DESCRIPTION

We are looking for a talented District Sales Manager to join our aftermarket team. The candidate should be located near Harrisburg, PA area and will be responsible for sales and training for the Meritor and Euclid portfolio (Cummins Drivetrain and Braking Systems). The Area of Responsibility (AOR) is Pennsylvania, Maryland and Delaware.

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

• Driving Business Insight: You will apply a deep understanding of market dynamics and customer behavior to shape strategies that align with organizational goals and deliver measurable business outcomes.
• Communicating with Purpose: By tailoring your communication style to suit different audiences, you will ensure clarity, alignment, and engagement across internal teams and external stakeholders.
• Championing Customer Focus: You will build and nurture strong customer relationships, enabling you to deliver solutions that are not only effective but also deeply aligned with customer needs and expectations.
• Articulating a Clear Value Proposition: You will translate complex product and service capabilities into compelling value stories that differentiate Cummins from competitors and resonate with customer priorities.
• Enhancing Channel Awareness: By contextualizing industry structures and go-to-market pathways, you will help the organization navigate market complexities and advance strategic objectives.
• Executing Pricing Strategy: You will collaborate across functions to develop pricing models that reflect market realities and business targets, ensuring alignment and stakeholder buy-in.
• Leading Negotiations with Impact: Using structured tools and methods, you will drive negotiations that meet Cummins’ objectives while fostering trust and agreement with customers.
• Strategic Account Planning: You will develop and execute account strategies that are grounded in data, aligned with business goals, and adaptable to evolving customer needs—ensuring long-term growth and success.

RESPONSIBILITIES

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

• Prospecting and Research Skills: Ability to identify, research, and engage prospective customers effectively to build a strong pipeline of opportunities.
• Strategic Account Planning: Capability to develop and execute detailed account plans for top prospects, including scheduling and conducting impactful face-to-face sales calls.
• Customer Relationship Management: Skill in building new relationships and strengthening existing ones to understand customer needs, business models, and buying processes.
• Solution Selling Expertise: Proficiency in aligning Cummins solutions with customer priorities and clearly articulating the value proposition to gain buy-in.
• Negotiation and Financial Acumen: Ability to conduct negotiations within company guidelines, manage payment terms, and support receivables collection while maintaining positive customer relationships.
• Sales Process Discipline: Consistent use of the Cummins Sales Process, CRM tools, and reporting mechanisms to track activity, forecast accurately, and drive performance.
• Cross-Functional Collaboration: Strong coordination with internal stakeholders to balance inventory, service, and delivery capabilities with customer expectations.
• Leadership and Mentorship: Willingness to provide guidance and support to less experienced account executives, contributing to team development and overall success.

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

This is a high-visibility position that will be responsible for assisting in the development and implementation on programs that will be executed by the sales team to meet their AOP objectives. Become trusted business partner to serve as advisor to store locations. Regular cadenced sales performance reviews to be conducted with top customers (80/20). Product sales and product technical training to be provided to customers as needed. Coordinate and communicate sales efforts and needs within the team, CDBS leadership, and other customer facing departments within CDBS.

Preferred Qualifications:

• 5+ years’ experience of aftermarket HD Truck Parts sales 
• Strong sales analytical skills 
• CRM tools experience (Salesforce, preferred)
• Ability to develop and grow strategic relationships 
• Excellent written & verbal communication 
• Complex problem-solving skills 
• Excellent presentation skills to both small and large audiences
• Critical thinking & negotiation skills
• Ability to travel 50% - 75% of the time
• Location Requirement: Candidate should be based near the Harrisburg, PA area.
• Territory Coverage: Area of Responsibility (AOR) includes Pennsylvania, Maryland, and Delaware.

Accountabilities

• Profitably grow the aftermarket business within the assigned territory via sales plan development and execution.
• Gain direct access to the buying influences within a customer by creating, managing, and maintaining key relationships.
• Actively monitor sales metrics to highlight strengths, weaknesses, opportunities, and threats.
• Laser focus on the opportunity pipeline to help ensure the greatest chance of winning and closing opportunities.
• Optimize territory routing/travel to ensure high number of weekly face-to-face customer engagements
• Build & maintain an excellent customer perception as being the local Meritor rep
• Engage with cross-functional teams such as product, marketing, technical, and training to ensure customer needs are met.
• Establish strong presence with leadership by presenting up-to-date territory and customer intel
• Maintain a call pattern that equally distributes time spread across the different customer types
• Coordinate with dealer sales managers to help surface opportunities and execute plans to drive results at the various key dealer groups

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.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2422024

Relocation Package No

100% On-Site No

Cummins and E-Verify

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, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and 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. Visit http://EEOC.gov to know your rights on workplace discrimination.