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Cummins Inc. Territory Manager, Filtration - Salt Lake City, UT, ID, MT & Western WY in South Jordan, Utah

Territory Manager, Filtration - Salt Lake City, UT, ID, MT & Western WY

Description

We are looking for a talented Territory Manager to join our Filtration team for the Components Business Unit covering the Utah, Idaho, Montano and Western Wyoming territory fromyour remote home office.

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.

  • Responsible for a territory that includes the mines in Elko, NV, and all delivery partners in UT, ID, & MT.

  • Aggressively pursues growth through dealer conversions, new end-user wins, cross-selling and upselling of current customers.

  • Protects current business through retention activities.

  • Utilizes data to prioritize and target the best sales opportunities.

  • Supports the team with Best Practice sharing.

  • A large part of the Territory Manager's 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 Territory Manager workload. The Territory Manager is responsible for running his territory consistent with our channel management policies and managing channel conflict as it arises. This sometimes includes on the spot decisions and conversations with ourcustomers.

  • 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).

Qualifications

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 required.

This position may require licensing for compliance with export controls or sanctions regulations.

Experience

Intermediate level of relevant work experience required.

Education/Experience

College Degree preferred or equivalent work experience

Job SALES

Primary Location United States-Utah-Salt Lake City-US, UT, South Jordan, Kennecott Utah Copper

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Sep 30, 2020, 3:13:03 PM

Unposting Date Ongoing

Req ID: 200002K2

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