Job Description

Job Description

Job Description

Regional Sales Representative- Northern Territory

SUMMARY: Coordinate and promote Cummins Clean Fuel Technologies product sales and acceptance throughout the Cummins Clean Fuel Technologies dealer network, Original Equipment Manufacturers, Third Party Dealer networks, and fleet customers within the region.

ESSENTIAL DUTIES AND RESPONSIBILITIES: Other duties beyond this representative listing may be assigned to the essential job duties and responsibilities of this position based on Company needs.

• Drive Sales growth through strategically selected and prioritized distribution channels:
  1. Fleet accounts in assigned region for CCFT purchases.
  2. Truck OEM and Third-Party Dealer market - Develop opportunity for Momentum within the assigned region.
  3. CCFT Dealerships
     • Drive sales growth through CCFT location visits promoting the value that CCFT offers the company.
     • Train CCFT sales staff on the product offering and marketing support available.
     • Assist sales staff with identifying and developing key Momentum accounts.
     • Reaffirm CCFT sales goals and corporate sales expectations.
     • Recommend additional CCFT product opportunities to management.
• Coordinate with Production Planning to ensure on time delivery of product to customer and installation facilities.
• Work with internal departments and external customers to ensure a productive service and warranty experience for the customer.
• Complete additional tasks as assigned by management.
• CRM customer data must be current at all times

Supports the following states in the Northern Territory:

• Connecticut, Delaware, Illinois, Indiana, Iowa, Kansas, Kentucky, Maine, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nebraska, New Hampshire, New Jersey, New York, North Dakota, Ohio, Pennsylvania, Rhode Island, South Dakota, Vermont, West Virginia, Wisconsin

KEY PERFORMANCE METRICS : As a sales professional, the following metrics will be the primary measure of your performance:

1. Sales revenue
2. Gross profit dollars and
3. Gross profit percentage.
4. Units Sold
5. Customer Business Development Activity
   1. Contacts/Calls
   2. Proposals/Quotes
   3. Orders
   4. Deliveries

You will receive daily, monthly and/or annual goals for these key performance metrics. Your performance will largely be judged on sales effectiveness (your actual sales revenues compared to your sales revenue goals) and your reported gross profit effectiveness (the reported gross profit dollars you generate compared to your reported gross profit goals) and your gross profit percentage effectiveness (the reported gross profit percentage on the sales you generate compared to your reported gross profit percentage goals).

Notwithstanding the foregoing, other metrics, such as market penetration, may be used to measure your performance

Additionally, you will be expected to accurately and truthfully input information about all of your sales calls and customer activity into the Company’s CRM database as a condition of your continued employment.

PROFESSIONAL ATTRIBUTES:

• Ability to multi-task under pressure.
• Business Travel is expected to exceed 65%.
• Must have strong interpersonal and communication skills.
• Strive for harmony and teamwork with the department and with all other departments.
• Maintain safe work environment.
• Maintain professional appearance.

MARGINAL DUTIES: Includes but not limited to the following. Other duties may be assigned.

Maintain reporting systems required by management and corporate personnel.

As a condition of continued employment, the employee is required to exhibit positive corporate citizenship, with demonstrated ability to positively interact with others, follow required Company policies and procedures which include but are not limited to policies regarding conduct, record keeping, and safety. As a condition of continued employment the employee is required to refrain from any behavior that is construed as sexual harassment, harassment and/or creating or participating in a hostile work environment, and/or violence in the workplace.

QUALIFICATIONS AND POSITION REQUIREMENTS:

Previous sales experience preferably within the heavy truck, heavy equipment, or CNG Fuel System industry.

• Thorough knowledge of Compressed Natural Gas systems, parts marketing and operations through three years or more of industry related experience preferred.
• Excellent organizational and communication skills as well as the ability to excel in a fast-paced environment.
• Understand and achieve sales targets and all goals assigned.
• Computer literate and able to use Microsoft Office products.
• Travel and expense reporting experience beneficial.

The individual must be able to perform each essential duty satisfactorily. It is required that the individual is accurate with good time management and organizational skills. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience: Bachelor’s Degree (B.A.) from four-year college or university; or three to five years’ related experience and/or training; or equivalent combination of education and experience.

Certificates, Licenses and Registrations: Must possess a current and valid driver license with a driving record that meets the insurability guidelines set forth by the company’s insurance carrier.

Language Skills: Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Mathematical Skills: Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Other Skills and Abilities: General accounting knowledge and inventory management skills well rounded knowledge of business computer systems and programs.

• Proven proficiency with MS Word, Excel, and PowerPoint
• Proven proficiency with Cummins Clean Fuel Technologies mobile technology

PHYSICAL DEMANDS: The physical demands described are representative of those that must be met by the employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions at the request of the employee, and with appropriate medical certification.

While performing the duties of this job the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to sit; climb or balance; stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, and ability to adjust focus.

As a condition of continued employment, the employee is required to follow Company policies and procedures.

Cummins Clean Fuel Technologies and its Affiliate Companies are Equal Opportunity and Affirmative Action Employers.

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