Sales Management - Supervisor

Description

Position Summary: Leads a sales organization, is responsible for sales activity and operations, and achieves results by executing strategy through staff. Key Highlights: 1. Sales team leadership and operations supervision. 2. Development and implementation of sales and growth strategies. 3. Sales staff training and motivation. **Work Summary:** Leads a sales organization and is responsible for sales activity and operations for a small-to-midsize business segment (e.g., territory, product line, market segment). Achieves results by executing strategy through staff to deliver customer value. **Key Responsibilities:** Ensures sales staff work safely and that Cummins’ safety culture is present and embedded within the sales team. Consistently delivers profitable growth by working with sales representatives and account managers—and through them—to provide customers with valuable Cummins solutions. Sets and achieves sales objectives aligned with revenue and profit goals. Drives sales through planning, controlling, and directing sales staff activities. Supports hiring as requested. Develops and implements sales objectives, account strategies, and promotional programs. Supports territory and resource allocation. Ensures consistent execution. Implements strategies to identify and pursue growth opportunities. Trains, develops, and motivates sales staff. If direct reports exist, sets goals for their training and development, performance, and career planning. Supervises, trains, and manages performance regularly. Delegates work assignments after considering employees’ skills and development needs; provides guidance and direction on issues. Supports sales staff in adapting to and managing change. Identifies issues and opportunities to promote continuous process improvement initiatives within the department. Uses new and current methods, processes, and procedures to solve problems. Drives use of Cummins tools and processes—for example, the Cummins sales process and Customer Relationship Management (CRM). Maintains accurate reporting and forecasting by using Cummins tools and processes (e.g., the Cummins sales process and CRM systems). Supports strategic business reviews and other sales reporting and forecasting processes. Builds and maintains exceptional relationships with customer and commercial leaders through regular in-person meetings with key customer management. Develops and manages budget, financial controls, and risks, and ensures operations run efficiently and within established budget. Represents emerging customer needs and preferences, and market trends, for new product development. Ensures effective communication and coordination across all sales functions to achieve sales strategy and culture, customer management, sales talent management, and sales operations objectives. Leads activity-based sales management (ABSM), including establishing activity-based sales metrics, training salespeople on ABSM, and driving activity-based sales outcomes. Models and trains/coaches Cummins leadership behaviors. As appropriate, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities against customer expectations. Manages accounts receivable deliverables, including discussions and negotiations regarding payment terms. **Skills:** Attract Top Talent \- Attract and select top talent to meet current and future business needs. Build Effective Teams \- Build teams with strong identity that apply diverse skills and perspectives to achieve common goals. Communicate Effectively \- Develop and deliver multimodal communications that convey clear understanding of unique needs of different audiences. Customer Focus \- Cultivate strong customer relationships and deliver customer-centric solutions. Talent Development \- Develop people to achieve both their personal goals and organizational goals. Value Proposition Articulation \- Interpret internal and external customer needs based on relevant application; explain and demonstrate products, solutions, and services to differentiate strengths and weaknesses in order to meet specific customer needs and differentiate from competition. Pricing Strategy \- Set pricing by aligning and building consensus with key stakeholders across all functions to achieve business goals. Audience Adaptation \- Explain complex topics (key technical data, subject matter expertise, etc.) in a way that target audience (e.g., sales professionals, customers, training providers, etc.) can understand, retain, and apply the information. Account Strategy Development \- Determine current account status in terms of relationship, financial aspects, product competitiveness, obstacles, quality, and service, and define desired future state by balancing customer requirements and business capabilities to establish achievable goals aligned with business strategy. Integrate Customer Perspective \- Incorporate understanding of customer perspective on our products and sales efforts to develop sales content that enhances our ability to meet their needs and increase revenue. Sales Forecasting \- Collect and evaluate customer data from internal and external sources; compare that information with historical data to determine useful contributions and create forecasts of future consumption patterns. Sales Channel Management \- Proactively plan successful implementation of account/territory-level sales strategies and plans based on current channel; evaluate channel status (size, content, progress); adjust sales strategy, plans, or high-impact activities accordingly; guide sellers to achieve sales objectives, as appropriate. Value Differences \- Recognize the value that diverse perspectives and cultures bring to an organization. **Education, Licenses and Certifications:** Candidates with a tertiary or university degree in Sales or Marketing and a Master of Business Administration, or an acceptable combination of education and experience, are preferred. This position may require licenses to comply with export controls or sanctions regulations. **Experience:** Significant relevant work experience is required. Candidates with experience as sales representatives and in other sales support functions are valued. Technical, strategy, management/budget management, product, or CRM systems and tools experience is beneficial. **Job** Sales **Organization** Cummins Inc. **Role Category** On\-site with Flexibility **Job Type** Exempt \- Experienced **ReqID** 2431849 **Relocation Package** No **100% On\-Site** No