**DESCRIPTION** Prospects and develops new opportunities to grow the business. Develops and executes account plans with coaching support. Achieves sales goals within the assigned sales territory, market segment, or channel partners. **Key Responsibilities:** + Develop opportunities to increase sales by identifying, researching, and contacting prospective customers. + Develop and execute account plans for top prospects and conduct agreed-upon face-to-face sales calls. + Build positive customer relationships that enable identification of a customer’s needs, business model, and buying process. + Use understanding of customer needs and priorities to identify and offer Cummins solutions. + Gain agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition. + Conduct negotiations according to company guidelines, including payment terms. Assist with collection of accounts receivables and maintain acceptable levels of past-due accounts. + Collaborate with customers and internal stakeholders to resolve delinquent payments. +Drive sales, achieving sales targets and ensuring customer satisfaction. + Maintain and strengthen customer relationships to generate future sales and repeat business. + Respond to customer concerns in a timely fashion. + Consistently use the Cummins Sales Process as well as Cummins tools,processes, and initiatives that support sales, customer satisfaction, and customer value. + Report activity via the Customer Relationship Management tool per management direction. + Maintain sales forecasts and track progress and accuracy against forecasts. + Work with internal stakeholdersand customers to balance inventory, service, and delivery capabilities with customer expectations. **RESPONSIBILITIES** **Competencies:** + **Action oriented:** Takes on new opportunities and tough challenges with urgency, energy, and enthusiasm. + **Communicates effectively:** Develops and delivers multi-mode communications tailored to different audiences. + **Customer focus:** Builds strong customer relationships and delivers customer-centric solutions. + **Persuades:** Uses compelling arguments to gain the support and commitment of others. + **Articulating Value Proposition:** Interprets internal and external customer needs to explain and demonstrate products, solutions, and services effectively. + **Channel Awareness:** Understands industry structure, dynamics, and path to market to drive organizational goals. + **Pricing Strategy:** Develops prices by aligning with key stakeholders across functions to achieve business targets. + **Negotiations Excellence:** Uses tools and methods to achieve Cummins stakeholder objectives in negotiations. + **Account Planning:** Identifies objectives to drive execution of businessand/or account strategy. + **Adapts to target audience:** Explains complex topics in a way that diverse audiences can understand and use. + **Integrates Customer Perspective:** Understands customers' perspectives to improve sales content and increase revenue. + **Sales Forecasting:**Collects and assesses customer data to predict future consumption patterns. + **Sales Pipeline Management:** Plans proactively for successful execution of account/territory-level sales strategies. + **Sense Making:** Synthesizes complex information to deliver tailored solutions. + **Values differences:** Recognizes the value that different perspectives and cultures bring to an organization. **Knowledge/Skills:** + Responsible for sales in Patna – Bihar and Nepal locations. + Manage sales of Meritor aftermarket products to OES and distributor market segments toachieve sales goals and market penetration. + Manage Sales Specialists in the region to achieve growth plans. + Execute sales plans and opportunity identification in alignment with the Annual Operating Plan (AOP) and Business Strategy Review (BSR). + Implement specific sales strategies toincrease volume and market share. + Promote Meritor aftermarket products to customers according to company policies and procedures. + Collect payments on time and maintain reasonable Accounts Receivable (AR). Handle warranty claims and product complaints. + Develop and maintain strong customer relationships, ensuring excellent service and support. + Cooperate and coordinate with other departments to satisfy customers. + Control costs and contribute to cost reduction initiatives. + Supervise and guide teams while assessing performance. + Integrate safety principles into work practices and ensure zero accidents in the department. + Ensure compliance with ISO TS 16949 - QMS and ISO 14001 – EMS. + Administer and implement OHSAS in the work area. + Maintain compliance with 5S at workstations. + Review administrative matters and maintain records/MIS. + Escalate abnormalities and key issues promptly to superiors. + Periodically review processes to ensure no deviations without approvals. + Authorize leave recommendations. + Undertake other responsibilities as assigned by senior management. **QUALIFICATIONS** **Education, Licenses, Certifications:** + Required: College, university, or equivalent degree in Marketing, Sales, or a related subject. + Acceptable sales-related work experience or a combination of education and experience. **Experience:** + Basic relevant work experience preferred. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2408806 **Relocation Package** No