Territory Sales - Field Sales Account Executive

Cummins India Limited; Jaipur; On-site; INR 900,000 - 1,500,000; Full time

Benefits offered by this job

Relocation package

Job summary

Cummins India Limited is seeking a results-driven sales professional to grow opportunities within an assigned territory and channel in Rajasthan. You will identify opportunities, develop account plans, and manage the sales pipeline to meet targets and forecasts.

You will build strong customer relationships, understand buying processes, and position Cummins products and services to deliver value. Travel to customer sites may be required.

Qualifications

• Degree in Marketing, Sales, Business Administration, Engineering or related field.
• Relevant sales experience may be considered in lieu of a formal degree.
• Willingness to travel to customer locations and territories.

Responsibilities

• Identify, research, and develop new business opportunities with prospective customers.
• Develop and execute account plans for key prospects and customers.
• Conduct customer meetings to understand requirements, priorities, and buying processes.
• Build and maintain long-term customer relationships to drive repeat business.
• Understand customer needs and align Cummins products and services accordingly.
• Articulate value proposition and competitive advantages to support decisions.
• Conduct commercial negotiations within company guidelines.
• Drive sales targets and maintain a healthy pipeline.
• Prepare and maintain accurate sales forecasts.
• Monitor pipeline health and take action to improve conversion.
• Maintain CRM data and respond to customer concerns promptly.
• Assist with accounts receivable and coordinate with internal teams.
• Collaborate with internal stakeholders to balance inventory and delivery with customer expectations.

Skills

Customer Focus

Business Development

Account Planning

Sales Pipeline Management

Sales Forecasting

Negotiation

Channel Awareness

Persuasion

Communicates Effectively

Sense Making

Adapts to Target Audience

Customer Insight

Travel Flexibility

Education

Bachelor's degree in Marketing or Sales

Engineering or related discipline

Relevant sales experience may be considered in lieu of a formal degree

Tools

CRM systems

Sales tools

Job description

Job Description:

Job Summary

Responsible for developing and growing business opportunities within an assigned sales territory, market segment, or channel. Builds and maintains strong customer relationships, understands customer needs and buying processes, and positions Cummins products, solutions, and services to deliver customer value and achieve business objectives. The role involves prospecting for new opportunities, developing and executing account plans, managing the sales pipeline, achieving sales targets, maintaining accurate forecasts, and collaborating with internal stakeholders to ensure customer satisfaction and sustainable business growth.

Key Responsibilities

• Identify, research, and develop new business opportunities by engaging prospective customers and understanding their business needs.
• Develop and execute account plans for key prospects and customers to drive business growth and achieve sales objectives.
• Conduct customer meetings and face-to-face sales calls to understand customer requirements, priorities, business models, and buying processes.
• Build and maintain strong, long-term customer relationships to generate repeat business and identify future sales opportunities.
• Understand customer needs and recommend appropriate Cummins products, solutions, and services aligned with their business requirements.
• Articulate the value proposition and competitive advantages of Cummins solutions to support customer decision-making.
• Conduct commercial negotiations in accordance with company guidelines, including pricing and payment terms.
• Drive sales performance by achieving assigned sales targets and maintaining a healthy sales pipeline.
• Prepare and maintain accurate sales forecasts and track performance against business targets.
• Monitor pipeline health and proactively identify actions required to improve conversion and achieve sales objectives.
• Maintain customer and sales activity information in the Customer Relationship Management (CRM) system as required.
• Respond to customer concerns and queries in a timely manner and work with internal stakeholders to ensure effective resolution.
• Support collection of accounts receivable and maintain an acceptable level of past-due accounts by collaborating with customers and relevant internal teams.
• Work closely with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations, as applicable.
• Consistently follow the Cummins Sales Process, tools, systems, and initiatives that support sales effectiveness, customer satisfaction, and customer value.
• Monitor market and channel dynamics and identify opportunities to strengthen Cummins' presence and grow the business.
• Support special projects and other sales initiatives aligned with business requirements.

Key Competencies

• Customer Focus: Builds strong customer relationships and develops customer-centric solutions.
• Business Development: Identifies and converts new business opportunities to drive growth.
• Account Planning: Develops and executes account strategies aligned with business objectives and customer needs.
• Sales Pipeline Management: Proactively manages the sales pipeline and prioritizes activities to achieve sales targets.
• Sales Forecasting: Uses customer, market, and historical data to develop accurate sales forecasts and consumption projections.
• Articulating Value Proposition: Clearly communicates the benefits and differentiated value of Cummins products, solutions, and services.
• Negotiation Excellence: Uses effective negotiation techniques to achieve mutually beneficial commercial outcomes within company guidelines.
• Channel Awareness: Understands industry structure, market dynamics, customer segments, and routes to market.
• Persuasion: Uses compelling and fact-based communication to influence customer decisions and gain stakeholder commitment.
• Communicates Effectively: Adapts communication style and content to effectively engage customers and internal stakeholders.
• Sense Making: Uses probing, diagnostic questions and available information to understand customer needs and buying behavior and translate insights into appropriate solutions.
• Adapts to Target Audience: Simplifies and communicates complex information effectively for different audiences.
• Integrates Customer Perspective: Incorporates customer insights into sales strategies and solutions to improve customer experience and revenue.
• Action Oriented: Demonstrates urgency, ownership, energy, and enthusiasm in pursuing opportunities and addressing challenges.
• Values Differences: Recognizes and leverages diverse perspectives and experiences to achieve better business outcomes.

Qualifications

• College, university, or equivalent degree in Marketing, Sales, Business Administration, Engineering, or a related discipline .
• Relevant sales experience may be considered in lieu of a formal degree, or an equivalent combination of education and experience.
• May require applicable licensing or compliance requirements related to export controls or sanctions regulations, depending on the role and market.

Skills & Experience

• Basic relevant experience in sales, business development, account management, channel sales, customer relationship management, or a related field preferred.
• Strong customer relationship management and communication skills.
• Ability to identify customer needs and translate them into appropriate products, solutions, or services.
• Strong commercial acumen with an understanding of pricing, negotiations, and business profitability.
• Ability to develop and execute account plans and manage a sales pipeline.
• Ability to analyze customer and market information and use insights to support sales decisions.
• Experience using CRM systems and sales tools for opportunity tracking, activity reporting, and forecasting is preferred.
• Ability to collaborate effectively with cross-functional teams and external customers.
• Strong problem-solving, influencing, negotiation, and presentation skills.
• Willingness to travel to customer locations, channel partners, or assigned territories as required by the role.
• Employee to handle Rajasthan State sales business.
• Customer Engagement and Generating New Business opportunity through New Customers.
• Account Receivable management for Dealers.
• Delivery Signed AOP for assigned dealership.
• Analyse, Monitor & Improve Dealer Parts Secondary Sales.
• Working on PowerGen & other Sales Initiatives.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2439168

Relocation Package Yes

100% On-Site No