Description
Job Summary
The Sales Executive is responsible for identifying and developing new market opportunities, expanding channel partnerships, and driving sales growth in alignment with Cummins’ strategic objectives. This role involves executing account plans, achieving Annual Operating Plan (AOP) targets, and ensuring professional conduct across dealer networks. The ideal candidate will be proactive, customer-focused, and skilled in negotiation and market development.
Key Responsibilities
Market & Channel Development
- Conduct Below-the-Line (BTL) marketing activities to increase brand visibility and customer engagement.
- Identify and onboard new market retailers and primary channel partners in vacant or underserved areas.
- Ensure alignment of dealer teams (including DSRs and dealers) with Cummins’ business objectives and standards.
- Promote professional conduct and business ethics across the dealer network.
Sales Execution & Account Management
- Prospect and develop new business opportunities within assigned territory or market segment.
- Develop and execute account plans for top prospects and conduct face-to-face sales calls.
- Achieve sales targets and ensure dealers meet their Annual Operating Plan (AOP).
- Maintain and strengthen customer relationships to drive repeat business and customer satisfaction.
Customer Engagement & Negotiation
- Understand customer needs, business models, and buying processes to offer tailored Cummins solutions.
- Present and negotiate value propositions and contract terms in line with company guidelines.
- Assist in collections and maintain acceptable levels of past-due accounts.
Sales Operations & Reporting
- Utilize Cummins Sales Process and tools (e.g., CRM) to manage pipeline and customer interactions.
- Maintain accurate sales forecasts and track progress against targets.
- Collaborate with internal teams to align inventory, service, and delivery capabilities with customer expectations.
Responsibilities
Licensing & Compliance
This position may require licensing for compliance with export controls or sanctions regulations.
Core Competencies
- Action Oriented – Tackles challenges with urgency and enthusiasm.
- Communicates Effectively – Adapts communication to various audiences.
- Customer Focus – Builds strong relationships and delivers tailored solutions.
- Persuades – Uses compelling arguments to gain support and commitment.
- Articulating Value Proposition – Demonstrates product strengths to meet customer needs.
- Channel Awareness – Understands market dynamics and distribution structures.
- Pricing Strategy – Aligns pricing with business goals and stakeholder input.
- Negotiations Excellence – Achieves mutually beneficial agreements.
- Account Planning – Drives execution of account strategies and tracks progress.
- Adapts to Target Audience – Communicates complex topics effectively.
- Integrates Customer Perspective – Develops sales content based on customer insights.
- Sales Forecasting & Pipeline Management – Plans and adjusts strategies based on data.
- Sense Making – Synthesizes information to deliver tailored solutions.
- Values Differences – Embraces diverse perspectives and cultures.
Qualifications
Skills and Experience
- Minimum 3 years of experience in a manufacturing or sales environment.
- Experience in market development and channel management.
- Strong understanding of sales forecasting, pipeline management, and account planning.
- Familiarity with negotiation strategies and pricing models.
- Ability to work independently and collaboratively in a fast-paced environment.
Job
Sales
Organization
Cummins Inc.
Role Category
On-site with Flexibility
Job Type
Exempt - Experienced
ReqID
2421024
Relocation Package
No
100% On-Site
No
