Territory Sales - Field Sales Account Executive

Cummins India; Gurugram District; On-site; INR 600,000 - 1,200,000; Full time

Benefits offered by this job

Relocation package

Job summary

Cummins Inc. in India seeks a Territory Sales – Field Sales Account Executive to drive profitable growth by developing new opportunities, managing existing accounts, and executing sales strategies across Rajasthan, Haryana and Punjab.

You will build long-term relationships, present value-based solutions, meet sales targets, and collaborate with service, operations, finance, and supply chain to ensure product availability and customer satisfaction. Travel within the territory is required.

Qualifications

• Bachelor's degree in Marketing, Sales, Business, Engineering, or related discipline or equivalent experience.
• Experience in field sales, territory management, or B2B sales preferred.
• Knowledge of CRM systems, forecasting, and account management.

Responsibilities

• Identify, prospect, and develop new business opportunities within the assigned territory.
• Develop and execute account plans to achieve territory sales objectives.
• Build and maintain relationships with customers, dealers, and channel partners.
• Conduct meetings, presentations, and negotiations following sales processes.
• Present value proposition of Cummins products to differentiate from competitors.
• Meet sales targets and AOP commitments; drive dealer performance.
• Manage dealer account receivables and support collections.
• Maintain accurate sales forecasts and CRM data; collaborate with internal teams.

Skills

Customer Focus

Action Oriented

Effective Communication

Negotiation

Sales Forecasting

Relationship Management

Channel Management

CRM Tools

Education

Bachelor's degree in Marketing, Sales, Business or related field

Tools

CRM tools

Job description

Job Summary

The Territory Sales – Field Sales Account Executive is responsible for driving profitable business growth by developing new customer opportunities, managing existing accounts, and executing sales strategies within the assigned territory. The role focuses on building long-term customer relationships, delivering value-based solutions, achieving sales targets, improving dealer performance, and ensuring a high level of customer satisfaction while collaborating with cross-functional teams to meet business objectives.

Key Responsibilities

• Identify, prospect, and develop new business opportunities to expand market presence within the assigned territory.
• Develop and execute account plans to achieve territory sales objectives and drive sustainable revenue growth.
• Build and maintain strong relationships with customers, dealers, and channel partners to understand their business needs and provide tailored solutions.
• Conduct customer meetings, sales presentations, and negotiations while following company sales processes and commercial guidelines.
• Present and communicate the value proposition of Cummins products and solutions to differentiate from competitors.
• Achieve assigned sales targets, dealership Annual Operating Plan (AOP) commitments, and territory growth objectives.
• Drive dealer performance by improving parts secondary sales and supporting Power Generation (PowerGen) business initiatives.
• Manage dealer account receivables, support collections, and ensure timely resolution of outstanding payments.
• Maintain accurate sales forecasts, monitor pipeline health, and update customer activities through CRM systems.
• Collaborate with internal teams including service, operations, finance, and supply chain to ensure effective product availability, delivery, and customer support.
• Respond promptly to customer concerns and deliver high levels of customer satisfaction.
• Support inventory planning and balance customer expectations with operational capabilities.
• Manage customer accounts across assigned regions, including Rajasthan, Haryana, and Punjab.

Competencies

• Customer Focus
• Action Oriented
• Effective Communication
• Persuasion and Influencing
• Relationship Management
• Account Planning and Territory Management
• Sales Pipeline Management
• Sales Forecasting
• Negotiation Excellence
• Pricing Strategy
• Value Proposition Development
• Channel and Market Awareness
• Customer Insight and Sense Making
• Business Acumen
• Cross-functional Collaboration
• Adaptability to Different Audiences
• Problem Solving and Decision Making
• Values Diversity and Inclusion Qualifications
• Bachelor's degree in Marketing, Sales, Business, Engineering, or a related discipline, or an equivalent combination of education and relevant sales experience.
• Export control or regulatory compliance licensing may be required based on business requirements. Skills & Experience
• Experience in field sales, territory management, account management, or business development is preferred.
• Ability to identify and develop new business opportunities while managing existing customer relationships.
• Experience in dealer management, channel sales, or B2B sales environments is advantageous.
• Strong understanding of sales planning, forecasting, CRM tools, and pipeline management.
• Knowledge of commercial negotiations, pricing strategies, and account receivable management.
• Excellent interpersonal, presentation, and communication skills.
• Ability to analyze customer requirements and recommend value-based solutions.
• Strong planning, organizational, and execution skills with the ability to manage multiple priorities.
• Willingness to travel extensively within the assigned territory.
• Employee to handle States/Regions like Rajasthan, Haryana & Punjab.
• Customer Engagement and Generating New Business opportunity through New Customers
• Account Receivable management for Dealers.
• Delivery Signed AOP for assigned dealership
• Improve Dealer Parts Secondary Sales
• Working on PowerGen Initiatives

Job: Sales

Organization: Cummins Inc.

Role Category: On-site with Flexibility

Job Type: Exempt - Experienced

ReqID: 2431962

Relocation Package: Yes

100% On-Site: No