Territory Manager- (NJ, NYC, MD, DC, VA)

Baltimore, MD
Apr 20, 2017
Apr 21, 2017
Full Time
No, this isn't one of those ordinary jobs.Cummins is a team of dependable, innovativethinkers, who are empowered to generate and deliver solutions for customers,community, and environment. Our employees develop their careers through thechallenges only a diverse, global innovator can promise. This is acollaborative culture where thinking beyond your desk is more than part of thejob. It is the job.This is what we call Working Right.The TerritorySales Manager is responsible for developing and implementing Cumminsvalue packages of products and services for on and off highway deliverypartners and their end-users. The TSM will be responsible for maintainingcurrent business partners as well as the growing that base within the regionthey represent. The role will require 75-80% travel within the region of NYC,NJ, DC, MD, and VA at times be on short notice. Role should bebased near Baltimore, MD* Manages customer relationships to achieve salesgoals and executing sales plans within an assigned sales territory or account.* Sells company products and services by developingnew prospects and accounts.* Achieves sales targets and ensures customersatisfaction.* Develops relationships to generate customergoodwill and loyalty.* Conducts negotiations according to companyguidelines.* Identifies, researches, and contacts prospectivecustomers and builds positive relationships that will generate future sales andrepeat business.* Responds to customer concerns about the companyand its products.* Provides leadership and mentoring to lessexperienced sales representatives.* Drives utilization of Cummins tools and processes(ie Customer Relationship Management, Customer focus Six Sigma).Skills* FocusOn Customer Needs - Able to leverage network of customer contacts to attaincustomer specific information that will provide useful in making informedbusiness decisions and increase understanding of customer needs.* AccountPlanning - Is able to develop strategies to grow business, formulate marketingplans, and identify support needs and measure progress. Understands whatstrategies need to be put in place to strengthen customer relationships. Usesthe Customer Market Profitability tools (such as OEM Supply Agreement CORP04-05-00-00) that support account planning as well as customer loyalty NPStools and process.* SalesCalls - Able to formulate sales call plans, conduct calls according to plans,gather information and negotiate terms of sale. Able to coach others.* ManageCustomer Relationships - Manages customer interactions and relationships tomaximize sales opportunities. Utilizes appointment and customer contactmanagement software. Able to coach others to develop effective contactmanagement habits. Consistently demonstrates ability to establish rapport, meetcommitments, and develop effective working relationships with customers.* SalesNegotiations - Able to identify negotiating tactics used by customers and howto manage them. Familiar with Customer Market Profitability tools (such as OEMSupply Agreement CORP 04-05-00-00) that can be utilized during negotiations.Can recognize the balance of power within a negotiation and has the skills toalter that balance. Drives toward collaborative relationships (ie win/winrelationships).Education, Licenses,Certifications* College,university, or equivalent degree in marketing, sales or a related subject orequivalent industry experience required.Experience* Effective computerutilization-Excel, Word, PowerPoint* Bilingual(Spanish/English), a plus* 4 years of salesexperience using marketing processes and tools that are relevant in a channeldriven, business to business marketing environment* Proficiency in sales andmarketing techniques* Strong written and oralcommunication skills* Effective presentationskills* Effective TimeManagement skills* Demonstrated ability toself-manage from a home office* Ability to travel 75-80%Cummins and E-verify:At Cummins, we are an equal opportunity andaffirmative action employer dedicated to diversity in the workplace. Our policyis to provide equal employment opportunities to all qualified persons withoutregard to race, gender, color, disability, national origin, age, religion,union affiliation, sexual orientation, veteran status, citizenship, gender identityand/or expression, or other status protected by law.Cummins uses E-Verify to confirm theemployment eligibility of all newly hired employees. To learn more aboutE-Verify, including your rights and responsibilities, please visitwww.dhs.gov/E-Verify .Posted by StartWire. Apply now!.

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