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.
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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
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