Jobs for Veterans, Veteran Job Board | GiJobs.com

Post Jobs

Job Information

Cummins Inc. Sales Manager, Power Generation Commercial Sales in Renton, Washington

Sales Manager, Power Generation Commercial Sales

Description

No, this isn’t one of those ordinary jobs.

Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community, and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.

This is what we call Working Right.

Cummins is looking for an extraordinary Sales Leader for our Commercial Power Generation Sales Team. This role can be located in Renton, WA or Portland, OR. As part of Cummins, we will add to your current skills by providing training, encouragement and growth within a teamwork environment. We invest in your professional growth by providing you with education and training opportunities to keep current on industry standards and products. You will gain valuable knowledge of the diesel engine industry and skills that will last a lifetime.

A commitment to excellence is deeply rooted in Cummins tradition of exceptional service. Our employees are dedicated to delivering the “Best Every Time, Every Day” with the goal of earning customers for life!

We take pride in providing an unmatched high caliber of service and support for Cummins engines, generators, filters, and related products that serve the varied needs of our customers. Crucial to accomplishing this is the energy and commitment of Cummins employees to the company.

Responsibilities include:

  • Leading 8 Power Gen Sales employees covering Alaska, Hawaii, Oregon, Washington and Northern California

  • Developing relationships with key contractors in these areas - Alaska, Hawaii, Oregon, Washington and Northern California.

  • Working with the production team.

  • Working with contracts.

  • Manages a sales organization and responsible for sales activity and operations for a medium to large business segment (i.e. territory, product line, market segment).

  • Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the Salesforce.

  • Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through the entire salesforce.

  • Plans, controls, and directs activities of the sales force.

  • Sets and achieves sales goals associated with revenue and profit targets.

  • Sets strategic approach to sales and approves development and implementation sales objectives, strategies and promotional programs and holds their direct and dotted line teams accountable for the execution.

  • Sets strategic approach to identify and pursue growth opportunities and holds their direct and dotted line teams accountable for the execution.

  • Coaches, develops and motivates sales staff; provides guidance and direction on problems and issues; delegates works assignments considering employee skills and development needs.

  • Identifies function and department issues, problems, and opportunities to support continuous process improvement initiatives.

  • Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer Focus Six Sigma).

  • Provides accurate reporting and forecasting of sales demand to the entity leadership team and to regional and/or global sales leadership. This is accomplished through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).

  • Builds and maintains outstanding relationships with key customer and business leaders by maintaining quarterly face-to-face contact with key customer management.

  • Manages the development of methods, processes, and procedures to resolves some complex issues.

  • Develops and manages sales (revenue and prime margin metrics at a minimum), financial controls, and risk ensuring operations are executed efficiently and within established budgets.

  • Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (as applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.

  • Manages activity based sales management (ABSM), including establishing activity based sales metrics, coaching sellers in ABSM and driving activity based sales results.

Qualifications

Skills

Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.

Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.

Ensures accountability - Holding self and others accountable to meet commitments.

Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

Manages conflict - Handling conflict situations effectively, with a minimum of noise.

Drives engagement - Creating a climate where people are motivated to do their best to help the organization achieve its objectives.

Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

Demonstrates self-awareness - Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.

Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.

Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

Education, Licenses, Certifications

Bachelor's degree in Business or Engineering is preferred.

Experience

  • 3 years minimum experience in Power Generation.

  • 5 years minimum experience in direct sales required.

  • Experience in strategy, management/budget holding, product, technical roles beneficial.

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 validates right to work using E-Verify.

Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify .

Ready to think beyond your desk? Apply for this opportunity and start your career with Cummins today.

Not ready to apply but want to learn more? Join our Talent Community to get the inside track on great jobs and confidentially connect to our recruiting team: https://www.cumminstalentcommunity.com/profile/join/

Job SALES

Primary Location United States-Washington-Seattle-US, WA, Renton, Cummins Northwest Oakesdale

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting May 15, 2019, 3:48:58 PM

Unposting Date Ongoing

Req ID: 190001YR

DirectEmployers