Territory Sales

Key Responsibilities:

• Sales Management : Responsible for overall sales and related activities for assigned dealers in Gujarat and part of Madhya Pradesh. Assess available potential and design Annual Operating Plan (AOP) for the assigned dealer territory.
• Improvement Actions : Assess and assign improvement actions for driving sales. Drive sales initiatives in the channel and collate and present data on these initiatives.
• Data Analysis : Analyze and present data on dealers secondary sales versus primary sales. Provide inputs on improvement actions based on secondary sales data.
• Coordination : Interact and coordinate with the Dealer Account team in zones. Support segments for critical reviews and presentations.
• Data Management : Identify gaps in data capturing methods and work with IT and business teams to fix these gaps. Provide a framework for future data capture and system changes, along with validations.
• Innovation and Process Improvement : Drive innovation and business processes to improve reach. Benchmark and develop technology force multipliers. Understand business improvement opportunities and translate requirements into technology or knowledge solutions.
• Prospecting and Development : Prospect and develop new opportunities to grow the business. Independently develop and execute account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment, or channel partners.
• Customer Relationships : Develop new customer relationships and strengthen current ones. Use understanding of customer needs and priorities to identify and offer Cummins solutions. Conduct negotiations according to company guidelines, including payment terms.
• Sales Targets : Drive sales, achieve sales targets, and ensure customer satisfaction. Maintain and strengthen customer relationships to generate future sales and repeat business.
• Customer Concerns : Respond to customer concerns in a timely fashion. Use the Cummins Sales Process and tools to support sales, customer satisfaction, and customer value.
• Leadership and Mentoring : Provide leadership and mentoring to less experienced account executives. Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Qualifications:

• Education : College, university, or equivalent degree in Marketing, Sales, or a related subject. Acceptable sales-related work experience or an acceptable combination of education and experience.
• Licensing : This position may require licensing for compliance with export controls or sanctions regulations.

Experience:

• Work Experience : Intermediate level of relevant work experience required.

Skills and Competencies:

• Business Insight : Applying knowledge of business and the marketplace to advance the organization s goals.
• Communication : Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus : Building strong customer relationships and delivering customer-centric solutions.
• Value Proposition : Explaining and demonstrating products, solutions, and services to meet customer needs and differentiate against competition.
• Channel Awareness : Explaining industry structure, dynamics, and path to market to advance organizational goals.
• Pricing Strategy : Developing prices by aligning and building consensus with key stakeholders to achieve business targets.
• Negotiations Excellence : Utilizing tools and methods in negotiations to achieve Cummins stakeholder objectives and mutually agreed upon contract terms.
• Account Planning : Identifying objectives to drive execution of business and/or account strategy.
• Adapting to Audience : Explaining complex topics in a way that the target audience can understand, retain, and use the information.
• Developing Account Strategy : Balancing customer requirements and business capabilities to define achievable targets aligned with the business strategy.
• Customer Perspective : Incorporating an understanding of the customers perspective to develop sales content that meets their needs and increases revenue.
• Sales Forecasting : Collecting and assessing customer data to create a forecast of future consumption patterns.
• Sales Pipeline Management : Planning proactively for successful execution of account/territory-level sales strategies and plans.
• Sense Making : Developing an understanding of customer needs, behaviors, and buying journey through diagnostic and probing questions and research.
• Valuing Differences : Recognizing the value that different perspectives and cultures bring to an organization.