**DESCRIPTION** Manages a sales organization and is responsible for sales activity and operations for a medium-sized business segment (i.e., East Zone for automotive aftermarket segment). Achieves results by executing strategy through people to deliver customer value and achieve sales targets. **Key Responsibilities:** + Oversees the salesforce to ensure safety and promotes the Cummins Culture of Safety. + Consistently delivers profitable growth by guiding Sales Representatives and Account Managers to provide valued Cummins solutions. + Sets and achieves sales goals aligned with revenue and profit targets. + Plans, controls, and directs sales activities, ensuring effective execution of sales objectives, account strategies, and promotional programs. + Drives customer and channel strategy while ensuring sustainability and growth in all three On-highway aftermarket segments. + Recruits, hires, and develops top talent; coaches and motivates the sales team to meet and exceed performance goals. + Identifies growth opportunities and implements strategies to pursue them effectively. + Delegates assignments while considering employee skills and development needs, offering guidance and solutions to problems and issues. + Monitors and manages performance, providing consistent coaching and development for direct reports. + Ensures utilization of Cummins tools and processes, such as the Cummins Sales Process and CRM systems, for accurate forecasting and reporting. + Maintains strong relationships with customers and key business leaders, ensuring regular face-to-face interactions. + Develops and manages budgets, financial controls, and operational risks to meet established financial targets. + Represents customer needs, preferences, and market trends to New Product Development teams. + Manages accounts receivable, including discussing and negotiating payment terms. + Leads activity-based sales management (ABSM) to drive measurable sales results. + Models and mentors Cummins leadership behaviors and supports change management initiatives across the sales team. + Balances inventory, service, and delivery capabilities with customer expectations. **RESPONSIBILITIES** **Key Skills:** + Delivering sales targets across all On-highway aftermarket segments. + Driving strategy and sustainability for channels and key customers. + People management and talent development. + Implementing Cummins initiatives effectively within the region. **Competencies:** + **Attracts Top Talent:** Identifies and selects the best talent for current and future needs. + **Builds Effective Teams:** Develops strong, cohesive teams with diverse perspectives and skills. + **Communicates Effectively:** Conveys information tailored to the unique needs of diverse audiences. + **Customer Focus:** Establishes strong customer relationships and delivers customer-centric solutions. + **Develops Talent:** Supports team members in achieving career and organizational goals. + **Articulating Value Proposition:** Interprets customer needs and demonstrates product and service strengths to differentiate against competitors. + **Pricing Strategy:** Aligns with stakeholders to develop competitive pricing strategies. + **Adapts to Target Audience:** Explains complex topics in a way that is easy for the audience to understand and apply. + **Developing Account Strategy:** Balances customer needs with business capabilities to define and achieve strategic goals. + **Integrates Customer Perspective:** Develops sales content that aligns with customer perspectives and increases revenue potential. + **Sales Forecasting:** Analyzes historical and current customer data to create accurate forecasts. + **Sales Pipeline Management:** Plans and adjusts account/territory-level strategies to achieve objectives and maintain pipeline health. + **Values Differences:** Embraces and leverages diverse perspectives and cultures. **QUALIFICATIONS** **Qualifications, Skills, and Experience:** + University or college degree in Sales, Marketing, or a related field required. + MBA preferred, or an equivalent combination of education and experience. **Experience:** + Significant relevant automotive after market work experience is required, with prior roles as a sales representative or in sales support functions desirable. + Experience in strategy, management, budget ownership, product or technical roles, and familiarity with CRM systems and tools is beneficial. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2409593 **Relocation Package** No