Territory Sales

**DESCRIPTION**

Prospects and develops new opportunities to grow the business. Develops and executes account plans with coaching support. Achieves sales goals within the assigned sales territory, market segment, or channel partners.

**Key Responsibilities**:

- Develop opportunities to increase sales by identifying, researching, and contacting prospective customers.
- Develop and execute account plans for top prospects and conduct agreed-upon face-to-face sales calls.
- Build positive customer relationships that enable identification of a customer’s needs, business model, and buying process.
- Use understanding of customer needs and priorities to identify and offer Cummins solutions.
- Gain agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
- Conduct negotiations according to company guidelines, including payment terms. Assist with collection of accounts receivables and maintain acceptable levels of past-due accounts.
- Collaborate with customers and internal stakeholders to resolve delinquent payments.
- Drive sales, achieving sales targets and ensuring customer satisfaction.
- Maintain and strengthen customer relationships to generate future sales and repeat business.
- Respond to customer concerns in a timely fashion.
- Consistently use the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value.
- Report activity via the Customer Relationship Management tool per management direction.
- Maintain sales forecasts and track progress and accuracy against forecasts.
- Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

**RESPONSIBILITIES**

**Competencies**:

- **Action oriented**: Takes on new opportunities and tough challenges with urgency, energy, and enthusiasm.
- **Communicates effectively**: Develops and delivers multi-mode communications tailored to different audiences.
- **Customer focus**: Builds strong customer relationships and delivers customer-centric solutions.
- **Persuades**: Uses compelling arguments to gain the support and commitment of others.
- **Articulating Value Proposition**: Interprets internal and external customer needs to explain and demonstrate products, solutions, and services effectively.
- **Channel Awareness**: Understands industry structure, dynamics, and path to market to drive organizational goals.
- **Pricing Strategy**: Develops prices by aligning with key stakeholders across functions to achieve business targets.
- **Negotiations Excellence**: Uses tools and methods to achieve Cummins stakeholder objectives in negotiations.
- **Account Planning**: Identifies objectives to drive execution of business and/or account strategy.
- **Adapts to target audience**: Explains complex topics in a way that diverse audiences can understand and use.
- **Integrates Customer Perspective**: Understands customers' perspectives to improve sales content and increase revenue.
- **Sales Forecasting**: Collects and assesses customer data to predict future consumption patterns.
- **Sales Pipeline Management**: Plans proactively for successful execution of account/territory-level sales strategies.
- **Sense Making**: Synthesizes complex information to deliver tailored solutions.
- **Values differences**: Recognizes the value that different perspectives and cultures bring to an organization.

**Knowledge/Skills**:

- Responsible for sales in Patna - Bihar and Nepal locations.
- Manage sales of Meritor aftermarket products to OES and distributor market segments to achieve sales goals and market penetration.
- Manage Sales Specialists in the region to achieve growth plans.
- Execute sales plans and opportunity identification in alignment with the Annual Operating Plan (AOP) and Business Strategy Review (BSR).
- Implement specific sales strategies to increase volume and market share.
- Promote Meritor aftermarket products to customers according to company policies and procedures.
- Collect payments on time and maintain reasonable Accounts Receivable (AR). Handle warranty claims and product complaints.
- Develop and maintain strong customer relationships, ensuring excellent service and support.
- Cooperate and coordinate with other departments to satisfy customers.
- Control costs and contribute to cost reduction initiatives.
- Supervise and guide teams while assessing performance.
- Integrate safety principles into work practices and ensure zero accidents in the department.
- Ensure compliance with ISO TS 16949 - QMS and ISO 14001 - EMS.
- Administer and implement OHSAS in the work area.
- Maintain compliance with 5S at workstations.
- Review administrative matters and maintain records/MIS.
- Escalate abnormalities and key issues promptly to superiors.
- Periodically review processes to ensure no deviations without approvals.
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