**DESCRIPTION** The Area Sales Manager is responsible for driving business growth and achieving sales targets within the assigned territory of Andhra Pradesh and Telangana. This role involves prospecting new opportunities, developing and executing account plans, building and maintaining strong customer relationships, and aligning internal resources to deliver customer-centric solutions. The position also includes managing team dynamics, implementing marketing initiatives, and ensuring effective collaboration across teams. **Key Responsibilities:** + **Business Development:** Identify, research, and engage prospective customers to expand the business. Develop opportunities to increase sales and achieve assigned goals. + **Account Planning:** Create and execute account plans for top prospects and conduct scheduled face-to-face sales calls. + **Customer Relationship Management:** Build strong relationships with customers to understand their needs, business models, and buying processes. Utilize these insights to propose and negotiate customized Cummins solutions. + **Sales Execution:** Drive sales performance to meet or exceed targets. Maintain accurate sales forecasts and track progress against goals. + **Negotiations:** Conduct negotiations in line with company guidelines, including payment terms. Assist in the collection of accounts receivables and maintain acceptable levels of past due accounts. + **Customer Satisfaction:** Respond promptly to customer concerns, ensuring their needs are addressed effectively. Collaborate with internal stakeholders to align inventory, service, and delivery capabilities with customer expectations. + **Sales Reporting:** Use Cummins Sales Process and tools, including Customer Relationship Management (CRM) software, to document activities and report progress per management directives. + **Marketing Initiatives:** Implement pull-marketing initiatives to promote Cummins products and solutions within the territory. + **Team Building:** Foster team cohesion through coaching, training, and development to strengthen team performance. **RESPONSIBILITIES** **Experience:** + Basic relevant work experience is preferred. **Knowledge, Skills, and Competencies:** + **Action Oriented:** Tackles new opportunities and challenges with urgency and enthusiasm. + **Effective Communication:** Develops and delivers clear, audience-tailored communications. + **Customer Focus:** Builds strong customer relationships and offers tailored solutions. + **Persuasion:** Leverages compelling arguments to gain support and commitment. + **Articulating Value Proposition:** Identifies customer-specific needs and demonstrates how Cummins products meet those needs better than competitors. + **Channel Awareness:** Understands industry structures, dynamics, and market pathways. + **Pricing Strategy:** Aligns pricing decisions with business goals through stakeholder consensus. + **Negotiation Excellence:** Applies tools and techniques to achieve favorable contract outcomes. + **Account Planning:** Tracks and drives execution against business and account objectives. + **Adaptability:** Simplifies complex topics for varied audiences to enable understanding and use. + **Customer Perspective Integration:** Develops sales content tailored to customer needs, improving revenue opportunities. + **Sales Forecasting:** Analyzes customer data to predict future sales trends accurately. + **Pipeline Management:** Monitors and adjusts sales strategies to ensure pipeline health. + **Sense Making:** Synthesizes data and customer insights to offer tailored solutions. + **Values Differences:** Appreciates diverse perspectives and cultural contributions. + **Language Skill:** Telugu Language Proficiency **QUALIFICATIONS** **Education, Licenses, and Certifications:** + Required: College, university, or equivalent degree in Marketing, Sales, or a related field. Alternatively, equivalent work experience in sales or a combination of education and experience will be considered. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2408240 **Relocation Package** No