Territory Sales - Field Sales Account Executive

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.

 

1. Employee to handle Rajasthan State sales business.
2. Customer Engagement and Generating New Business opportunity through New Customers.
3. Account Receivable management for Dealers.
4. Delivery Signed AOP for assigned dealership.
5. Analyse, Monitor & Improve Dealer Parts Secondary Sales.
6.  Working on PowerGen & other Sales Initiatives.

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.