West Africa Sales Manager – Filtration at Cummins International

• Manages a sales organization and responsible for sales activity and operations for a small to medium size business segment (i.e. territory, product line, market segment).
• Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the Salesforce.
• Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through Sales Representatives and Account Managers.
• 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 the 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 regular face-to-face contact with key customer management.
• Uses new and current methods, processes, and procedures to resolve some complex issues.
• Develops and manages budget, financial controls, and risk ensuring operations to execute 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.
• Manages activity based sales management (ABSM), including establishing activity based sales metrics, coaching sellers in ABSM and driving activity based sales results.

Qualifications

 Skills

• Financial acumen – Interpreting and applying understanding of key financial indicators to make better business decisions.
• Ensures accountability – Holding self and others accountable to meet commitments.
• Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
• Manages conflict – Handling conflict situations effectively, with a minimum of noise.
• Drives engagement – Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Builds effective teams – Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Values differences – Recognizing the value that different perspectives and cultures bring to an organization.
• Instills trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Demonstrates self-awareness – Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Channel Awareness – Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
• Intuitive Listening And Adapting Solutions – Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.
• Sales Forecasting – Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management – Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

Education, Licenses, Certifications

• University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience. Six Sigma Green Belt Certificate a plus. Completed or in the process of completing Sales Advisor certification in at least one market desirable.

Experience

• Significant level of relevant work experience required. Experience as a sales representative and other sales support function desirable. Experience in strategy, management/budget holding, product, technical roles beneficial.

Articulating Value Proposition 

• Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weakness to meet customer’s specific needs to differentiate against competition.

Builds networks  

• Effectively building formal and informal relationship networks inside and outside the organization.

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.