Description
Prospects, develops and captures new opportunities with large, complex accounts. Develops/Executes account strategies and plans to build customer relationships and achieve revenue and profitability goals within a large assigned sales territory, high complexity segment and/or complex market.
Develops opportunities to increase sales by identifying and researching markets and/or segments with high potential opportunity. Evaluates opportunities by researching and contacting prospective customers. Develops and executes account strategies and plans for top prospects.
Builds and maintains positive customer relationships at various levels within complex accounts, to enable identification of a customer’s needs, business model and buying process.
Uses understanding of customer needs and priorities to identify and offer both standard and custom 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.
Represents current and emerging needs of the customer and market to New Product Development.
Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed.
Drives sales, achieving revenue and margin targets and ensuring customer satisfaction through the sales cycle from lead to sale. Maintains and strengthens customer relationships to generate future sales. Responds to customer concerns in a timely fashion.
Consistently uses the Cummins Sales Process. Seeks opportunities to utilize Cummins processes, tools and initiatives that are designed to increase loyalty, drive customer value, and grow the business.
Develops and maintains accurate reporting and forecasting by utilizing Cummins Customer Relationship Management systems and other required tools.
May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for training and development, performance, and career planning. Provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives.
Oversees relevant projects, programs, and business relationships with assigned accounts and/or within the assigned territory or segment.
Assures good communication, coordination and alignment across the sales function, to attain Cummins sales strategy and culture goals.
Skills
Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
Ensures accountability – Holding self and others accountable to meet commitments.
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.
Persuades – Using compelling arguments to gain the support and commitment of others.
Instills trust – Gaining the confidence and trust of others through honesty, integrity, and authenticity.
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.
Communicates effectively – Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Developing Account Strategy – Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
Builds effective teams – Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Financial acumen – Interpreting and applying understanding of key financial indicators to make better business decisions.
Strategic mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies.
Manages complexity – Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Maximizing Profitability – Develops strategies that demonstrate the use of all marketing and sales levers (e.g. pricing strategies, promotions, volume based incentives, and value, feature, or benefit selling) to optimize profit.
Pricing Strategy – Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Education, Licenses, Certifications
Required: University or college degree in the field of Sales or Marketing or an acceptable combination of experience and education. MBA a plus but not required.
This position may require licensing for compliance with export controls or sanctions regulations.
Experience
- Significant level of relevant work experience required for this senior position. Extensive experience in Field Sales or Sales Management is desirable.
- The position is for the RM – East for Powergen Business .
- This is one of the most critical role covering 5 major states along with the seven North Eastern States .
- Need to drive the Powergen retail & Project business in the region and achieve the AOP
- Need to work seamlessly with the GOEM team and the Sales Channel
- Need to mentor and guide the State Sales Managers to achieve their target
- Need to formulate & execute a strategy in short and medium term to drive region’s growth
Job: SALES
Primary Location India-West Bengal-Calcutta-India, Kolkata, CDSS ZO – PGBU – CASL
Job Type Experienced – Exempt / Office
Recruitment Job Type Exempt – Experienced
Job Posting Mar 28, 2022, 4:43:45 AM
Unposting Date Apr 27, 2022, 1:29:00 PM
Organization Power Systems Business
Req ID: 220001X0
