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Cummins Inc. National Sales Manager - Off Highway in Kilsyth, Australia

National Sales Manager - Off Highway


Manages a sales organization and responsible for sales activity and operations for a medium to large business segment (i.e. territory, product line, market segment). Achieves results by executing the strategy through their people to achieve customer value.

Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the sales force.

Consistently delivers profitable growth by working with and through the entire sales force to provide customers with valued Cummins solutions.

Sets and achieves sales goals associated with revenue and profit targets. Drives sales by planning, controlling, and directing activities of the sales force. Collaborates with HR to recruit and hire as appropriate.

Sets/Implements the strategic approach to sales for a medium to large business segment. Approves development and implementation of sales objectives, strategies, and promotional programs; manages territory and resource allocation. Holds direct and dotted line teams accountable for execution.

Sets/Implements the strategic approach to identify and pursue growth opportunities for a medium to large business segment. Holds direct and dotted line teams accountable for execution.

Coaches, develops, and motivates sales staff. For direct reports, sets goals for their training and development, performance, and career planning. Monitors, coaches and manages performance on a regular basis. Delegates work assignments considering employee skills and development needs; provides guidance and direction on problems and issues.

Engages with leadership as well as direct and dotted line teams to support and manage change. Identifies function/department issues and opportunities to support continuous process improvement. Manages development of methods, processes, and procedures to resolve issues.

Drives utilization of Cummins tools and processes, for example the Cummins Sales Process, Customer Relationship Management (CRM).

Provides accurate reporting and forecasting of sales demand to the entity leadership team and to regional and/or global sales leadership, for example through Strategic Business Reviews, using Cummins tools and processes (e.g., Cummins Sales Process, CRM systems).

Builds and maintains outstanding relationships with key customer and business leaders by maintaining quarterly face-to-face contact with key customer management.

Develops and manages sales (revenue and prime margin metrics at a minimum), financial controls, and risk, ensuring operations are executed efficiently and within established budgets.

Represents emerging customer needs, preferences, and market trends to New Product Development.

Assures good communication and coordination across the sales function to attain goals of the sales strategy and culture, management of customers, sales talent management and sales operations.

Manages activity based sales management (ABSM), including establishing activity based sales metrics, coaching sellers in ABSM and driving activity based sales results.

Models and mentors/coaches Cummins leadership behaviors.

Continually evaluates sales force effectiveness and provides input to strategies for improvement, e.g., recruiting/hiring, training, and/or territory and resource reallocation.



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.

Attracts top talent - Attracting and selecting the best talent to meet current and future business needs.

Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

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.

Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

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.

Develops talent - Developing people to meet both their career goals and the organization’s goals.

Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

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

Education, Licenses, Certifications

Required: University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.

This position may require licensing for compliance with export controls or sanctions regulations.


Significant level of relevant work experience required. Experience as a sales representative and other sales support function desirable. Experience in strategy, management/budget holding, product, technical roles, and/or CRM systems and tools is beneficial.

Represent Off Highway Sales function on SPAC Site leadership team. Work collaboratively with On Highway leader to develop strategic initiatives, Sales AOP and sales forecast. Participate in developing and regularly reviewing the strategy to penetrate into appropriate market segments, and initiate appropriate action to gain maximum advantage of sound opportunities. Work with key stakeholders in other functions like legal, finance, operations, supply chain and HR. Guide team of regionally based account manager and manage selected key OEM and Independent accounts. Mentor the Off Highway sales team, with particular focus on sustaining Cummins culture, leveraging people processes, and enabling both short-and long-term success. Proactively develop team members to achieve organization and personal growth, including skills and knowledge development.


Primary Location Australia-Victoria-Melbourne-Australia, Kilsyth, Fleetguard BR 012

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting May 18, 2023, 12:02:55 AM

Unposting Date Ongoing

Organization Cummins Filtration

Role Category Hybrid - Potential for Partial Remote

Req ID: 230004UH