DESCRIPTION

Key Responsibilities:

• Handle channel sales for the entire Odisha State.
• Develop dealer sales teams to help dealers achieve AOP targets.
• Travel approximately 30% of the time.
• Support the account team in developing and maintaining positive customer relationships.
• Assist in organizing customer visits and negotiations.
• Identify customer needs and curate/organize data to help customers evaluate Cummins benefits.
• Provide information to support the negotiation and implementation of contracts with accounts.
• Coordinate communication and interfaces with customers at appropriate levels.
• Maintain internal communication across sales roles and segments and/or with internal stakeholders.
• Support the account team to meet revenue and share goals within assigned accounts.
• Act as a champion for the voice of the customer within the business.
• Support projects intended to improve customer relationships and customer value.
• Execute the Cummins Sales Process.
• Maintain accurate reporting and forecasting using Cummins tools and Customer Relationship Management systems.
• Identify and contact new business opportunities and participate in cost reduction initiatives.
• Manage account receivable deliverables, including discussing and negotiating payment terms.
• Maintain sales forecasts and track progress and accuracy against forecasts.
• Balance inventory, service, and delivery capabilities with customer expectations.

• College, university, or equivalent degree in marketing, sales, or a related subject.
• Acceptable combination of education and experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

• Values Differences : Recognizing the value that different perspectives and cultures bring to an organization.
• Communicates Effectively : Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus : Building strong customer relationships and delivering customer-centric solutions.
• Ensures Accountability : Holding self and others accountable to meet commitments.
• Instills Trust : Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Articulating Value Proposition : Interpreting internal and external customer needs based on relevant application; explaining and demonstrating products, solutions, and services to meet customer's specific needs.
• Channel Awareness : Explaining and contextualizing industry structure, dynamics, and path to market to advance organizational goals.
• Pricing Strategy : Developing prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Account Planning : Identifying objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
• Adapts to Target Audience : Explaining complex topics in a way that the target audience can understand, retain, and use the information.
• Integrates Customer Perspective : Incorporating an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
• Sales Forecasting : Collecting and assessing customer data from internal and external sources to create a forecast of future consumption patterns.
• Sales Pipeline Management : Planning proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluating pipeline health and adjusting sales strategy accordingly.
• Sense Making : Developing an intimate understanding of customer needs, behaviors, and buying journey through diagnostic and probing questions and research.

• Basic relevant work experience required.
• Customer-facing experience preferred.