District Sales Manager

CO Salary Range: USD 88,800.00 per year

DESCRIPTION

We are looking for a talented District Sales Manager to join our team specializing in Sales in Denver, CO overseeing Utah, Colorado, Wyoming, and Kansas.

In this role, you will make an impact in the following ways:

• Increase Sales Opportunities : By identifying, researching, and contacting prospective customers, you will develop new opportunities to grow the business.
• Execute Account Plans : Developing and executing account plans for top prospects and conducting face-to-face sales calls will help secure new business and strengthen existing relationships.
• Build Customer Relationships : Establishing and nurturing customer relationships will enable you to understand their needs, business models, and buying processes, leading to tailored solutions.
• Offer Cummins Solutions : Using your understanding of customer needs and priorities, you will identify and offer Cummins solutions that provide a clear value proposition.
• Negotiate Effectively : Conducting negotiations according to company guidelines, including payment terms, and assisting with accounts receivables will ensure smooth transactions and maintain acceptable levels of past due accounts.
• Drive Sales and Customer Satisfaction : Achieving sales targets and ensuring customer satisfaction will contribute to the company's success and generate repeat business.
• Utilize Sales Tools : Consistently using the Cummins Sales Process and tools like Customer Relationship Management will support sales efforts, customer satisfaction, and accurate sales forecasting.
• Mentor and Lead : Providing leadership and mentoring to less experienced account executives will help develop their skills and contribute to the overall effectiveness of the sales team.

• Apply Business Insight : Use your knowledge of the business and marketplace to advance the organization's goals and stay competitive.
• Communicate Effectively : Develop and deliver clear, multi-mode communications that cater to the unique needs of different audiences.
• Focus on Customers : Build strong relationships with customers and deliver solutions that are centered around their needs and expectations.
• Articulate Value Proposition : Understand and interpret customer needs, and clearly explain how your products, solutions, and services meet those needs better than the competition.
• Understand Channel Dynamics : Explain and contextualize the industry structure and market dynamics to advance organizational goals.
• Develop Pricing Strategies : Align and build consensus with key stakeholders to develop pricing strategies that achieve business targets.
• Excel in Negotiations : Use effective tools and methods to negotiate terms that meet Cummins stakeholder objectives and ensure mutually agreed-upon contracts.
• Plan Accounts Strategically : Identify objectives and track progress against targets to drive the execution of business and account strategies.
• Adapt to Your Audience : Explain complex topics in a way that your target audience can understand, retain, and use the information.
• Develop Account Strategies : Balance customer requirements and business capabilities to define achievable targets aligned with the business strategy.
• Integrate Customer Perspective : Incorporate an understanding of the customer's perspective to develop sales content that meets their needs and increases revenue.
• Forecast Sales Accurately : Collect and assess customer data to create accurate forecasts of future consumption patterns.
• Manage Sales Pipeline : Plan proactively for successful execution of sales strategies, evaluate pipeline health, and adjust strategies as needed.
• Make Sense of Customer Needs : Use diagnostic questions and research to understand customer needs and behaviors, and synthesize information to deliver tailored solutions.

• 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.

• Intermediate level of relevant work experience required.

• Profitably grow the aftermarket business within the assigned territory via sales plan development and execution.
• Gain direct access to the buying influences within a customer by creating, managing, and maintaining key relationships.
• Actively monitor sales metrics to highlight strengths, weaknesses, opportunities, and threats.
• Laser focus on the opportunity pipeline to help ensure the greatest chance of winning and closing opportunities.
• Optimize territory routing/travel to ensure high number of weekly face-to-face customer engagements
• Build & maintain an excellent customer perception as being the local Meritor rep
• Engage with cross-functional teams such as product, marketing, technical, and training to ensure customer needs are met.
• Establish strong presence with leadership by presenting up-to-date territory and customer intel
• Maintain a call pattern that equally distributes time spread across the different customer types
• Coordinate with dealer sales managers to help surface opportunities and execute plans to drive results at the various key dealer groups

• Preference is to have a candidate located in Denver CO. Salt Lake City, Utah will be considered.
• 5+ years' experience of aftermarket HD Truck Parts sales or sales within related industries
• Strong sales analytical skills
• CRM tools experience (Salesforce, preferred)
• Ability to develop and grow strategic relationships
• Excellent written & verbal communication
• Complex problem-solving skills
• Excellent presentation skills to both small and large audiences
• Critical thinking & negotiation skills
• Ability to travel 50% - 75% of the time