Territory Sales - Field Sales Account Executive
Job Summary:
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.
- 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