Sales Operations Coordinator - Level III

DESCRIPTION

Job Summary

This role supports the growth of Cummins Genuine Parts (CGP) business in the assigned territory by enabling demand generation, distributor sales effectiveness, market development, and data-driven sales support. The position works closely with internal sales teams and external distributor resources to drive retailer, mechanic, re-borer, and key account engagement while also supporting reporting, system administration, and internal/external sales analytics under limited supervision.

Key Responsibilities Market Development & Demand Generation

• Grow Cummins Genuine Parts business in the assigned territory by leading and guiding distributor DSR and MSR teams.
• Generate demand for Genuine Parts through retailers, Mitwas (mechanics), re-borers, and key accounts.
• Enroll new mechanics and re-borers into the Cummins Mitwa Loyalty Program.
• Increase the number of active (CGP purchasing) retailers, mechanics, and re-borers on a month-on-month basis.
• Promote new and focused parts to increase fitment and market penetration.
• Identify loyal Mitwas and garages and ensure coverage for garage branding initiatives.
• Collect and communicate competitive market feedback to relevant stakeholders.

Channel & Distributor Management

• Monitor and review DSR/MSR beat plans to ensure weekly coverage and improve beat productivity.
• Map Mitwas to retailers and ensure CGP stocking with the support of the Area Sales Manager (ASM).
• Train distributor DSRs/MSRs regularly to improve capability and effectiveness.
• Increase retailer, mechanic, re-borer, and key account satisfaction indices.

Customer Engagement & Technical Support

• Organize BTL activities such as mechanic meets, retailer meets, re-borer meets, key account technician meets, and training programs.
• Resolve technical queries from mechanics directly or through the Cummins Helpdesk.
• Integrate customer perspectives to improve engagement, satisfaction, and revenue outcomes.

Sales Reporting, Systems & Analytics (Internal & External)

• Consolidate, prepare, and distribute standard and ad-hoc sales reports.
• Revise reporting templates, consolidate data inputs, and provide forecasting support.
• Execute and document system administration tasks on tools such as Salesforce, WWSPS, BMS, and portals.
• Periodically review system data for completeness, accuracy, and improvement opportunities.
• Analyze external data sources (e.g., market and competitive data) to identify sales opportunities and share insights with sales teams.
• Conduct internal sales analyses including variances, projections, costing, and bundling to support decision-making.

RESPONSIBILITIES

Qualifications

Education, Licenses & Certifications

• High school diploma or certificate of completion of secondary education or equivalent experience, in compliance with applicable regulations.
• This position may require licensing for compliance with export controls or sanctions regulations.

Competencies

• Action Oriented – Demonstrates urgency, energy, and initiative in pursuing opportunities and challenges.
• Effective Communication – Delivers clear, audience-appropriate communication across multiple formats.
• Planning & Alignment – Prioritizes work to meet commitments aligned with organizational goals.
• Self-Development – Actively seeks growth through formal and informal learning.
• Data Analytics – Interprets and communicates qualitative and quantitative data to drive data-based decisions.
• Project Schedule Management – Manages tasks and timelines using standard tools and processes.
• Adapts to Target Audience – Explains complex technical or data-driven concepts in a clear, usable manner.
• Integrates Customer Perspective – Incorporates customer insights to improve sales effectiveness and revenue.
• Values Differences – Recognizes and respects diverse perspectives and cultures.

QUALIFICATIONS

Experience

• Requires significant relevant work experience or specialized skills acquired through education, training, or on-the-job experience in sales support, channel management, market development, analytics, or related roles.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Office

ReqID 2424297

Relocation Package No

100% On-Site No