(IND-Kolkata) Regional Sales Manager-East
Kolkata, West Bengal 1+ months ago
Job Description
**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
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