Cummins Inc. Regional Sales Leader in New Delhi, India
Regional Sales Leader
Manages customers of large complexity relationships through the sales cycle and executes sales plans to achieve revenue and profitability goals within a large sized assigned sales territory and/or high complexity market.
- Roles aligned to this GPP may be eligible for a Sales Compensation program.
Sells company products and services by developing new prospects and accounts.
Achieves revenue and margin targets and ensures customer satisfaction through execution of a sales cycle from lead to sale.
Develops very relationships to generate customer goodwill and loyalty.
Conducts negotiations according to company guidelines.
Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.
Responds to customer concerns about the company and its products and services.
Oversees projects, programs and business relationships with assigned accounts and/or territory and/or market segment.
Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship -- Management Systems)
Seeks opportunities to utilize Customer Focus Six Sigma and Customer Support Excellence Tools to concurrently grow the business and increase loyalty
Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (as applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.
Has the potential to manage sales function personnel including field sales and/or account manager positions.
Assists with the collection of receivables from accounts/customers.
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.
Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.
Ensures accountability - Holding self and others accountable to meet commitments.
Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
Persuades - Using compelling arguments to gain the support and commitment of others.
Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
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.
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.
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.
Education, Licenses, Certifications
University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience. MBA desirable but not required.
This position may require licensing for compliance with export controls or sanctions regulations.
Significant level of relevant work experience required for this senior position. Experience in field sales and or account management desirable.
Lead engagement with key and critical stakeholders of Indian Railways - Rail Board, RDSO, CLW, DLW, RCF , IRAOF and MCF
Position Cummins as the electric Propulsion system supplier
Should be able to comprehend business complexity
Should handle quantum business growth through right engagement
Should be able to lead technical discussions pertaining to Diesel and electric propulsion systems - Traction converters, TCMS, Traction motors
Candidate must have knowledge of Power electronics and control electronics
Previous experience in Rail domain preferred.
Primary Location India-Delhi-Delhi-India, New Delhi, PGBU
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Feb 16, 2021, 5:04:46 AM
Unposting Date Mar 18, 2021, 1:29:00 PM
Req ID: 210000LD