District Sales Manager

at  Cummins Inc

SUMMARY:

Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.

EDUCATION, LICENSES, CERTIFICATIONS:

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.

EXPERIENCE:

Intermediate level of relevant work experience required.

IN THIS ROLE, YOU WILL MAKE AN IMPACT IN THE FOLLOWING WAYS:

• Increase Sales : Identify, research, and contact prospective customers to develop sales opportunities.
• Execute Account Plans : Develop and implement account plans for top prospects and conduct face-to-face sales calls.
• Build Relationships : Develop new customer relationships and strengthen existing ones to understand their needs and buying processes.
• Offer Solutions : Use your understanding of customer needs to identify and propose suitable Cummins solutions.
• Highlight Value : Help customers understand and evaluate the value proposition of Cummins solutions.
• Communicate Needs : Bring current and emerging customer and market needs to your manager or director.
• Conduct Negotiations : Negotiate terms according to company guidelines and assist with accounts receivables.
• Drive Sales Targets : Achieve sales targets, ensure customer satisfaction, and maintain strong customer relationships for future sales.

TO BE SUCCESSFUL IN THIS ROLE YOU WILL NEED THE FOLLOWING:

• Business Insight : Apply knowledge of business and the marketplace to advance the organization’s goals.
• Effective Communication : Develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus : Build strong customer relationships and deliver customer-centric solutions.
• Articulating Value Proposition : Interpret customer needs and demonstrate products, solutions, and services to meet specific needs and differentiate from competitors.
• Channel Awareness : Explain and contextualize industry structure, dynamics, and path to market to advance organizational goals.
• Pricing Strategy : Develop prices by aligning with key stakeholders across functions to achieve business targets.
• Negotiations Excellence : Utilize tools and methods in negotiations to achieve mutually agreed upon contract terms.
• Account Planning : Identify objectives to drive execution of business and account strategy, tracking progress against targets.