareness proficiency level plus, uses appointment tracking system, documents call plans, meeting notes and action items. Has established rapport, delivered on commitments, and developed a positive relationship with customers. Able to direct others to use the systems, processes and support organization to support customer needs and deliver to customer expectations.<\/p>\n Uses the Customer Market Profitability tools that support account management. Channel Awareness \u2013 Ability to facilitate work with channel management organization and channel partners to more effectively meet the customer\u2019s needs. Education, Licenses, Certifications<\/strong><\/p>\n 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. Experience<\/strong><\/p>\n 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.<\/p>\n","protected":false},"excerpt":{"rendered":" Cummins Inc. designs, manufactures, sells and services diesel and alternative fuel engines from 2.8 to 95 liters, diesel and alternative-fueled electrical generator sets from 2.5 to 3,500 kW, as well…..<\/p>\n","protected":false},"author":6721,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_newsletter_tier_id":0,"footnotes":"","jetpack_publicize_message":"","jetpack_is_tweetstorm":false,"jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false}}},"categories":[23],"tags":[2027],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p2nO32-6IP","_links":{"self":[{"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/posts\/25843"}],"collection":[{"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/users\/6721"}],"replies":[{"embeddable":true,"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/comments?post=25843"}],"version-history":[{"count":0,"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/posts\/25843\/revisions"}],"wp:attachment":[{"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/media?parent=25843"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/categories?post=25843"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/joblistghana.com\/wp-json\/wp\/v2\/tags?post=25843"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nOversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the Salesforce.
\nConsistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through the entire salesforce.
\nPlans, controls, and directs activities of the sales force.
\nSets and achieves sales goals associated with revenue and profit targets.
\nSets strategic approach to sales and approves development and implementation sales objectives,
\nstrategies and promotional programs and holds their direct and dotted line teams accountable for the execution.
\nSets strategic approach to identify and pursue growth opportunities and holds their direct and dotted line teams accountable for the execution.
\nCoaches, develops and motivates sales staff; provides guidance and direction on problems and issues; delegates works assignments considering employee skills and development needs.
\nIdentifies function and department issues, problems, and opportunities to support continuous process improvement initiatives.
\nDrives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer Focus Six Sigma).
\nProvides 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).
\nBuilds and maintains outstanding relationships with key customer and business leaders by maintaining quarterly face-to-face contact with key customer management.
\nManages the development of methods, processes, and procedures to resolves some complex issues.<\/p>\n
\nAssures 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.<\/p>\n
\nSales Calls \u2013 Able to formulate sales call plans, conduct calls according to plans, gather information to strengthen the sales position and progress through the sales process. Utilizes appointment and customer contact management software.<\/p>\n
\nManage Customer Relationships \u2013 Develops rapport, builds trust, and creates value in relationships with customers and channel partners. Identifies decision makers and those influential in the decision process and effectively communicates with them. In managing this relationship, displays core values (e.g. empathy, etc.) and is able to adequately interrogate matter to identify root concerns.<\/p>\n
\nManage Customer Disagreements \u2013 Manages customer conflicts and disagreements through collaborative resolution.
\nSales Negotiation \u2013 Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win\/win relationships).
\nProduct Knowledge \u2013 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.
\nAccount Planning \u2013 Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what
\nstrategies 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.
\nAccount Team Leadership \u2013 In depth knowledge of systems and processes designed to deliver goods to customers and support customer needs.<\/p>\n
\nSales reporting and forecasting \u2013 Able to accurately report actual and project future sales and margin results by a relevant segmentation (i.e. product line, territory, customer or market segment)
\nFinancial Understanding \u2013 Ability to collect, analyze, and interpret data from financial systems, as well as the ability to execute a business case. Knowledge of the leverage pricing has on financial results. Familiar with tax and duty structures.<\/p>\n
\nSales Champion certified in at least one market desirable.<\/p>\n