Field Sales Manager - Territory Sales

We are looking for a talented Field Sales Manager to join our team specializing in Territory Sales for our Cummins Inc. facilities.

In this role, you will make an impact in the following ways: 

• Identify and Capture New Opportunities: By researching and contacting prospective customers, you'll uncover high-potential markets and segments, driving new sales opportunities.
• Develop and Execute Account Strategies: Crafting tailored strategies for top prospects will help build strong customer relationships and achieve revenue goals.
• Build Positive Customer Relationships: Maintaining connections at various levels within complex accounts will enable you to understand customer needs and offer customized solutions.
• Drive Sales and Achieve Targets: Your efforts will directly contribute to meeting revenue and margin targets, ensuring customer satisfaction throughout the sales cycle.
• Represent Customer Needs to Product Development: By communicating emerging customer and market needs, you'll influence new product development and ensure solutions align with customer expectations.
• Conduct Effective Negotiations: Managing negotiations according to company guidelines, including payment terms, will help secure favorable deals and assist with accounts receivables.
• Utilize Sales Processes and Tools: Consistently using Cummins Sales Process and CRM systems will enhance reporting, forecasting, and overall sales efficiency.
• Mentor and Develop Sales Personnel: If applicable, you'll provide coaching and development to sales team members, fostering their growth and aligning their efforts with company goals.tomer expectations.

To be successful in this role, you will need the following: 

• Effective Team Building: Cultivate strong-identity teams that leverage diverse skills and perspectives to achieve common goals.
• Clear Communication: Develop and deliver multi-mode communications that address the unique needs of different audiences, ensuring clarity and understanding.
• Customer Focus: Build robust customer relationships and deliver solutions that are centered around customer needs and preferences.
• Value Proposition Articulation: Interpret customer needs and demonstrate how your products, solutions, and services meet those needs better than the competition.
• Channel Awareness: Understand and explain industry structure and dynamics to advance organizational goals and navigate the market effectively.
• Profit Maximization: Develop strategies using various marketing and sales levers to optimize profit, including pricing strategies, promotions, and value-based selling.

Education, Licenses, Certifications:
Required: University or college degree in the field of Sales or Marketing or an acceptable combination of experience and education. MBA a plus but not required.
This position may require licensing for compliance with export controls or sanctions regulations.

Experience:
Significant level of relevant work experience required for this senior position. Extensive experience in Field Sales or Sales Management is desirable.

Additional Information: 

• This role is tasked with expanding Cummins' market share among large and complex fleets within the Northern Illinois and Eastern Iowa territory. This region represents a significant portion of the heavy-duty market share in the United States. Responsibilities include identifying and cultivating relationships with key decision-makers at these fleets to establish a preference for Cummins-powered heavy-duty trucks.
• While the preferred location for this role is Chicago, IL, it may also be performed from Indiana, Illinois, or Eastern Iowa.

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union