3 Channel Awareness Jobs

As the On-High Channel Support Leader at Cummins India Limited, you will play a crucial role in measuring and improving the performance of channel partners through the implementation of standard processes and tools. Your responsibilities will include supporting channel partner contract negotiations, onboarding activities, and ensuring compliance with branding initiatives and certification requirements. You will collaborate with channel partners, regional readiness teams, and dealer managers to confirm compliance with contracts and readiness requirements. Additionally, you will assess channel partner capability, escalate red signals when necessary, and develop action plans to address issues. Providing necessary support such as training, warranty support, and improvement plans will also be part of your role. As the single point of contact with selected channel partners, you will help them navigate the Cummins organization and resources effectively. You will participate in efforts to improve shared processes and tools across different business units, functions, and regions. Moreover, you will support the integrity of the Cummins brand and channel partner relationships by swiftly resolving any issues that may arise. In this role, you will embody the Cummins leadership culture by demonstrating all Cummins Leadership Behaviors. You may also be required to supervise team members, providing guidance, tools, training, and delegating work assignments based on employee skills and development needs. Your input will be valuable in contributing to the annual operating plan as requested. The ideal candidate for this position should value differences, be action-oriented, collaborate effectively, communicate clearly, make sound decisions, consistently achieve results, ensure accountability, and display interpersonal savvy. Managing complexity, planning and aligning work with organizational goals, applying change management processes, and utilizing data analytics for informed decision-making are essential skills required for this role. Additionally, having channel experience and an intermediate level of relevant experience is preferred, along with a university or college degree or equivalent qualification. This position may also require licensing for compliance with export controls or sanctions regulations.,

You will be responsible for managing overall sales and related activities for assigned dealers in Gujarat and part of Madhya Pradesh. Your key responsibilities will include assessing available potential, designing Annual Operating Plan (AOP) for the assigned dealer territory, and driving improvement actions to enhance sales performance. You will need to analyze data on dealers" secondary sales versus primary sales, collaborate with Dealer Account team in zones, and support segments for critical reviews and presentations. Identifying gaps in data capturing methods, working with IT and business teams to fix these gaps, and providing a framework for future data capture and system changes will also be part of your role. Your role will involve driving innovation and business processes to improve reach, benchmarking and developing technology force multipliers, and translating business improvement opportunities into technology or knowledge solutions. Prospecting and developing new opportunities to grow the business, executing account plans independently to build customer relationships, achieving sales targets, and ensuring customer satisfaction will be crucial. Additionally, responding to customer concerns, providing leadership and mentoring to less experienced account executives, and collaborating with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations will be part of your responsibilities. You should hold a college, university, or equivalent degree in Marketing, Sales, or a related subject. Acceptable sales-related work experience or a combination of education and experience is required. This position may also require licensing for compliance with export controls or sanctions regulations. Your skills and competencies should include applying knowledge of business and the marketplace to advance organizational goals, developing and delivering multi-mode communications, building strong customer relationships, explaining and demonstrating products, solutions, and services, and developing prices by aligning with key stakeholders. You should also be adept at negotiations, account planning, adapting communication to the audience, forecasting sales, managing sales pipeline, understanding customer needs, and valuing differences in perspectives and cultures. An intermediate level of relevant work experience is required for this role.,

The Territory Sales - Field Sales Account Executive is responsible for prospecting and developing new business opportunities within the assigned territory. You will work closely with coaching support to create and implement account plans aimed at achieving sales targets in the North Zone. Building strong relationships with customers, understanding their needs, and offering customized Cummins solutions to ensure customer satisfaction and repeat business will be key aspects of your role. Your responsibilities will include: Sales Development: - Identifying, researching, and contacting potential customers to generate new sales leads. - Developing and implementing account plans for key prospects through regular face-to-face sales meetings. Customer Relationship Management: - Establishing and maintaining strong customer relationships to comprehend their requirements, business models, and purchasing processes. - Utilizing insights to recommend Cummins solutions that align with customer needs. Sales Execution and Negotiation: - Communicating the value proposition of Cummins solutions effectively to secure customer agreements. Customer Satisfaction and Support: - Addressing customer concerns promptly and ensuring their overall satisfaction. - Supporting special projects and consistently utilizing the Cummins Sales Process and tools like Customer Relationship Management (CRM). Performance Monitoring: - Reporting sales activities and maintaining forecasts to track progress accurately. - Collaborating with internal teams to balance inventory, service, and delivery capabilities with customer expectations. In terms of core competencies, you should be: - Action Oriented: Ready to take on new challenges with enthusiasm. - Communicates Effectively: Tailoring communication to suit diverse audiences. - Customer Focus: Building strong customer relationships and providing customer-centric solutions. - Persuasive: Using compelling arguments to secure support and commitment. Your functional expertise should cover: - Articulating Value Proposition: Explaining Cummins solutions in a way that aligns with customer needs and sets them apart from competitors. - Channel Awareness: Understanding industry structures and market dynamics to achieve organizational objectives. - Pricing Strategy: Developing competitive pricing strategies aligned with business goals. - Negotiation Excellence: Facilitating mutually beneficial agreements between stakeholders. - Account Planning: Creating actionable strategies to meet business objectives and monitoring progress. Your technical skills will involve: - Sales Forecasting: Analyzing historical and customer data to predict future consumption patterns. - Sales Pipeline Management: Planning and monitoring sales strategies based on pipeline health to meet objectives. - Integrating Customer Perspective: Developing content that resonates with customer perspectives to enhance sales efforts. In terms of behavioral traits, you should: - Adapt to Target Audience: Simplify complex topics for diverse audiences to ensure comprehension. - Value Differences: Recognize and leverage the value of diverse perspectives and cultures. Qualifications: - Required: College, university, or equivalent degree in Marketing, Sales, or a related field. - Alternatives: Relevant sales experience or a combination of education and experience deemed acceptable. Experience: - Basic relevant work experience is preferred but not mandatory. This position is with Cummins Inc. and falls under the Hybrid role category. It is an Exempt - Experienced job type with ReqID 2408789. No relocation package is offered for this role.,