**DESCRIPTION** **Job Summary:** We are seeking a motivated and results-driven sales professional to manage our territory, which includes New York, New Hampshire, and Maine. The ideal candidate must reside in New York and will play a pivotal role in driving sales within the CSSNA segment of Cummins, focusing on industrial dealers and aftermarket customers. This position offers an attractive 80/20 compensation structure, incentivizing success and growth. The successful candidate will leverage their expertise to build strong relationships, identify new business opportunities, and deliver exceptional customer service, ultimately contributing to the overall success of our sales strategy. **In this role you will make an impact in the following ways:** + **Relationship Management:** Develop and maintain strong business relationships with assigned accounts, acting as the primary point of contact. + **Revenue Growth:** Identify and pursue new business opportunities while extending and expanding the sale of products and services to existing clients. + **Communication Coordination:** Lead and manage communication with customers at all levels, ensuring clarity and responsiveness. + **Contract Negotiation:** Negotiate and implement contracts with accounts as authorized, ensuring alignment with organizational goals. + **Production and Distribution Management:** Address and manage production and distribution issues associated with accounts to ensure timely delivery and service. + **Customer Relations:** Establish and maintain positive customer relations, acting as the champion for the voice of the customer within the business. + **Account Strategy Support:** Collaborate with key stakeholders to support account strategy and achieve optimum results. + **Customer Satisfaction Measurement:** Measure customer satisfaction and develop action plans based on data to enhance overall satisfaction. + **Accounts Receivable Management:** Manage accounts receivable deliverables, including discussing and negotiating payment terms with clients. + **Six Sigma Initiatives:** Drive Customer Focus Six Sigma initiatives to strengthen relationships with customers and improve service delivery. + **Cross-Unit Development:** Facilitate cross-business unit account development in support of overall account strategy. + **Sales Forecasting:** Maintain sales forecasts and track progress and accuracy against these forecasts. + **Inventory and Service Balance:** Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations. **RESPONSIBILITIES** **To be successful in this role you will need the following:** **Values Differences** + Recognizes and appreciates the value that diverse perspectives and cultures bring to the organization, fostering an inclusive environment. **Communicates Effectively** + Develops and delivers multi-channel communications that clearly address the unique needs of various audiences, ensuring understanding and engagement. **Customer Focus** + Builds and nurtures strong customer relationships, consistently delivering customer-centric solutions that meet and exceed expectations. **Ensures Accountability** + Holds oneself and others accountable for meeting commitments, demonstrating reliability and integrity in all interactions. **Instills Trust** + Gains the confidence and trust of colleagues and clients through honesty, integrity, and authenticity in all communications and actions. **Articulating Value Proposition** + Interprets and articulates internal and external customer needs, effectively explaining and demonstrating products and services to highlight strengths and address weaknesses. **Channel Awareness** + Understands and contextualizes industry structures, dynamics, and market pathways to effectively advance organizational goals. **Pricing Strategy** + Collaborates with key stakeholders to develop pricing strategies that align with business targets and market conditions. **Account Planning** + Identifies objectives to drive the execution of business and account strategies, enabling effective tracking of progress against established targets. **Adapts to Target Audience** + Simplifies complex topics, ensuring that technical data and subject matter expertise are communicated in an accessible manner for diverse audiences. **Developing Account Strategy** + Assesses the current status of accounts in terms of relationships, financial health, and service quality, defining desired future states that align customer requirements with business capabilities. **Integrates Customer Perspective** + Incorporates customer insights into sales content and strategies, enhancing the ability to meet customer needs and drive revenue growth. **Sales Forecasting** + Collects and analyzes customer data from various sources, comparing it against historical trends to create accurate forecasts of future consumption patterns. **Sales Pipeline Management** + Proactively plans for the execution of account-level sales strategies, evaluating pipeline health and adjusting strategies as necessary to achieve sales objectives. **Sense Making** + Utilizes diagnostic and probing questions to develop a deep understanding of customer needs and behaviors, synthesizing complex information to deliver tailored solutions. **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. **QUALIFICATIONS** Territory consists of NY, NH, ME Candidate must reside in New York Role is 80/20 Variable compensation Responsible for Industrial dealers and aftermarket customers within the CSSNA segment of Cummins **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **Min Salary** $74800 **Max Salary** $112200 **ReqID** 2407154 **Relocation Package** No **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 the right to work using E-Verify and 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. Visit http://EEOC.gov to know your rights on workplace discrimination.