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Cummins Inc. Territory Manager, Filtration - North Carolina, South Carolina and Virginia in Charlotte, North Carolina

Territory Manager, Filtration - North Carolina, South Carolina and Virginia


We are looking for a talented Territory Manager to join our Filtration team in the greater Charlotte or Raleigh, NC area.

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

  • Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account in a business to customer environment.

  • Part of the TMs role is completing ride-longs with dealer sales reps and coaching/developing these reps. This includes training on how to sell our product and the overall value package.

  • Channel management is a major component of the TM workload. The TM is responsible for running his/her territory consistent with our channel management policies and managing channel conflict as it arises. This sometimes includes on the spot decisions and conversations with our customers.

  • Create solid 3x3 relationships with key stakeholders within the delivery partners (Sales, Parts, Service, Counter teams) to drive preference and create additional dealer share.

  • Create solid relationships with key end user accounts that fall within the region to drive loyalty and repeat business and referrals to other accounts.

  • Create a sales process that includes pre-planning , execution and follow up and use of Sales Tools ( SalesForce) to help drive the sales process.

  • Sells company products and services by developing new prospects and accounts.

  • Achieves sales targets and ensures customer satisfaction.

  • Develops relationships to generate customer goodwill and loyalty.

  • Conducts negotiations according to company guidelines.

  • Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.

  • Responds to customer concerns about the company and its products.

  • Provides leadership and mentoring to less experienced sales representatives.

  • Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).


To be successful in this role you will need the following:

Customer focus - Building strong customer relationships and delivering customer-centric solutions.

Ensures accountability - Holding self and others accountable to meet commitments.

Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

Persuades - Using compelling arguments to gain the support and commitment of others.

Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.

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.

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.

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 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.

Education, Licenses, Certifications

College, university, or equivalent degree in marketing, sales or a related subject or equivalent industry experience.


3 years relevant work experience required.

Preferred location is Charlotte or Raleigh, NC


Primary Location United States-North Carolina-Charlotte-US, NC, Charlotte, Cummins Atlantic

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Feb 22, 2021, 5:34:33 PM

Unposting Date Ongoing

Req ID: 210000NV