Territory Sales

Prospects and develops new opportunities to grow the business. Independently develops and executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment, or channel partners.

Key Responsibilities:

• Develops opportunities to increase sales by identifying, researching, and contacting prospective customers.
• Develops and executes account plans for top prospects and conducts agreed-upon face-to-face sales calls.
• Develops new customer relationships and strengthens current customer relationships to identify customer needs, business models, and buying processes.
• Uses an understanding of customer needs and priorities to identify and offer Cummins solutions.
• Gains agreement on the differential advantage of Cummins solutions by helping the customer evaluate data and the value proposition.
• Brings current and emerging customer and market needs to their manager/director.
• Conducts negotiations according to company guidelines, including payment terms. Assists with account receivables collection.
• Maintains an acceptable level of past-due accounts and collaborates with customers and internal stakeholders to resolve delinquent payments.
• Drives sales, achieves sales targets, and ensures customer satisfaction.
• Maintains and strengthens customer relationships to generate future sales and repeat business.
• Responds to customer concerns in a timely fashion.
• Consistently uses the Cummins Sales Process, tools, and initiatives that support sales, customer satisfaction, and value (e.g., Customer Relationship Management and special projects).
• Reports activity via the Customer Relationship Management tool per management direction.
• Maintains sales forecasts and tracks progress and accuracy against forecast.
• Provides leadership and mentoring to less experienced account executives.
• Works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Experience:

• Intermediate level of relevant work experience required.

Knowledge/Skills:

• Position is based in Indore, responsible for overall sales and related activities for the assigned dealer.
• Assesses potential and designs the Annual Operating Plan (AOP) for the assigned dealer territory (Gujarat/MP/Rajasthan).
• Identifies gaps and provides solutions for sales initiatives.
• Conducts data analysis on dealers' secondary and primary sales to provide improvement insights.
• Interacts with the Dealer Account team in Zones and supports critical reviews and presentations.
• Works with IT and Business Teams to improve data capture and system processes.
• Drives innovation and business processes to improve market reach.
• Applies technology force multipliers for benchmarking and application development.
• Translates business improvement opportunities into technology or knowledge solutions.
• Owns and delivers assigned AOP.

Competencies:

• Business Insight: Applying knowledge of business and the marketplace to advance the organization's goals.
• Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of different audiences' unique needs.
• Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
• Articulating Value Proposition: Interprets internal and external customer needs; explains and demonstrates products and services to differentiate against competitors.
• Channel Awareness: Explains and contextualizes industry structure, dynamics, and path to market to advance organizational goals.
• Pricing Strategy: Develops pricing strategies by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Negotiations Excellence: Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and mutually agreed-upon contract terms.
• Account Planning: Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to targets.
• Adapts to Target Audience: Explains complex topics (technical data, subject matter expertise, etc.) in a way that different audiences can understand and use.
• Developing Account Strategy: Determines the current status of an account in terms of relationship, financials, product competitiveness, and service, defining future targets aligned with business strategy.
• Integrates Customer Perspective: Incorporates an understanding of customers' perspectives to develop sales content that improves the ability to meet their needs and increase revenue.
• Sales Forecasting: Collects and assesses customer data from internal and external sources, comparing against historical data to forecast future consumption patterns.
• Sales Pipeline Management: Plans for successful execution of account/territory-level sales strategies based on pipeline health, adjusting plans as needed.
• Sense Making: Uses diagnostic questions and research to understand customer needs and behaviors, synthesizing complex information to deliver tailored solutions.
• Values Differences: Recognizing the value that different perspectives and cultures bring to an organization.

Education, Licenses, Certifications:

• Required: College, university, or equivalent degree in Marketing, Sales, or a related field.
• Acceptable sales-related work experience or an acceptable combination of education and experience.