Sales and Service District Representative - Senior (Heavy-Duty Trucks)
Cummins Turbo Technologies
2421757 Sales and Service District Representative – Senior (Heavy-Duty Trucks)
At Cummins, our culture is about POWERING YOUR POTENTIAL . We offer global opportunities to develop your career, make your community a better place, and work with today’s most innovative minds who are tackling the world’s toughest challenges.
We believe in flexibility so you can explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about.
We are looking for a talented SALES AND SERVICE DISTRICT REPRESENTATIVE – SENIOR to join our specialized SALES team at Cummins in Guadalajara, Jalisco as firs option or León, Guanajuato as a second option . (Hybrid position: approximately 70% field-based, 30% home office).
Qualifications
To be successful in this role, you will need the following:
Bachelor’s degree required; Engineering degree is highly desirable.
Experience in national heavy-duty truck sales and technical service market.
Proven experience implementing commercial strategies within the truck industry.
Experience developing and delivering training plans for end users and OEM dealer teams.
Ability to provide technical and commercial training to end users and OEM sales staff.
Experience in powertrain component failure analysis for heavy-duty trucks.
Experience in using and managing a CRM system (preferably Salesforce).
Intermediate English required, advanced English highly desirable.
Valid driver’s license (a company vehicle will be provided).
Valid passports and USA visa are desirable.
Availability to travel 70% nationally and 10% internationally (U.S. and South America).
Availability to work 70% in-field within the assigned region.
Responsibilities
In this role, you will make an impact in the following ways:
Conduct visits to end users (regional truck fleets) primarily across Michoacán, Colima, Zacatecas, Jalisco, Aguascalientes, Guanajuato, and Nayarit to address Cummins Meritor’s technical and commercial product needs (technical training, truck purchase prospecting, vehicle operation analysis, and relationship building with fleet owners and maintenance personnel).
Conduct visits to OEM truck dealers in the same region to address Cummins Meritor’s technical and commercial needs (meet with warranty, truck sales, and service departments to define work plans with OEM dealer sales and service teams).
Set regional performance goals with fleets and OEM dealers.
Define Cummins Meritor’s market participation and share within the region.
Develop commercial strategies with OEM dealers.
Design and deliver training programs for OEM dealer personnel.
Competencies:
Business insight - Applying knowledge of business and the marketplace to advance the organization’s goals.
Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.
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.
Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.
Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
Values differences - Recognizing the value that different perspectives and cultures bring to an organization.
“Cummins is an equal employment opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons, without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, and/or expression, or other status protected by law. If you require any reasonable adjustments to accommodate a health condition or disability, please let us know. Your journey with us matters.”
As Cummins continues to grow, you'll be provided with continuous learning opportunities, supportive benefits and a culture that values your wellbeing, safety and work-life balance. Here, you'll have the power to determine your future with innovative technology, a focus on sustainability and with a company positioned for long-term growth.