Territory Sales - Field Sales Manager

Cummins•Galesburg, MI

About The Position

The Territory Sales - Field Sales Manager is an employee of the Eaton Cummins Joint Venture (ECJV): Eaton Cummins Automated Transmission Technologies, based in Galesburg, Michigan. This senior sales role focuses on growing Heavy Duty market share and sales within assigned National Fleet Accounts through strategic account planning, executive-level customer engagement, and consultative guidance. The manager builds trusted customer relationships, develops tailored solutions, and connects customer needs with the value of the company’s products and services. The role works closely with OEMs, distributors, and internal Sales, Marketing, Service, Engineering, Operations, technical, and support teams to pursue growth opportunities and resolve customer challenges. It also involves maintaining accurate customer records, account plans, forecasts, and sales activities, and using market and account insights to support business growth, revenue, and profitability.

Requirements

University or college degree in Sales or Marketing, or an acceptable combination of experience and education.
Significant relevant work experience for a senior position.
A license may be required for compliance with export controls or sanctions regulations.

Nice To Haves

MBA.
Extensive experience in Field Sales or Sales Management.

Responsibilities

Build strategic relationships with National Fleet Accounts and lead executive-level engagement to grow Heavy Duty market share, sales, and customer loyalty.
Provide consultative guidance on product specifications, maintenance strategies, and total cost of ownership.
Collaborate with OEMs, distributors, technical teams, and internal stakeholders to deliver integrated solutions, identify growth opportunities, and resolve customer challenges.
Maintain accurate account records and proactively manage customer activities and opportunities.
Develop and execute strategic customer growth plans for assigned National Fleet Accounts.
Build and maintain customer relationships to support long-term growth and retention.
Collaborate with Sales, Marketing, Service, Engineering, and Operations teams to improve business performance and deliver customer solutions.
Identify, develop, and capture new business opportunities with OEMs, distributors, and internal stakeholders.
Maintain customer records, account plans, forecasts, and sales activities in company systems.
Coordinate with technical, service, and support teams to resolve complex customer issues and ensure timely solutions.
Translate technical and commercial concepts into clear messaging for stakeholders, customers, and partners.
Assess account performance, identify growth opportunities, and develop account plans aligned with customer objectives and business goals.
Partner 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.
Use customer research, diagnostic questioning, and customer insights to develop tailored solutions.