District Sales Manager (Southern California & Nevada)

We are looking for a talented District Sales Manager to join our aftermarket team. The Area of Responsibility (AOR) is Southern California & Nevada.

Overview:

High-visibility position that will be responsible for developing, managing, and sustaining heavy duty aftermarket sales into the traditional aftermarket automotive parts sector. Become trusted business partner to serve as advisor to store locations. Regular cadenced sales performance reviews to be conducted with top customers. Product sales and product technical training to be provided to customers as needed. Coordinate and communicate sales efforts and needs within the team, Meritor leadership, and other customer-facing departments within Meritor. This role is instrumental for the overall success of the aftermarket sales team.

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

• Strengthen business performance by applying deep market and customer insights to drive decisions that advance organizational goals and improve territory results.
• Communicate with clarity and influence , tailoring your message to diverse audiences-from customers to channel partners to internal teams-to ensure alignment and shared understanding.
• Build and sustain trusted customer relationships , delivering solutions that address real needs and reinforce a customer-centric culture.
• Differentiate Cummins in the market by clearly articulating the value proposition of products and services, helping customers understand why our solutions best meet their operational and financial objectives.
• Navigate and leverage the channel ecosystem , using strong channel awareness to optimize routes to market and strengthen partnerships that support growth.
• Drive profitable outcomes by developing pricing strategies that balance customer expectations with business targets, ensuring competitiveness without compromising margin.
• Lead negotiations with confidence , using structured tools and methods to secure agreements that meet Cummins' objectives while maintaining strong customer relationships.
• Develop and execute strategic account plans , using forecasting, pipeline management, and customer insights to set clear objectives, track progress, and deliver sustained growth across the territory.

• Drive profitable territory growth - Develop and execute a focused aftermarket sales plan, maintain a disciplined opportunity pipeline, and use sales metrics to identify strengths, gaps, and emerging opportunities.
• Build influential customer relationships - Gain direct access to key buying influences, maintain strong face-to-face engagement across all customer types, and establish a trusted local presence as the Meritor representative.
• Execute high - impact field coverage - Optimize routing and travel to maximize weekly customer visits and maintain a balanced call pattern across fleets, dealers, distributors, and independent shops.
• Collaborate across the organization - Partner with product, marketing, technical, training, and dealer sales teams to surface opportunities, address customer needs, and drive results across key dealer groups.
• Maintain strong business visibility - Present timely territory and customer insights to leadership, ensure account activities align with broader business objectives, and uphold an excellent customer perception of Meritor.
• Identify and act on growth opportunities - Actively monitor market trends, competitive activity, and customer feedback to highlight opportunities and mitigate risks.
• Strengthen dealer partnerships - Coordinate with dealer sales managers to uncover opportunities, support execution plans, and reinforce Meritor's value proposition across key dealer groups.

• 5+ years' experience of aftermarket HD Truck Parts sales or sales within related industries
• 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

• 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