Hybrid Territory Manager - Sales (Middle and East Tennessee, Kentucky and Central and Southern Illinois) presso Cummins Filtration Inc.

• Develops opportunities to increase sales by identifying, researching and contacting prospective customers. 
• Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls. 
• Develops new customer relationships and strengthens current customer relationships that enable identification of a customer’s needs, business model and buying process. 
• Uses understanding of customer needs and priorities to identify and offer Cummins solutions. Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition. 
• Brings current and emerging needs of the customer and market to their manager/director. Conducts negotiations according to company guidelines, including payment terms. 
• Assists with collection of accounts receivables when needed. 
• Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion. 
• Consistently uses the Atmus Sales Process as well as Atmus  tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g., Customer Relationship Management and special projects. 
• Reports activity via the Customer Relationship Management tool per management direction. 
• Produces sales forecasts as directed. 
• Provides leadership and mentoring to less experienced account executives.

To be successful in this role you will need the following:  

• Channel management is a major component of the TM workload. The TM is responsible for running their territory consistent with our channel management policies and managing channel conflict as it arises. This sometimes includes on-the-spot decisions and conversations with our customers.
• Create solid 3x3 relationships with key stakeholders within the delivery partners (Sales, Parts, Service, Counter teams) to drive preference and create additional dealer share.
• Create solid relationships with key end-user accounts that fall within the sales territory. Leverage these relationships to drive loyalty and referrals to other accounts.
• Utilize Salesforce to help execute the sales process with key opportunities in the region. Maintain a robust pipeline of new business opportunities.

Education

• Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience. 
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience

• Intermediate level of relevant OEM sales experience required, at least 8-10 years.
• At least 2 years of training/management experience required. A large part of the Territory Manager's role is completing fieldwork with delivery partner sales reps and coaching/developing these reps. This includes training on how to sell our product and the overall value package. 
• Territory is made-up of Middle and Eastern Tennessee, Kentucy, and Central & Southern Illinois. The preferred location for the candidate is Nashville, TN but is negotiable with the hiring manager. (KY or IL)
• Ability to travel 40% or more when needed. 

Base salary range: $88,733 - $133,099
Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate. 
 

Compensation and Benefits 
Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Medical/Dental/Life Insurance, Health Savings Account, other personal and professional benefits. 
 

Atmus and E-verify  
At Atmus, we are proud to be 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. 
Atmus will validate the right to work using E-Verify. Atmus 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.