|Job Ref:||1600039B||Employer:||Cummins Inc.||Country:||United States||County/State:||Texas||City:||Houston||Address:||Post Date:||15/10/2016 03:04|
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).
Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Can use these to accomplish required job tasks. Little support is required to apply these skills effectively.
Focus On Customer Needs - Familiar with key Cummins customers. Awareness and / or knowledge of business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage customer contact to both attain customer specific information to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
Sales Negotiation - Able to identify negotiating tactics used by customers and how to mange them. Familiar with Customer Market Profitability tools that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).
Sales Calls - Thorough understanding of sales process. Able to set tactical sales goals and to formulate sales call plans, conduct calls according to plans, gather information to strengthen the sales position and progress through the sales process accordingly. Utilizes appointment and customer contact management software. Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.
Product Knowledge - Knowledge of products/services and product/service lines. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.
Service Knowledge - Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Effectively communicates and works with Distributor personnel to complete performance plan objectives which require interaction with the global distribution network. Aware of DBU's role in the distribution and support of EBU, PGBU, and FBU products.
College, university, or equivalent degree in Sales or Marketing, or an acceptable combination of education and experience.
This is a Dealer Manager position in the Residential and Light Commercial generator business. The sales geography for this position will cover the state of Texas and potentially specific areas of Oklahoma and Arkansas. Because of this, even though the preferred location is Houston TX, candidates in other areas within this sales coverage may also apply. Physical working location is flexible within the territory.
For this position, the customer referenced in the position profile, is typically a multi-line generator dealer or also potentially retail chains and internet resellers.
Amount of Travel More than 40%
Cummins and E-verify:
At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law.
Cummins uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit company website .