Sales Manager at Cummins Inc.

Req ID: 170001DF
Location: Port Harcourt
Job Type: Experienced - Professional / Office

Job Description

• Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.
• Sells company products and services by developing new prospects and accounts.
• Achieves sales targets and ensures customer satisfaction.
• Develops relationships to generate customer goodwill and loyalty.
• Conducts negotiations according to company guidelines.
• Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.
• Responds to customer concerns about the company and its products.
• Provides leadership and mentoring to less experienced sales representatives.
• Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

Skills
Focus On Customer Needs:

• Able to leverage network of customer contacts to attain customer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.

Account Planning:

•  Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress.
• Understands what strategies need to be put in place to strengthen customer relationships.
• Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.

Sales Calls:

• Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale.
• Able to coach others.

Manage Customer Relationships:

• Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software.
• Able to coach others to develop effective contact management habits.
• Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Sales Negotiations:

• Able to identify negotiating tactics used by customers and how to manage them.
• Familiar with Customer Market Profitability tools (such as OEM Supply 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 to alter that balance.
• Drives toward collaborative relationships (i.e. win/win relationships).

Education, Licenses, Certifications

• College, university, or equivalent degree in Marketing, Sales or a related subject or equivalent industry experience required.

Experience:

• Intermediate level of relevant work experience required.