• Kolkata
• Cummins India

**DESCRIPTION**


Manages a sales organization and is responsible for sales activity and operations for a medium-sized business segment (i.e., East Zone for automotive aftermarket segment).

Achieves results by executing strategy through people to deliver customer value and achieve sales targets.


**Key Responsibilities:**


+ Oversees the salesforce to ensure safety and promotes the Cummins Culture of Safety.

+ Consistently delivers profitable growth by guiding Sales Representatives and Account Managers to provide valued Cummins solutions.

+ Sets and achieves sales goals aligned with revenue and profit targets.

+ Plans, controls, and directs sales activities, ensuring effective execution of sales objectives, account strategies, and promotional programs.

+ Drives customer and channel strategy while ensuring sustainability and growth in all three On-highway aftermarket segments.

+ Recruits, hires, and develops top talent;

coaches and motivates the sales team to meet and exceed performance goals.

+ Identifies growth opportunities and implements strategies to pursue them effectively.

+ Delegates assignments while considering employee skills and development needs, offering guidance and solutions to problems and issues.

+ Monitors and manages performance, providing consistent coaching and development for direct reports.

+ Ensures utilization of Cummins tools and processes, such as the Cummins Sales Process and CRM systems, for accurate forecasting and reporting.

+ Maintains strong relationships with customers and key business leaders, ensuring regular face-to-face interactions.

+ Develops and manages budgets, financial controls, and operational risks to meet established financial targets.

+ Represents customer needs, preferences, and market trends to New Product Development teams.

+ Manages accounts receivable, including discussing and negotiating payment terms.

+ Leads activity-based sales management (ABSM) to drive measurable sales results.

+ Models and mentors Cummins leadership behaviors and supports change management initiatives across the sales team.

+ Balances inventory, service, and delivery capabilities with customer expectations.


**RESPONSIBILITIES**


**Key Skills:**


+ Delivering sales targets across all On-highway aftermarket segments.

+ Driving strategy and sustainability for channels and key customers.

+ People management and talent development.

+ Implementing Cummins initiatives effectively within the region.


**Competencies:**


+ **Attracts Top Talent:** Identifies and selects the best talent for current and future needs.

+ **Builds Effective Teams:** Develops strong, cohesive teams with diverse perspectives and skills.

+ **Communicates Effectively:** Conveys information tailored to the unique needs of diverse audiences.

+ **Customer Focus:** Establishes strong customer relationships and delivers customer-centric solutions.

+ **Develops Talent:** Supports team members in achieving career and organizational goals.

+ **Articulating Value Proposition:** Interprets customer needs and demonstrates product and service strengths to differentiate against competitors.

+ **Pricing Strategy:** Aligns with stakeholders to develop competitive pricing strategies.

+ **Adapts to Target Audience:** Explains complex topics in a way that is easy for the audience to understand and apply.

+ **Developing Account Strategy:** Balances customer needs with business capabilities to define and achieve strategic goals.

+ **Integrates Customer Perspective:** Develops sales content that aligns with customer perspectives and increases revenue potential.

+ **Sales Forecasting:** Analyzes historical and current customer data to create accurate forecasts.

+ **Sales Pipeline Management:** Plans and adjusts account/territory-level strategies to achieve objectives and maintain pipeline health.

+ **Values Differences:** Embraces and leverages diverse perspectives and cultures.


**QUALIFICATIONS**


**Qualifications, Skills, and Experience:**


+ University or college degree in Sales, Marketing, or a related field required.

+ MBA preferred, or an equivalent combination of education and experience.


**Experience:**


+ Significant relevant automotive after market work experience is required, with prior roles as a sales representative or in sales support functions desirable.

+ Experience in strategy, management, budget ownership, product or technical roles, and familiarity with CRM systems and tools is beneficial.


**Job** Sales

**Organization** Cummins Inc.

**Role Category** Hybrid

**Job Type** Exempt - Experienced

**ReqID** 2409593

**Relocation Package** No