Cummins Inc. Territory Management Leader in Beijing, China
Territory Management Leader
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).
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.
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
Primary Location China-Beijing-Beijing-China, Beijing, CUMMINS HQ
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Apr 20, 2021, 10:15:28 PM
Unposting Date Ongoing
Req ID: 210001QI