Company Brief
Cummins is an American Fortune 500 corporation that designs, manufactures, and distributes engines, filtration, and power generation products.Cummins also services engines and related equipment, including fuel systems, controls, air handling, filtration, emission control, electrical power generation systems, and trucks.
Headquartered in Columbus, Indiana, United States, Cummins sells in approximately 190 countries and territories through a network of more than 600 company-owned and independent distributors and approximately 6,000 dealers. Cummins reported net income of $2.19 billion on sales of $23.77 billion in 2018.
Job Description
The company is hiring well-educated individual for the job
Listed below is all there is to know about the job
Responsibilities
- Manages a sales organization and responsible for sales activity and operations for a small to medium-size business segment (i.e. territory, product line, market segment).
- Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the Salesforce.
- Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through Sales Representatives and Account Managers.
- Plans, controls, and directs activities of the sales force.
- Sets and achieves sales goals associated with revenue and profit targets.
- Develops and implements sales objectives, strategies, promotional programs and ensures the execution for all target markets.
- Identifies and pursues growth opportunities.
- Coaches develops and motivates sales staff; provides guidance and direction on problems and issues; delegates work assignments considering employee skills and development needs.
- Identifies 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).
- Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
- Builds and maintains outstanding relationships with customer and business leaders by maintaining regular face-to-face contact with key customer management.
- Uses new and current methods, processes, and procedures to resolve some complex issues.
- Develops and manages the budget, financial controls, and risk ensuring operations to execute efficiently and within established budgets.
- Represents marketing and sales function in new product development.
- 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.
- Manages activity-based sales management (ABSM), including establishing activity-based sales metrics, coaching sellers in ABSM and driving activity-based sales results.
Qualification
- Financial acumen – Interpreting and applying an understanding of key financial indicators to make better business decisions.
- Ensures accountability – Holding self and others accountable to meet commitments.
- Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
- Manages conflict – Handling conflict situations effectively, with a minimum of noise.
- Drives engagement – Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
- Builds effective teams – Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
- Values differences – Recognizing the value that different perspectives and cultures bring to an organization.
- Instills trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity.
- Demonstrates self-awareness – Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
- Channel Awareness – Explains and contextualizes industry structure, dynamics, and the path to market in order to advance organizational goals.
- 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.
- 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.
- Sales Pipeline Management – Plans proactively for the successful execution of account/territory-level sales strategies and plans based on the 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.
Requirement
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. Completed or in the process of completing Sales Advisor certification in at least one market desirable.
Application Deadline
There is no deadline set for this job position at the time of publishing but be sure to get in touch with the business for further details.
How To Apply
To apply for this position send your CV and application letter to the official website. Visit here to apply