Territory Sales - Field Sales Account Executive - Senior

Job Summary

The Territory Sales – Field Sales Account Executive – Senior is responsible for driving business growth by identifying new sales opportunities, developing strong customer relationships, and executing account strategies within the assigned territory. The role focuses on achieving sales targets, delivering customer-centric solutions, managing key accounts, and collaborating with dealers and internal stakeholders to maximize business performance while ensuring a high level of customer satisfaction.

Key Responsibilities

• Prospect, identify, research, and develop new business opportunities within the assigned territory.
• Develop and execute account plans to grow existing business and acquire new customers.
• Build and maintain strong customer relationships to understand business needs, buying behavior, and future requirements.
• Present and position Cummins products, solutions, and services by clearly articulating the value proposition.
• Conduct customer meetings, sales presentations, and negotiations in line with company policies and commercial guidelines.
• Achieve assigned sales targets while maintaining high levels of customer satisfaction.
• Monitor sales forecasts, pipeline health, and account performance through CRM tools.
• Collaborate with internal stakeholders to ensure timely product availability, service support, and delivery commitments.
• Support collections and maintain healthy receivables by working with customers on overdue payments.
• Resolve customer concerns promptly and strengthen long-term customer relationships.
• Follow the Cummins Sales Process and utilize CRM systems and other sales tools effectively.
• Mentor and provide guidance to less experienced sales professionals whenever required.
  
  

Territory-Specific Responsibilities

• Drive Cummins aftermarket channel sales across the Bihar and Jharkhand region.
• Lead dealer teams to improve per-engine revenue and overall business performance.
• Drive sales campaigns, promotional activities, and business growth initiatives through dealer networks.
• Act as the key interface between Cummins and customers to ensure superior customer experience and satisfaction.
• Manage strategic key accounts, including large industrial and mining customers such as Tata Steel, Thriveni Earthmovers, and other major private mining customers.
  
  

Competencies

• Customer Focus
• Business Insight
• Effective Communication
• Articulating Value Proposition
• Channel Awareness
• Pricing Strategy
• Negotiation Excellence
• Account Planning
• Developing Account Strategy
• Sales Forecasting
• Sales Pipeline Management
• Sense Making and Customer Discovery
• Integrating Customer Perspective
• Ability to adapt communication to different audiences
• Collaboration and Stakeholder Management
• Values Differences and Inclusive Leadership
  
  

Education, Licenses, Certifications

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 sanctions-related licensing may be required depending on business requirements.

Skills & Experience

• Intermediate level of relevant sales or business development experience.
• Proven experience in territory sales, account management, or channel sales.
• Experience managing dealer networks and driving aftermarket business is preferred.
• Strong customer relationship management and key account management skills.
• Experience handling commercial negotiations, pricing discussions, and contract execution.
• Ability to analyze sales data, forecast demand, and manage sales pipelines effectively.
• Working knowledge of CRM systems and sales management tools.
• Excellent communication, presentation, and stakeholder management skills.
• Ability to work independently while collaborating effectively across cross-functional teams.
• Experience in industrial, automotive, heavy equipment, mining, or related sectors will be an added advantage.
  
  

Apart from above pre-requisites, the candidate will have responsibility of below points:-

• Driving Cummins after-market channel sales in Bihar & Jharkhand Region
• Leading dealer team for improving per Engine revenue
• Leading dealer team for running sales campaigns and business initiatives
• Ensuring Customer satisfaction by acting as a bridge between Cummins and Customer
• Key account management of big ticket customers, such as Tata Steel, Thriveni Earthmovers, Private mining customers etc.
  
  

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2431160

Relocation Package Yes

100% On-Site No