**DESCRIPTION** Key Responsibilities: + Handle channel sales for the entire Odisha State. + Develop dealer sales teams to help dealers achieve AOP targets. + Travel approximately 30% of the time. + Support the account team in developing and maintaining positive customer relationships. + Assist in organizing customer visits and negotiations. + Identify customer needs and curate/organize data to help customers evaluate Cummins benefits. + Provide information to support the negotiation and implementation of contracts with accounts. + Coordinate communication and interfaces with customers at appropriate levels. + Maintain internal communication across sales roles and segments and/or with internal stakeholders. + Support the account team to meet revenue and share goals within assigned accounts. + Act as a champion for the voice of the customer within the business. + Support projects intended to improve customer relationships and customer value. + Execute the Cummins Sales Process. + Maintain accurate reporting and forecasting using Cummins tools and Customer Relationship Management systems. + Identify and contact new business opportunities and participate in cost reduction initiatives. + Manage account receivable deliverables, including discussing and negotiating payment terms. + Maintain sales forecasts and track progress and accuracy against forecasts. + Balance inventory, service, and delivery capabilities with customer expectations. **RESPONSIBILITIES** **Qualifications:** + College, university, or equivalent degree in marketing, sales, or a related subject. + Acceptable combination of education and experience required. + This position may require licensing for compliance with export controls or sanctions regulations. **Competencies:** + **Values Differences** : Recognizing the value that different perspectives and cultures bring to an organization. + **Communicates Effectively** : Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences. + **Customer Focus** : Building strong customer relationships and delivering customer-centric solutions. + **Ensures Accountability** : Holding self and others accountable to meet commitments. + **Instills Trust** : Gaining the confidence and trust of others through honesty, integrity, and authenticity. + **Articulating Value Proposition** : Interpreting internal and external customer needs based on relevant application; explaining and demonstrating products, solutions, and services to meet customer's specific needs. + **Channel Awareness** : Explaining and contextualizing industry structure, dynamics, and path to market to advance organizational goals. + **Pricing Strategy** : Developing prices by aligning and building consensus with key stakeholders across functions to achieve business targets. + **Account Planning** : Identifying objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets. + **Adapts to Target Audience** : Explaining complex topics in a way that the target audience can understand, retain, and use the information. + **Integrates Customer Perspective** : Incorporating an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue. + **Sales Forecasting** : Collecting and assessing customer data from internal and external sources to create a forecast of future consumption patterns. + **Sales Pipeline Management** : Planning proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluating pipeline health and adjusting sales strategy accordingly. + **Sense Making** : Developing an intimate understanding of customer needs, behaviors, and buying journey through diagnostic and probing questions and research. **QUALIFICATIONS** **Experience:** + Basic relevant work experience required. + Customer-facing experience preferred. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2408983 **Relocation Package** No