Regional sales and marketing manager job description

Our culture believes in _POWERING YOUR POTENTIAL_ . We provide global opportunities to develop your career, make your community a better place and work with today's most innovative thinkers to solve the world's toughest problems.

We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That's what _#LifeAtCummins_ is all about.

We are looking for a talented Regional Sales Manager to join our team specializing in Sales for our Cummins Generator Technologies (Stamford AvK Alternators) Business in Minneapolis, Minnesota.
**In this role, you will make an impact in the following ways:**

+ Prospecting, developing and capturing new opportunities with large complex accounts

+ Developing and executing account strategies and plans to build customer relationships and achieve revenue and profitability goals within a large, assigned sales territory, high complexity segment and/or complex market.

+ Managing customers of large complexity relationships through the sales cycle and executes sales plans to achieve revenue and profitability goals within a large sized assigned sales territory and/or high complexity market.

+ Maintaining ownership and participation of key market intelligence to help drive strategy and product change/development. Attend major and local trade shows to establish deep contacts/leads for the segments in the region and beyond.

+ Driving sales, achieving revenue and margin targets and ensuring customer satisfaction through the sales cycle from lead to sale. Maintaining and strengthening customer relationships to generate future sales. Responds to customer concerns in a timely fashion.

+ Responsible for existing business and growth in the Midwest, this position requires the individual to be located in MN or WI areas.

**Qualifications**

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

+ Significant level of relevant work experience required for this senior position. Extensive experience in Field Sales or Sales Management is desirable.

+ Experience within Power Generation, Engine or Rotary Machine sales is desirable.

+ Ability to clearly define and developing account strategy - determining 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.

+ Sales Forecasting skills enabling effective collection and assessment customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

**Education, Licenses, Certifications**

Bachelor's degree in the field of Business, Marketing or Engineering or an acceptable combination of experience and education. MBA or Master's Degree desirable.

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

**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, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.

**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 right to work using E-Verify. Cummins 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.

**Job** SALES

**Primary Location** United States-Minnesota-Minneapolis-US, MN, Minneapolis, Onan Distribution Center

**Job Type** Experienced - Exempt / Office

**Recruitment Job Type** Exempt - Experienced

**Job Posting** Jun 17, 2022, 3:51:24 PM

**Unposting Date** Ongoing

**Organization** Power Systems Business

We are currently looking for a highly motivated, determined, well-spoken and experienced Corporate Director of Sales with minimum 5 years of hotel industry experience who understands the meaning of ‘hunting’ to proudly sell our properties. If you love sales and feel passionate about strategically driving peak outcomes and orchestrating talent to make it happen, this may be the opportunity for you!

Key Responsibilities

• Manage entire Sales team to drive sales and service.
• Solicit new and existing accounts to meet and exceed revenue goals.
• Work with Hotel Directors of Sales in soliciting key clients business through telephone calls, outside calls, emails, and conduction of site inspections.
• Work with Hotel Directors of Sales to host key clients.
• Work with Hotel Directors of Sales to Execute contracts for Corporate rates and/or Group room blocks.
• Mentor Sales and Catering managers on client relationships and increasing revenue.
• Work with Hotel Directors of Sales to create and implement a budget plan, marketing plan and forecasts on a monthly and annual level.
• Work with Revenue Management to meet and exceed budget through rate structure.
• Work with Hotel Directors of Sales to create promotions and packages for transient reservations to maximize hotel revenue
• Maximize profitability within all areas of the hotels.
• Monitors Credit Limits of groups by reviewing credit limit report on a weekly basis.
• Oversees all Accounting completed by Sales team for group bookings and events.
• Work with General Managers to recruit, hire, train, and supervise Hotel Directors of Sales, Sales Managers, Catering Managers and Sales Administrative Assistants.
• Conduct disciplinary action when necessary.
• Conduct Sales meetings.
• Direct activities of the Sales and Catering team.
• Plan and organize work for Hotel Directors of Sales, Sales Managers, and Catering Managers.
• Monitor Sales activities and performance.
• Regular attendance is required for the successful performance of this position.
• Professionally represent the hotel in community and industry organizations and events when applicable (trade shows, networking events, etc).
• Must possess computer skills, including, but not limited to, use of Microsoft Word, Excel
• Must be familiar with general sales software’s such as STS, Delphi, SalesForce and/or Hotel Sales Pro.

Primary Functions

Include but are not limited to:

Revenue

• Manage all aspects of the sales and marketing division. Provide the strategic vision for maximum hotel sales generation and optimal revenue growth.
• Collaborate with Finance to ensure the division’s sales plan is on a budget to meet or exceed revenue expectations and profit goals.
• Effectively channel your knowledge of the competitive landscape. Assess the effectiveness of company programs to determine optimum revenues using reports and market data, in order to innovate.

Leadership

Lead a talented sales team that makes the vision reality. You create an environment energized by the art of the possible, where talented, win-driven professionals are excited to join, learn, exceed their best, and advance. You lead by modeling the way, by empowering and coaching throughout the employment lifecycle.

Community involvement

Forge relationships and build rapport. Cultivate, enhance and leverage external and internal relationships to elevate hotel and market share awareness and drive business.

The ideal candidate will be:

• Highly developed written and verbal English communication skills to effectively negotiate, persuade, influence, and sell are critical.
• The ideal candidate will have at least 5 years previous sales management experience.
• Effective listening, verbal, written, negotiation and closing skills.
• Ability to assess customer needs, understand market dynamics and prepare presentations/proposals tailored for individual customers.
• Ability to achieve customer satisfaction.
• The ability to effectively and efficiently schedule, manage and delegate work.
• Send a daily end of the day activity and accomplishment email to the VP Hotel Operations and copy to corporate team leaders.
• Read daily Emails from Greens Sales Managers and respond as appropriate.

What are we looking for?

To fulfill this role successfully, you must possess the following minimum qualifications and experience:

• Five (5) years of experience as a sales leader, with prior hotel sales experience.
• Bachelor’s degree preferred in Marketing.

Performance Standards

Performance shall be measured by achievement of the:

• Greens managed hotels’ business plans
• Greens budgeted NOI
• Greens hotels RevPar Index goal achievements

Remote with up to 50% travel



MUST RESIDE IN ONE OF THE FOLLOWING STATES ( ND, MN, WI, IL, IN, MI)

The Regional Sales Manager (RSM) is an outside sales position that will prospect and build new account relationships while growing and maintaining the existing accountbase in the property mitigation and restoration industry. The RSM will develop and implement Direct Partner Programs with insurance carrier residential/commercial in an assigned territory. The RSM role relies on maintaining and enhancing revenues and increasing market share, while helping to provide a superior level of service by working closely with quality assurance and operations to support and assure that officesare delivering on promises and commitments made.

ESSENTIAL RESPONSIBILITIES

• Build and secure new accounts, referrals, and existing relationships with key decision makers through leads, cold calling, and sales presentations to maintain/grow the existing account base and expand our market share and revenue percentages
• Expand market share opportunities within a defined list of existing accounts in assigned areas
• Communicate with, train, and motivate network offices to understand and support the Business Development department
• Prospect, qualify, and generate strong leads
• Update Salesforce records with account details
• Negotiate and complete MSAs (Master Service Agreements) with property insurance carriers
• Develop and deliver sales presentations in a professional and effective manner by
  1. Making regular sales calls to develop relationships and follow up on leads
  2. Acting to close deals and finalize agreements
  3. Meeting established sales quotas and revenue and growth goals
• Responsible for developing business relationships and residential/commercial programs with Tier two and three prospective property insurance carriers in assigned areas and defined as carriers who are top carrier in a state or a region outside of the top 100 in the country
• Responsible for account management which includes dispute resolution, problem avoidance, and compliance with service level agreements
• Work with the PDRI Business Development team to facilitate service opportunities
• Understands the services and products offered by Paul Davis Restoration
• Assists in marketing initiatives and communicates regularly with the VP of Business Development
• Analyzes and recommends programs and procedures that are in the best interest of all parties
• All other duties as assigned

WORK EXPERIENCE, EDUCATION & SKILLS

• Sales experience with demonstrated negotiation and marketing skills
• General knowledge of the Insurance industry/claims
• Obtains necessary industry trade certifications
• High level of initiative, dependability, and self-motivation
• Effectively able to communicate both verbally and in writing
• Ability to analyze, diffuse and solve problem situations
• Knowledge of cost analysis techniques
• Ability to make decisions on own and evaluate judgments
• Possesses valid driver’s license
• Ability to demonstrate initiative, accountability and leadership
• Ability to organize and schedule assignments to meet known priorities and critical work deadlines
• Strategic and analytical thinking
• Demonstrated attention to detail and communication skills
• Ability to influence without authority

REQUIRED EDUCATION AND EXPERIENCE

• Bachelor’s Degree (4-year degree or equivalent experience)
• Sales Experience 5+ years
• Restoration industry experience a plus

PHYSICAL REQUIREMENT

• Must be able to stay in a stationary position up to 100% of the time
• The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.
• Constantly operates a computer and other office productivity machinery, such as a calculator, fax machine, copy machine, and computer printer.
• Must be able to observe and perceive information on a computer and documents
• Must be able to communicate and converse with customers over the phone
• Occasionally will lift up to 10lbs
• Ability to safely operate a company vehicle

TRAVEL



This position may require up to 50% travel for vendor sites, business visits. as well as for team meetings and trainings.