Description

This is a hybrid role of direct selling and sales management. This position manages customer relationships through the sales cycle and executes sales plans to achieve revenue and profitability goals within an assigned sales territory and/or market. This position also manages a sales organization and is responsible for sales activity and operations for a business segment (i.e. territory, product line, market segment).

*Roles aligned to this GPP may be eligible for a Sales Compensation program.
This is a hybrid role including elements of a direct seller and a sales manager.

AS A DIRECT SELLER:
Sells company products and services by developing new prospects and accounts.
Achieves revenue and margin targets and ensures customer satisfaction through execution of a sales cycle from lead to sale.
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 and services.
Oversee projects, programs and business relationships with assigned accounts and/or territory and/or market segment.
Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
Seeks opportunities to utilize Customer Focus Six Sigma and Customer Support Excellence Tools to simultaneously grow the business and increase loyalty.
Assists with the collection of receivables from accounts/customers.
AS A SALES MANAGER:
Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through Sales Representatives and Account Managers.
Owning a line of business for a defined territory and/or segment and plans, controls, and directs activities of the sales force.
Sets and achieves sales goals associated with revenue and profit targets.
Develops and implements sales objectives, strategies, promotional programs and ensures their execution for all target markets.
Identifies and pursues growth opportunities.
Coaches, develops and motivates sales staff; provides guidance and direction on problems and issues; delegates works assignments considering employee skills and development needs.
Identifies 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).
Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
Builds and maintains outstanding relationships with customer and business leaders by maintaining face-to-face contact with key customer management.
Fosters the development of new methods, processes, and procedures; resolves highly complex issues.
Develops and manages budget, financial controls, and risk ensuring operations are executed efficiently and within established budgets.
Represents marketing and sales function in new product development.
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.

Qualifications

Skills

Focus On Customer Needs - Leading authority with respect to customer needs and interactions. Able to train specialists. Knowledge of competitive alternatives. Able to directly influence the customer’s response to those alternatives.

Sales Cycle - Can develop, manage, measure and coach a lead-to-sale sales cycle appropriate for segment responsible for.

Product Knowledge - Knowledge of products and product lines. Able to represent the features and benefits. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer. Able to teach others to formulate effective messages and represent the features and benefits of the product.

Account Team Leadership - Able to direct others to use the systems, processes and support organization to support customer needs and deliver to customer expectations.

Account Planning - Can evaluate account plans to determine their effectiveness. Able to develop and implement strategies to increase sales and strengthen customer relationship. Able to demonstrate proper use of and teach others on Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) pertaining to account planning as well as customer loyalty NPS tools and process.

Sales Calls - Able to formulate and coach others in sales strategies, when required: participate in sales calls, persuade others and negotiate terms of sale. Able to teach others to apply sales skills.

Manage Customer Relationships - Able to identify contact management requirements, set performance standards and develop strategies for optimizing sales force productivity. Can coach others on the ability to establish rapport, meet commitments and develop strong working relationships with customers.

Manage Customer Disagreements - Can coach others on managing customer disagreements or may be brought in to help resolve difficult situations.

Sales Negotiations - Can coach others on the utilization of negotiating skills. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support customer negotiations. Lead negotiator on major accounts.

Channel Awareness - Develops strategies for affiliated channel partners to support customers, in line and in agreement with Cummins channel management group and their processes.

Reporting and Forecasting - Able to accurately report actual and project future sales and margin results by a relevant segmentation (i.e. product line, territory, customer or market segment)

Financial Understanding- Ability to analyze data and perform basic calculations such as Gross Margin, NPV, discounting analysis, price elasticity, and breakeven. Able to formulate a business case to support an idea. Familiar with SOx regulations.

Relationship Management - Able to demonstrate the ability to coach others in developing effective networks and relationship management skills across functions, BU's, and with both internal and external business partners.

Manange Diversity - Can identify best practices for incorporating diverse perspectives; recognizes the message the presence or absence of visible diversity sends. Holds direct reports accountable for creating a safe and inclusive work environment for all individuals and groups; over time, builds a reputation for leveraging diversity.

Education, Licenses, Certifications

University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.

Experience

Significant level of relevant work experience required for this senior position. Experience in field sales and or account management desirable. Experience managing direct reports desirable but not required. Significant travel may be required.

Job

SALES

Primary Location

South Africa-Gauteng-Johannesburg-South Africa, Johannesburg, DBU Head Office

Job Type

Experienced - Professional / Office Professional - Experienced

Job Posting

Sep 11, 2017, 11:16:43 AM

Unposting Date

Ongoing

Read Full DescriptionHide Full Description
Confirmed 17 hours ago. Posted 30+ days ago.

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