Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.
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).
Focus On Customer Needs
Manage Customer Relationships
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales or a related subject or equivalent industry experience required.
Intermediate level of relevant work experience required.
Primary responsibilities are: building relationships with and supporting major fleets and OEM dealers, and growing Cummins marketshare.
Key deliverable is achieving Cummins engine market share targets for medium/heavy duty trucks.
Manage large fleet customers to increase the purchases of new Cummins-powered medium/heavy duty trucks
Assist with specifications for new trucks and optimize customer's current engine settings/parameters
Partner with the Cummins Service group and OEM dealers to support customer truck repairs.
OEM truck dealers:
Support, train, and be an engine sales resource for all OEM dealers
Freightliner, Kenworth, Peterbilt, International, Volvo, Mack and others
Must be familiar with spec'ing process, including transmissions, gear ratios, engine speed and Hp, across a wide variety of applications.