Territory Sales - Field Sales Manager
Cummins • Charleston Township, MI6d • Onsite
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Territory Sales - Field Sales Manager
Cummins•Charleston Township, MI
•Onsite
About The Position
The Territory Sales - Field Sales Manager works for the Eaton Cummins Joint Venture (ECJV): Eaton Cummins Automated Transmission Technologies, in Galesburg, Michigan. The position focuses on growing Heavy Duty market share and sales within assigned National Fleet Accounts through strategic account planning, executive-level customer engagement, and consultative sales expertise. The manager advises customers on product specifications, maintenance strategies, and total cost of ownership, and collaborates with OEMs, distributors, and internal teams to deliver customer solutions and pursue business growth. The role also maintains customer records, account plans, forecasts, and sales activities, and coordinates resolution of complex customer issues. The position requires a university or college degree in Sales or Marketing, or an acceptable combination of experience and education. An MBA is a plus but is not required. Significant relevant work experience is required for this senior position; extensive Field Sales or Sales Management experience is desirable. Licensing may be required for compliance with export controls or sanctions regulations. The final salary offer depends on relevant factors, including qualifications and experience. Benefits vary by location and may include a 401(k) retirement savings plan, medical, dental and life insurance, a health savings account, domestic partner coverage, and other personal and professional benefits.
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.
- Licensing may be required 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 strategies, and total cost of ownership.
- Collaborate with Sales, Marketing, Service, Engineering, and Operations teams to deliver integrated customer solutions and improve 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.
- Lead the resolution of complex customer issues by coordinating with technical, service, and support teams.
- Foster collaboration across diverse teams to achieve business objectives and customer outcomes.
- Translate technical and commercial concepts into clear, audience-specific communications.
- Assess account performance, identify growth opportunities, and develop actionable account plans aligned with customer objectives and business goals.
- Communicate product, service, and solution value propositions in relation to customer needs.
- Partner with cross-functional stakeholders on pricing strategies, sales initiatives, and growth plans to support profitability.
- Use forecasting, pipeline analysis, and market intelligence to identify trends and prioritize opportunities.
- Use research, diagnostic questioning, and customer insights to develop tailored solutions.
Benefits
- 401(k) Retirement Savings Plan
- Medical, dental, and life insurance
- Health Savings Account
- Domestic partner coverage
- A full complement of personal and professional benefits; options vary by location
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What This Job Offers
Job Type
Full-time
Career Level
Senior
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