DESCRIPTION

The Territory Sales - Field Sales Manager is responsible for identifying, developing, and capturing new business opportunities with large and complex accounts. The manager will develop and execute account strategies and plans to build strong customer relationships, achieve revenue and profitability goals, and meet the sales targets within a large, high-complexity assigned sales territory and market segment. This role also involves managing a team of 5-6 people, focusing on sales and channel management, particularly in B2B sales.

Key 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.

Skills :

• Builds Effective Teams : Leads teams with diverse skills and perspectives, promoting common goals.
• Customer Focus : Strong ability to develop and maintain customer relationships and deliver customer-centric solutions.
• Account Planning : Proficiency in account strategy, pipeline management, and forecasting to drive revenue and customer value.
• Channel Awareness : Deep understanding of industry structure and market dynamics.
• Articulating Value Proposition : Effectively presents and differentiates Cummins products, solutions, and services to meet customer needs.
• Maximizing Profitability : Develops and executes pricing strategies, promotional activities, and value-based selling techniques.
• Sales Forecasting : Strong ability to forecast future sales and adjust strategies as needed based on internal and external data.
• Sales Pipeline Management : Monitors and adjusts the pipeline to ensure sales goals are met and coaches the team on high-impact activities.

RESPONSIBILITIES

Experience :

• 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.

Competencies :

• Communicates Effectively : Ability to deliver clear and compelling messages to diverse audiences.
• Integrates Customer Perspective : Understands the customer's viewpoint and tailors solutions to meet their needs.
• Adapts to Target Audience : Tailors communication to ensure clarity and impact based on the audience.
• Values: Embraces diversity and values different perspectives and cultures within the organization to foster innovation and growth.

QUALIFICATIONS

Qualifications :

• University or college degree in Sales, Marketing, or a related field.
• MBA is a plus but not mandatory.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2404625

Relocation Package No