Senior Manager-Dealer Account

SENIOR MANAGER-DEALER ACCOUNT

Description

Prospects and develops new opportunities to grow the business. Develops/Executes account plans with coaching support. Achieves sales goals within the assigned sales territory, market segment or channel partners.

Develops opportunities to increase sales by identifying, researching and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls.

Builds positive customer relationships that enable identification of a customer’s needs, business model and buying process.

Uses understanding of customer needs and priorities to identify and offer Cummins solutions.

Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.

Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed.

Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.

Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g. Customer Relationship Management and special projects.

Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed.

Qualifications

Skills

Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.

Account Planning - Identifies 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 - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information

Integrates Customer Perspective - Incorporates 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 - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.

Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.

Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

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.

Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.

Persuades - Using compelling arguments to gain the support and commitment of others.

Education, Licenses, Certifications

Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.

This position may require licensing for compliance with export controls or sanctions regulations.

Experience

Basic relevant work experience preferred.

Responsible for overall Sales and Sales related activities for assigned dealers. Make assessment of the available potential and design AOP for the assigned dealer territory. Assess and assign improvement actions for driving sales. Drive the Sales Initiatives in the Channel. Collate and present data on the initiatives. Provide insights for critical reviews. Identify the gaps and provide solution to the team on initiatives. Data analysis and presentations on Dealers secondary sales vis a vis primary. Data analysis of Secondary sales and provide inputs on improvement actions. Interact and coordinate with Dealer Account team in Zones. Support segments for critical reviews and presentations. Identify the gaps in the data/ capturing method and work with IT and Business Teams in fixing the Gap and provide framework for future data capture and system changes if any along with validations. Driving innovation and business process to improve the reach. Technology force multipliers – benchmarking and application development. Understanding business improvement opportunities and translating requirements to technology or knowledge solutions

Job SALES

Primary Location India-Maharashtra-Pune-India, Pune, IOC Tower A

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Feb 28, 2024, 4:47:06 AM

Unposting Date Mar 29, 2024, 1:29:00 PM

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Eligible

Req ID: 240001GT