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). Achieves results by executing the strategy through their people to achieve customer value.

Key Responsibilities:

• Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the sales force.
• Consistently delivers profitable growth by working with and through Sales Representatives and Account Managers to provide customers with valued Cummins solutions. Sets and achieves sales goals associated with revenue and profit targets.
• Drives sales by planning, controlling, and directing activities of the sales force. Supports recruiting and hiring as requested. Develops and implements sales objectives, account strategies, and promotional programs.
• Supports territory and resource allocation. Ensures consistent execution. Implements strategies to identify and pursue growth opportunities.
• Coaches, develops, and motivates sales staff. For direct reports, sets goals for their training and development, performance, and career planning.
• Monitors, coaches and manages performance on a regular basis. Delegates work assignments considering employee skills and development needs; provides guidance and direction on problems and issues.
• Supports sales staff in adapting to and managing change. Identifies department issues, problems, and opportunities to support continuous process improvement initiatives. Uses new and current methods, processes, and procedures to resolve issues. Drives utilization of Cummins tools and processes, for example the Cummins Sales Process, Customer Relationship Management (CRM).
• Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (e.g., Cummins Sales Process, CRM systems).
• Supports Strategic Business Reviews and other reporting and sales forecasting processes. Builds and maintains outstanding relationships with customer and business leaders by maintaining regular face-to-face contact with key customer management.
• Develops and manages budget, financial controls, and risk, ensuring operations are executed efficiently and within established budgets.
• Represents emerging customer needs and preferences and market trends to New Product Development. Assures good communication and coordination across the sales function to attain 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.
• Models and mentors/coaches Cummins leadership behaviors. As applicable, works with internal stakeholders and customers to balance inventory, service and delivery capabilities with customer expectations.
• Manages accounts receivable deliverables including discussing and negotiating payment terms.

• University or college degree in the field of Sales or Marketing with an MBA preferred, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.

• 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, and/or CRM systems and tools is beneficial.

• Attracts top talent - Attracting and selecting the best talent to meet current and future business needs.
• Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer focus - Building strong customer relationships and delivering customer-centric solutions.
• Develops talent - Developing people to meet both their career goals and the organization's goals.
• 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.
• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
• 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.
• Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
• 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 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.