Job Description

DESCRIPTIONWe are looking for a Territory Sales Manager to join our team in supporting the implementation of marketing strategies across an identified product line or geography. The Territory Sales manager will work with multi-cultural teams to successfully achieve and exceed business goals. This role will become integral to understanding the global brand strategy and aligning work products to that strategy.

• Uses marketing skills to support the implementation of marketing strategy for an identified product line or geography. Works with multi-cultural teams to successfully achieve and exceed business goals.
• Leads the development of marketing plans by preparing market research, pricing analyses, and interpreting data for discussion with marketing leaders.
• Works with leaders to develop marketing communication plans; prepares drafts of marketing communications.
• Leads project management support and communicates plans, deadlines, and achievements to marketing leaders; works across regions with marketing teams to execute projects.
• Participates as a representative of Marketing on Value Package Introduction project teams.
• Understands the global brand strategy and aligns work products to that strategy.
• Documents and understands marketing and sales systems and processes; collects and interprets customer satisfaction data; integrates Voice of the Customer into marketing plans.
• Learns relevant channel to support activities.
• Participates in continuous improvement activities as the marketing function representative.
• Coaches less experienced marketing specialists.

RESPONSIBILITIES

• Leads marketing plan development : Takes charge of creating marketing plans by conducting market research, pricing analysis, and data interpretation, facilitating discussions with marketing leaders.
• Coordinates marketing communication : Collaborates with leaders to devise marketing communication plans and drafts marketing communications.
• Manages project execution : Leads project management activities, communicates plans and achievements to marketing leaders, and collaborates across regions to execute projects.
• Engages in cross-functional collaboration : Participates in Value Package Introduction project teams as a Marketing representative, aligns work with global brand strategy, understands marketing and sales systems, integrates customer feedback into plans, learns relevant channels, and contributes to continuous improvement efforts. Additionally, coaches less experienced marketing specialists.

QUALIFICATIONSSkills

• Balances stakeholders - Anticipating and balancing the needs of multiple stakeholders.
• Customer focus - Building strong customer relationships and delivering customer-centric solutions.
• Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
• Resourcefulness - Securing and deploying resources effectively and efficiently.
• Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Drives engagement - Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Translating Relevant Market Data - Collects and categorizes customer voices and market information by leveraging appropriate research tools and techniques; analyzes research findings to identify opportunities to deliver customer solutions.
• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
• Marketing Plan Management - Develops marketing mix recommendations based on the 4 P\xe2\x80\x99s (Product, Price, Promotion, and Placement) to meet customer needs and achieve business objectives; guides and influences cross-functional implementation and creates framework to evaluate market responses and business performance.
• Market Analysis - Researches information using meaningful and valid sources and data to expand your knowledge of markets; analyzes findings by connecting dots and identifying trends to create a coherent image of the market; summarizes relevant insights by condensing, prioritizing, and translating how these impact our business.

Education, Licenses, Certifications

• College, university, or equivalent degree in Marketing, Sales, Business Administration, or related subject required.This position may require licensing for compliance with export controls or sanctions regulations.

Experience

• Intermediate level of relevant work experience required.
• Knowledge of and experience using the four P\'s of marketing (Product, Price, Promotion, and Placement) required.
• Develop channel capability to support segment strategy: sales: prospecting/key account management, service process, technical capability, inventory management across branches
• Channel coverage - working with the right profile of channel partners to help cover growth segments
• Implement NRP program for target segments/branches and specifying distributors\xe2\x80\x99 parts program
• Cadence to manage, review and update Distributors\xe2\x80\x99 3Y aftermarket strategy plan
• Cadence for sales pipeline management and NRP program performance
• Establish monthly & yearly forecast for Distributors\xe2\x80\x99 order placement and rebuild forecast for Mining segment
• Develop Market intelligence using 6P for growth segments
• Right scope of offering for parts and services program for target segments, focusing on incremental growth
• Collaborate/engage service to drive programs
• Market price: Good understanding of the price ceiling customers have in the various segments to optimize offering and positioning
• Influence channel pricing structure \xe2\x80\x93 ensure NRP program pricing are passed on to the market to achieve positioning
• Plan and coordinate customer seminars, social media marketing and product campaigns
• Manage NRP P&L for geography, accountable for meeting NRP sales targets
• Act as account manager to JV & Independent distributors, representing NRP/PDC
• Establish good forecast accuracy and insights to facilitate planning
• Acts as escalation point for issues such as cashflow and delivery

Job MarketingOrganization Cummins Inc.Role CategoryJob Type Exempt - ExperiencedReqID 240003T4Relocation Package No

Cummins