Regional Sales Manager-East

DESCRIPTION

Manages a sales organization and is responsible for sales activity and operations for a medium-sized business segment (i.e., East Zone for automotive aftermarket segment). Achieves results by executing strategy through people to deliver customer value and achieve sales targets.

Key Responsibilities:

• Oversees the salesforce to ensure safety and promotes the Cummins Culture of Safety.
• Consistently delivers profitable growth by guiding Sales Representatives and Account Managers to provide valued Cummins solutions.
• Sets and achieves sales goals aligned with revenue and profit targets.
• Plans, controls, and directs sales activities, ensuring effective execution of sales objectives, account strategies, and promotional programs.
• Drives customer and channel strategy while ensuring sustainability and growth in all three On-highway aftermarket segments.
• Recruits, hires, and develops top talent; coaches and motivates the sales team to meet and exceed performance goals.
• Identifies growth opportunities and implements strategies to pursue them effectively.
• Delegates assignments while considering employee skills and development needs, offering guidance and solutions to problems and issues.
• Monitors and manages performance, providing consistent coaching and development for direct reports.
• Ensures utilization of Cummins tools and processes, such as the Cummins Sales Process and CRM systems, for accurate forecasting and reporting.
• Maintains strong relationships with customers and key business leaders, ensuring regular face-to-face interactions.
• Develops and manages budgets, financial controls, and operational risks to meet established financial targets.
• Represents customer needs, preferences, and market trends to New Product Development teams.
• Manages accounts receivable, including discussing and negotiating payment terms.
• Leads activity-based sales management (ABSM) to drive measurable sales results.
• Models and mentors Cummins leadership behaviors and supports change management initiatives across the sales team.
• Balances inventory, service, and delivery capabilities with customer expectations.

• Delivering sales targets across all On-highway aftermarket segments.
• Driving strategy and sustainability for channels and key customers.
• People management and talent development.
• Implementing Cummins initiatives effectively within the region.

• Attracts Top Talent: Identifies and selects the best talent for current and future needs.
• Builds Effective Teams: Develops strong, cohesive teams with diverse perspectives and skills.
• Communicates Effectively: Conveys information tailored to the unique needs of diverse audiences.
• Customer Focus: Establishes strong customer relationships and delivers customer-centric solutions.
• Develops Talent: Supports team members in achieving career and organizational goals.
• Articulating Value Proposition: Interprets customer needs and demonstrates product and service strengths to differentiate against competitors.
• Pricing Strategy: Aligns with stakeholders to develop competitive pricing strategies.
• Adapts to Target Audience: Explains complex topics in a way that is easy for the audience to understand and apply.
• Developing Account Strategy: Balances customer needs with business capabilities to define and achieve strategic goals.
• Integrates Customer Perspective: Develops sales content that aligns with customer perspectives and increases revenue potential.
• Sales Forecasting: Analyzes historical and current customer data to create accurate forecasts.
• Sales Pipeline Management: Plans and adjusts account/territory-level strategies to achieve objectives and maintain pipeline health.
• Values Differences: Embraces and leverages diverse perspectives and cultures.

• University or college degree in Sales, Marketing, or a related field required.
• MBA preferred, or an equivalent combination of education and experience.

• Significant relevant automotive after market work experience is required, with prior roles as a sales representative or in sales support functions desirable.
• Experience in strategy, management, budget ownership, product or technical roles, and familiarity with CRM systems and tools is beneficial.