• 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.

• 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.

• Develop and maintain company relationships with channel partners • Manage the sale of Commercial Ventilation Solutions within assigned territory • Create and implement sales strategies to expand customer base • Provide timely feedback to Sales Director regarding sales performance • Negotiate price, delivery and specifications with customers

Role Description Chapin International is looking for an experienced National Sales Manager to join our Industrial Sales team. You will be responsible for driving revenue growth across key markets, and building strong, long-term relationships with customers and buying groups. This role develops and executes sales strategies, and partners closely with marketing, operations, and product teams to align customer needs with manufacturing capabilities. Responsibilities - Lead, develop, and execute the national and/or regional industrial sales strategy to achieve revenue and profitability. - Develop and coach a manufacturing sales rep organization fostering accountability, capability development, and results. - Own pricing, promotions, and incentive programs to drive growth. - Negotiate and manage customer contracts. - Direct buying group strategy, including participation, pricing, and relationship management. - Drive channel guidance to optimize coverage, performance, and alignment with company objectives. - Oversee key account management for strategic industrial customers. - Collaborate with marketing on go-to-market plans, product launches, and promotional campaigns. - Partner with operations, supply chain, and finance to align focus. - Represent the company in executive-level customer meetings, industry events, and buying group conferences. Qualifications - Experience in industrial concrete, construction, or any other MRO markets preferred. - Bachelor’s degree in Business, Marketing, Engineering, or related field. - 8+ years of B2B sales experience, preferably with industrial durables or related manufacturing industries. - 4+ years of sales leadership experience managing regional, national, or channel-based sales teams. - Proven success managing seasonal, demand-driven sales cycles and complex customer programs. - Strong negotiation skills with large retailers, distributors, and OEM customers. - Familiarity with manufacturing processes, engineered products, or industrial supply chains. - Experience with CRM systems and data-driven sales management. - Excellent communication, analytical, and organizational skills. - Availability to travel as needed. - Proactive, self-motivated, and driven. Benefits - Industry leading salary + performance-based bonus. - Full expense account. - Remote position. - Comprehensive benefit package. - Robust matching 401k retirement plan.