Territory Management Leader
Cummins Bridgeway
Beijing, China
4天前

Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account in a business to customer environment.

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

Manages complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.

Customer focus - Building strong customer relationships and delivering customer-centric solutions.

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

Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.

Resourcefulness - Securing and deploying resources effectively and efficiently.

Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.

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

Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

  • Data Analytics - Interprets information relying on knowledge of business or functional frameworks, and leverages analytical problem-solving tools to draw conclusions and communicate meaningful patterns that drive business insights;
  • assesses quality of data as an initial step of the analysis.

    Account Planning - Identifies objectives to drive execution of business and / or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.

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

    Market Forecasting - Analyzes and interprets market data from a variety of internal and external sources and modeling to formulate unbiased market projections specific to business segment.

    Education, Licenses, Certifications

    College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.

    This position may require licensing for compliance with export controls or sanctions regulations.

    Experience

    Significant level of relevant work experience, including previous customer and / or product experience required. Purchasing / commercial contract negotiation preferred.

    Provide integrated and differentiated support from BIS to aftermarket for on-highway and off-highway business.

    Leverage the resources of X-BUs and JVs to offer differentiative value solutions and enable consistent and effective execution.

    Synergy with Pull and Push team to enhance loyalty and drive repeat purchase

    OVERVIEW

    Benefits and perks listed below may vary depending on the nature of your employment with Cummins and the country where you work.

    FINANCIAL WELLNESS

    As a Cummins employee your retirement savings plan / pension plan / superannuation will power your path to retirement and improve your financial future.

    HEALTH & WELLNESS

    Your wellbeing is important to us. You and your family will be cared for through comprehensive health care benefits.

    CONTINUING EDUCATION

    Whether starting or completing a degree, you will be supported by tuition reimbursement opportunities or full funding.

    PAID INCENTIVE

    You will receive annual merit and profit sharing based on individual and company performance.

    DIVERSITY & INCLUSION

    We celebrate diverse perspectives and you will be part of building a more diverse workforce to enhance our competitive position and enrich our culture.

    WORK-LIFE FLEXIBILITY

    Your energy and commitment will be recognized through paid vacation and holidays, parental leave, adoption assistance, flexible work environments and more.

    EVERY EMPLOYEE, EVERY COMMUNITY

    You are empowered to volunteer at least four hours per year on company time, to give back to the communities where you work and live.

    AND GROWTH

    You will learn and grow through training and hands-on experience in an environment that values curiosity and developing talent for the future.

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