District Sales Manager

Job Description

We are looking for a talented District Sales Manager-Hybrid to join our team specializing in Sales for our Meritor Business Unit in Alberta or British Columbia.

Summary:

Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.

In this role, you will make an impact in the following ways: 
 

• Increase Sales: Identify, research, and contact prospective customers to develop sales opportunities.
• Execute Account Plans: Develop and implement account plans for top prospects and conduct face-to-face sales calls.
• Build Relationships: Develop new customer relationships and strengthen existing ones to understand their needs and buying processes.
• Offer Solutions: Use your understanding of customer needs to identify and propose suitable Cummins solutions.
• Highlight Value: Help customers understand and evaluate the value proposition of Cummins solutions.
• Communicate Needs: Bring current and emerging customer and market needs to your manager or director.
• Conduct Negotiations: Negotiate terms according to company guidelines and assist with accounts receivables.
• Drive Sales Targets: Achieve sales targets, ensure customer satisfaction, and maintain strong customer relationships for future sales.

Responsibilities

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

• Business Insight: Apply knowledge of business and the marketplace to advance the organization's goals.
• Effective Communication: Develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus: Build strong customer relationships and deliver customer-centric solutions.
• Articulating Value Proposition: Interpret customer needs and demonstrate products, solutions, and services to meet specific needs and differentiate from competitors.
• Channel Awareness: Explain and contextualize industry structure, dynamics, and path to market to advance organizational goals.
• Pricing Strategy: Develop prices by aligning with key stakeholders across functions to achieve business targets.
• Negotiations Excellence: Utilize tools and methods in negotiations to achieve mutually agreed upon contract terms.
• Account Planning: Identify objectives to drive execution of business and account strategy, tracking progress against targets.

Education, Licenses, Certifications: 
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 work experience required.

Qualifications

The ideal candidate would reside in the Greater Calgary area or on the mainland of Vancouver.

This role requires a commitment to overnight travel of approximately 50% within the designated territory, including in-person client meetings, site visits, and delivering product training sessions. Additionally, the role involves regular visits to local customers during non-travel periods, fostering strong relationships and ensuring their needs are met effectively. The successful candidate will be responsible for visiting fleet and shop customers to educate them on the Meritor and Euclid brands. This includes conducting product demonstrations, providing training on product features and benefits, and addressing any questions or concerns. The goal is to enhance the end user's understanding and satisfaction, ultimately driving the adoption of our products and brands.

COMPENSATION AND BENEFITS

Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our Company Pension Plan, Medical/Dental/Life Insurance, and a full complement of personal and professional benefits.

At Cummins, we are committed to the principles of diversity and employment equity under the Employment Equity Act, and we strive to ensure that our workforce reflects the diverse nature of Canadian society.

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.

The successful candidate will be subject to our Pre-Employment Background Screening process which consists of a Criminal Background Check.

About Us

At Cummins, we are 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, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Visit EEOC.gov to know your rights on workplace discrimination.