DESCRIPTION

The Senior Manager - Dealer Account is responsible for leading overall sales and sales-related activities for assigned dealers. This role involves assessing potential markets, developing action plans, and driving sales initiatives to maximize performance. The manager will work closely with internal teams and dealer account representatives to identify gaps and implement solutions for improvement. The position also involves managing sales pipelines, developing account plans, and ensuring customer satisfaction through effective data analysis, strategy implementation, and innovation.

Key Responsibilities :

• Sales and Account Management :
• Develop and execute account plans for assigned dealers.
• Identify and pursue new opportunities to grow the business within the assigned territory.
• Conduct face-to-face sales calls with key customers and develop long-term customer relationships.
• Drive the Cummins Sales Process to achieve sales targets and ensure customer satisfaction.
• Manage the collection of receivables, maintain an acceptable level of past-due accounts, and collaborate with customers to resolve delinquent payments.
• Sales Strategy and Reporting :
• Design and implement Annual Operating Plans (AOP) for dealer territories.
• Analyze dealer performance data, secondary sales trends, and provide insights and action plans for improvement.
• Prepare and present data-driven reports for critical business reviews.
• Identify data gaps and work with IT and business teams to develop future data capture frameworks and system improvements.
• Customer Interaction and Negotiations :
• Build and strengthen customer relationships by understanding their needs and offering Cummins solutions.
• Conduct negotiations according to company guidelines, ensuring alignment on contract terms and payment schedules.
• Drive post-sale customer engagement and follow-up to maintain customer satisfaction and repeat business.
• Innovation and Process Improvement :
• Drive business process innovation and technological advancements to improve dealer performance and reach.
• Benchmark and develop applications and tools to streamline sales operations.
• Collaborate with internal and external stakeholders to identify business improvement opportunities and develop tailored technology or knowledge solutions.
• Team Collaboration :
• Coordinate with regional Dealer Account teams to ensure alignment of strategies and initiatives.
• Support critical reviews and presentations, ensuring continuous improvement and accurate data management.

• Required : A minimum of 5+ years of relevant sales and account management experience, preferably in the automotive or manufacturing sector.
• Preferred : Experience working with dealer networks and driving sales through secondary channels.

• Action Oriented : Tackles new opportunities with a sense of urgency, enthusiasm, and energy.
• Communicates Effectively : Develops clear, tailored communication for different audiences.
• Customer Focus : Builds strong customer relationships and offers solutions that meet their needs.
• Negotiations Excellence : Skilled in negotiation techniques, ensuring favorable contract terms for all parties.
• Sales Pipeline Management : Manages the sales pipeline effectively to meet or exceed sales goals.
• Data Analysis and Forecasting : Analyzes customer data, compares against historical trends, and develops forecasts to drive business decisions.
• Innovation and Problem Solving : Identifies and implements technology solutions to improve sales processes.
• Adapts to Audience : Communicates complex data and technical details in ways that are easy for different stakeholders to understand.

• Required: College, university, or equivalent degree in Marketing, Sales, or a related field, or acceptable sales-related work experience.
• Equivalent combinations of education and experience will also be considered.