Jul 9, 2019 - Aug 9, 2019

Job Summary 
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).
Education, Licenses, Certifications
University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.
This position will be based out of the Cummins office located in Dartmouth, Nova Scotia
Available to travel from Dartmouth, Nova Scotia (base location) to New-Brunswick, PEI and Newfoundland and Labrador on a regular basis.  50 to 70 % of the time.
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.
Additional Responsibilities Unique to this Position 
The candidate must be a Licensed Professional Engineer or a Licensed Engineering Technologist and currently a member in good standing, registered with the regulatory bodies of 1 of the 10 Canadian provinces or 3 territories
The candidate must be able to demonstrate knowledge of short-circuit capabilities of network calculations and selection of appropriate equipment ratings
Key Responsibilities 
This is a hybrid role including elements of a direct seller and a sales manager.
  • 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.
  • 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.
  • Manages activity based sales management (ABSM), including establishing activity based sales metrics, coaching sellers in ABSM and driving activity based sales results
  • Drives financial results for sales growth and margins
Qualifications and Competencies 
  • Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
  • Manages complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
  • 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.
  • Persuades - Using compelling arguments to gain the support and commitment of others.
  • Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
  • Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
  • Maximizing Profitability - Develops strategies that demonstrate the use of all marketing and sales levers (e.g. pricing strategies, promotions, volume based incentives, and value, feature, or benefit selling) to optimize profit.
  • Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
  • 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.