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Cummins Inc. Technical Sales Manager - Central Valley California in West Sacramento, California

Technical Sales Manager - Central Valley California

Description

No, this isn’t one of those ordinary jobs.

Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community, and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.

This is what we call Working Right.

Cummins is looking for an extraordinary Technical Sales Manager, Central Valley California. This is a combined role, Technical Sales Manager and Fleet Account Executive sales.The position can be located in Sacramento, San Leandro or Fresno, California. As part of Cummins, we will add to your current skills by providing training, encouragement and growth within a teamwork environment. We invest in your professional growth by providing you with education and training opportunities to keep current on industry standards and products. You will gain valuable knowledge of the diesel engine industry and skills that will last a lifetime.

A commitment to excellence is deeply rooted in Cummins tradition of exceptional service. Our employees are dedicated to delivering the “Best Every Time, Every Day” with the goal of earning customers for life!

We take pride in providing an unmatched high caliber of service and support for Cummins engines, generators, filters, and related products that serve the varied needs of our customers. Crucial to accomplishing this is the energy and commitment of Cummins employees to the company.

Responsibilities include:

  • Driving preference for Cummins engines in new truck sales, (performance measured by marketshare)

  • Account plan development and forecasting for key accounts, building relationships with customers and industry players, and promoting all Cummins' brands.

  • Customer Technical Support - Product problem identification and resolution for Cummins engines, using 7 Step Approach.

  • Customer Operating Cost Improvement - Proactively working with customers (spec/gearing) to improve FE, maintenance costs, uptime, etc. utilizing available Cummins' resources.

  • Account Support Strategy - Develop proactive relationship with key contacts and call frequency as appropriate to strategy and Cummins position for natural gas and diesel. Collaborate with other FAE/TAE’s on account plan and execution. Provide technical support, training, advice on maintenance, features/parameters, etc. to optimize Cummins' products.

  • Support OEM Partnerships - On Highway Truck Engine market; strengthen OEM regional office relationships and support Cummins OEM service account teams. Foster Industrial/Bus relationships as necessary.

  • TCO Consultant/GHG and Fuel Economy Leadership - Provide consultation to customers on how to improve total TCO (maintenance, fuel economy, etc.).

  • Policy Management - Support and collaborate with Region VP on policy decisions with technical investigations and reliability data. Help facilitate communication between customer, repair location, Cummins distributor (if not repair location) and Teritrory Manager/Account Executive. Utilize Technical Support Manager led investigation when necessary.

  • Manage Product Coverage Cost - Proactively working with customers to minimize product coverage cost. Ties in to Extended Coverage work.

  • Manages the technical support and training activities to support the sales of company products and services. Recommends product improvements to design staff in response to customer feedback.

  • Supports counterparts in strengthening their relations in customer partnerships.

  • Partners with sales force, customers, and potential customers regarding the resolution of technical or engineering issues that affect the sales, installation and utilization of the company's products.

  • Recommends changes in products and services that result in cost reductions and increased sales.

  • Provides sales force coaching focused on technical development.

  • Evaluates products and solutions based on customer requirements.

  • Participates in complex technical aspects of the sale.

  • Coaches and motivates technical support 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 improvement initiatives.

  • Six Sigma certification and involvement to improve customer operating costs and product reliability / durability.

Qualifications

Skills

Balances stakeholders - Anticipating and balancing the needs of multiple stakeholders.

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.

Builds networks - Effectively building formal and informal relationship networks inside and outside the organization.

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.

Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

Nimble learning - Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder.

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.

Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

Customer Technical Problem Solving - Solves problems by leveraging industry standard and Cummins' product specific methodologies to determine the assignable cause within appropriate time constraints

Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.

Education, Licenses, Certifications

College, university, or equivalent degree in engineering or a related subject required.

Experience

8 years of relevant work experience and customer facing experience required.

Territory includes CA, North of Fresno, position can be located in Sacramento, San Leandro or Fresno.

Cummins and E-verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates right to work using E-Verify.

Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify .

Ready to think beyond your desk? Apply for this opportunity and start your career with Cummins today.

Not ready to apply but want to learn more? Join our Talent Community to get the inside track on great jobs and confidentially connect to our recruiting team: https://www.cumminstalentcommunity.com/profile/join/

Job MARKETING

Primary Location United States-California-West Sacramento-US, CA, West Sacramento, Cummins Pacific

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting May 2, 2019, 8:00:55 AM

Unposting Date Ongoing

Req ID: 190001TJ

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