TERRITORY MANAGER- NEW ENGLAND

We are looking for a talented Sales Manager to join our team for our New England territory.  Candidates around the Massachusetts or Connecticut areas preferred.  Territory is made-up of Maine, Vermont, New Hampshire, Rhode Island, Massachusetts, Connecticut, and upstate NY.  The amount of travel for this role is 40%. (Typical month- 3 weeks servicing customers, 1 week home office.)

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

• Territory Manager's (TM's) role is completing fieldwork with delivery partner sales reps and coaching/developing these reps. This includes training on how to sell our product and the overall value package.


• Channel management is a major component of the TM workload. The TM is responsible for running their territory consistent with our channel management policies and managing channel conflict as it arises. This sometimes includes on-the-spot decisions and conversations with our customers.


• Create solid 3x3relationships with key stakeholders within the delivery partners (Sales, Parts, Service, Counter teams) to drive preference and create additional dealer share. Create solid relationships with key end user accounts that fall within the sales territory. Leverage these relationships to drive loyalty and referrals to other accounts.


• Utilize Salesforce to help execute the sales process with key opportunities in the region. Maintain a robust pipeline of new business opportunities.


• Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.


• Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.  Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

To be successful in this role you will need:

• Minimum of 5 years of experience, BA in Sales, Business, Marketing or related field.  


• Ability to manage conflict while providing excellent customer service. 


• Good history managing large territories. 


• Experience using Salesforce

Compensation and Benefits

Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.

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.