Area Sales Manager

The Area Sales Manager is responsible for achieving Annual Operating Plan (AOP) targets across three aftermarket Lines of Business (LOBs) - Retail, CCC, and CTT. This role involves team management and development, executing channel strategies for Cummins On-Highway Aftermarket, and prospecting and developing new business opportunities. The incumbent will develop and execute account plans, build strong customer relationships, and drive sales while ensuring high levels of customer satisfaction.

Key Responsibilities:

• Develop opportunities to increase sales by identifying, researching, and contacting prospective customers.
• Develop and execute account plans for top prospects and conduct face-to-face sales calls.
• Build and maintain strong customer relationships to understand customer needs, business models, and buying processes.
• Use customer insights to offer tailored Cummins solutions, articulating the value proposition effectively.
• Conduct negotiations per company guidelines, including payment terms, and assist in collecting accounts receivables.
• Maintain an acceptable level of past-due accounts and collaborate with customers and internal stakeholders to resolve delinquent payments.
• Drive sales performance, achieving targets and ensuring customer satisfaction.
• Utilize Cummins Sales Process, CRM tools, and other initiatives to enhance customer satisfaction and sales effectiveness.
• Report activities via CRM per management direction, maintain sales forecasts, and track progress against targets.
• Work with internal stakeholders and customers to balance inventory, service, and delivery expectations.

External Qualifications and Competencies

Experience:

• Min 5 years of On-highway channels sales experience mandatory.
• Basic relevant work experience preferred.

Competencies:

• Action Oriented:

  Demonstrates urgency, high energy, and enthusiasm in tackling new opportunities and challenges.

• Communicates Effectively:

  Develops and delivers clear, audience-specific communication.

• Customer Focus:

  Builds strong customer relationships and delivers customer-centric solutions.

• Persuades:

  Uses compelling arguments to gain support and commitment.

• Articulating Value Proposition:

  Interprets customer needs and demonstrates products and services effectively.

• Channel Awareness:

  Understands industry structure, dynamics, and market paths to drive growth.

• Pricing Strategy:

  Aligns pricing strategies with stakeholders to achieve business targets.

• Negotiation Excellence:

  Utilizes tools and methods to achieve mutually beneficial agreements.

• Account Planning:

  Develops and executes business strategies to track and achieve targets.

• Adapts to Target Audience:

  Simplifies complex topics for various audiences.

• Integrates Customer Perspective:

  Incorporates customer insights to enhance sales efforts.

• Sales Forecasting:

  Analyzes internal and external data to project future sales trends.

• Sales Pipeline Management:

  Plans and adjusts strategies based on pipeline status and sales objectives.

• Sense Making:

  Synthesizes complex information to deliver tailored solutions.

• Values Differences:

  Recognizes and leverages diverse perspectives and cultures.

Additional Responsibilities Unique to this Position

Education, Licenses, and Certifications:

• Required: Bachelors degree in Marketing, Sales, or a related field. Equivalent sales-related work experience or a combination of education and experience is acceptable.
• This position may require licensing for compliance with export controls or sanctions regulations.

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