Territory Sales Manager

4 weeks ago


Haryana, India Cummins Inc. Full time

Job Summary

The Territory Sales Manager will identify and develop new business opportunities with large and complex accounts. This role involves developing and executing account strategies and plans to build strong customer relationships, achieve revenue and profitability goals, and meet sales targets within a large, high-complexity assigned sales territory and market segment.

Main Responsibilities

  • Business Development: Identify and research new markets or segments with high potential, evaluate and approach prospective customers, focusing on growing channel sales for core and core+ products.
  • Account Strategy: Develop and execute account strategies and plans for top prospects, build and maintain customer relationships, and offer tailored Cummins solutions.
  • Sales Growth: Drive sales to meet/exceed channel AOP, ensuring revenue and margin targets are achieved, and support the launch of new products by the DBU.
  • Customer Engagement: Build strong customer relationships, address customer concerns, and respond to their needs in a timely manner.
  • Negotiation and Receivable Management: Conduct negotiations, ensure no past dues, and manage credit availability per the dealer AOP.
  • Sales Forecasting & Reporting: Utilize Cummins CRM systems and tools for accurate reporting and forecasting, provide actionable insights through customer data analysis.
  • Leadership & Team Management: Mentor, coach, and manage the sales team, setting goals for training, development, and performance, while overseeing relevant projects and business relationships.
  • Continuous Improvement: Support initiatives for improving the sales process and aligning with Cummins sales strategy and culture.

Requirements

  • Minimum of 15-20 years of relevant work experience in sales and channel management, preferably in B2B sales.
  • Significant experience managing a sales team and working with large accounts.
  • University or college degree in Sales, Marketing, or a related field. MBA is a plus but not mandatory.
  • Ability to communicate effectively, integrate customer perspective, adapt to target audience, and value diversity.


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