Territory Sales - Field Sales Manager

Cummins•Galesburg, MI

About The Position

The Territory Sales - Field Sales Manager is an employee of Eaton Cummins Joint Venture (ECJV): Eaton Cummins Automated Transmission Technologies, based in Galesburg, Michigan. The position focuses on growing Heavy Duty market share, sales, and customer loyalty within assigned National Fleet Accounts through strategic account planning, executive-level engagement, and consultative customer support. The role provides customers with guidance on product specifications, maintenance practices and strategies, and total cost of ownership. It works closely with OEMs, distributors, and internal teams to deliver integrated solutions, identify business opportunities, resolve customer challenges, and support revenue and profitability goals. The position also calls for strong account and sales discipline, including maintaining records, plans, forecasts, and activity in company systems. The role emphasizes building high-performing, collaborative teams; communicating technical and commercial concepts clearly; developing customer-centered relationships and value propositions; and using account performance, pipeline, forecasting, and market insights to shape sales strategies. A university or college degree in Sales or Marketing, or an acceptable combination of education and experience, is required. An MBA is a plus but not required. Licensing may be required for compliance with export controls or sanctions regulations. Significant relevant experience is required for this senior position, and extensive Field Sales or Sales Management experience is desirable.

Requirements

University or college degree in Sales or Marketing, or an acceptable combination of experience and education.
Significant relevant work experience for this senior position.
This position may require licensing for compliance with export controls or sanctions regulations.

Nice To Haves

MBA.
Extensive experience in Field Sales or Sales Management.

Responsibilities

Grow Heavy Duty market share and sales within assigned National Fleet Accounts by developing and executing strategic customer growth plans.
Build and maintain customer relationships, including executive-level engagement, to support long-term business growth and customer retention.
Provide consultative guidance on product specifications, maintenance practices and strategies, and total cost of ownership.
Collaborate with Sales, Marketing, Service, Engineering, and Operations teams to deliver integrated customer solutions and enhance business performance.
Partner with OEMs, distributors, and internal stakeholders to identify, develop, and capture new business opportunities.
Maintain accurate customer records, account plans, forecasts, and sales activities in company systems.
Coordinate with technical, service, and support teams to resolve complex customer issues in a timely manner and provide a positive customer experience.
Develop actionable account plans aligned with customer objectives, business goals, and revenue targets.
Work with cross-functional stakeholders on pricing strategies, sales initiatives, and growth plans to support profitability and customer expectations.
Use forecasting, pipeline analysis, and market intelligence to identify trends, prioritize opportunities, and execute sales strategies.
Translate complex technical and commercial concepts into clear communications for stakeholders, customers, and partners.
Articulate the value of products, services, and solutions by connecting customer needs with differentiated offerings.
Foster collaboration across diverse teams and use customer research, diagnostic questioning, and customer insights to develop tailored solutions.