Power Generation General Manager, Cummins Rocky Mountain
Broomfield , Colorado
February 02, 2017
Responsible for all sales activities and results for a specific line of business in a given territory or region. Develops sales plans and budgets for achieving sales goals.
Manages the sale of company products and services for a specific line of business.
Develops sales personnel, customer accounts, and providing co-management and training to regional sales force.
Establishes and implements sales plans as needed to support all target markets.
Achieves sales goals associated with revenue and profit targets.
Trains and manages existing sales organization dealers and new customers.
Develops and implements sales objectives, strategies, promotional programs and ensures their execution.
Provides reporting on forecasts, budgets, sales and distributor performance.
Identifies and pursues growth opportunities.
Coaches 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).
Product Knowledge - Knowledge of products and product lines. Able to represent the features and benefits to sell the products. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer. Able to teach others to formulate effective messages and represent the features and benefits of the product.

Focus On Customer Needs - Leading authority with respect to customer needs and interactions. Able to train specialists. Knowledge of competitive alternatives. Able to directly influence the customers response to those alternatives.

Account Planning - Can evaluate account plans to determine their effectiveness. Able to develop and implement strategies to increase sales and strengthen customer relationship. Able to demonstrate proper use of and teach others on Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) pertaining to account planning as well as customer loyalty NPS tools and process.

Sales Calls - Able to formulate sales strategies, plan and conduct calls, gather information, persuade others and negotiate terms of sale. Able to teach others to apply sales skills.

Manage Customer Relationships - Able to identify contact management requirements, set performance standards and develop strategies for optimizing sales force productivity. Can coach others on the ability to establish rapport, meet commitments and develop strong working relationships with customers.

Sales Negotiations - Can coach others on the utilization of negotiating skills. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support customer negotiations. Lead negotiator on major accounts.

Education, Licenses, Certifications
College, university, or equivalent degree in sales, marketing, or a related subject or equivalent industry experience required. Experience
Extensive knowledge of the customers and power generation business within this geographic trade area.
Significant level of relevant work experience, including supervisory experience, required.

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