Territory Sales - Field Sales Account Executive - Senior

Job Summary:

The Territory Sales – Field Sales Account Executive – Senior is responsible for driving business growth by identifying and developing new customer opportunities, strengthening existing customer relationships, and achieving sales targets within the assigned territory. The role involves developing and executing account strategies, managing channel partners, leading sales teams, and delivering sustainable revenue growth while ensuring high levels of customer satisfaction.

Key Responsibilities:

Business Development & Sales Growth

• Identify, prospect, and develop new business opportunities to grow market share and revenue.
• Develop and execute territory and account plans to achieve sales objectives.
• Conduct customer meetings, sales presentations, and face-to-face sales calls with key accounts.
• Promote and position Cummins products, solutions, and services by demonstrating their value proposition.

Customer Relationship Management

• Build and maintain strong relationships with customers, channel partners, mechanics, and other stakeholders.
• Understand customer business models, needs, buying processes, and future requirements.
• Respond promptly to customer concerns and ensure a high level of customer satisfaction.
• Drive repeat business through effective relationship management.

Account & Territory Management

• Manage assigned territories and key customer accounts to achieve Annual Operating Plan (AOP) targets.
• Develop account strategies aligned with customer requirements and business objectives.
• Maintain accurate sales forecasts and monitor performance against targets.
• Manage and improve sales pipeline health to maximize conversion opportunities.

Channel Partner Management

• Lead and support distribution networks and channel partners across the assigned territory.
• Strengthen channel partner capability and engagement to drive business growth.
• Collaborate with partners to expand market penetration and customer reach.

Team Leadership

• Lead, coach, mentor, and develop Area Managers, Territory Sales Representatives (TSRs), and other sales team members.
• Monitor team performance and drive accountability for results.
• Foster a high-performance sales culture focused on customer success and business growth.

Commercial & Operational Excellence

• Conduct negotiations in accordance with company policies and commercial guidelines.
• Support collections and maintain acceptable levels of accounts receivable.
• Work closely with customers and internal stakeholders to resolve payment and service-related issues.
• Utilize CRM systems and Cummins sales processes to manage opportunities, forecasts, and customer interactions.

Regional Responsibilities

• Manage sales operations across assigned territories including Odisha, Jharkhand, Bihar, West Bengal, Assam, Northeast India, Nepal, and Bangladesh.
• Drive growth across product lines while increasing market share and customer coverage.
• Manage a network of channel partners and large customer bases to achieve business objectives.

• Business Insight
• Customer Focus
• Effective Communication
• Account Planning & Strategy Development
• Sales Pipeline Management
• Sales Forecasting
• Negotiation Excellence
• Pricing Strategy
• Articulating Value Proposition
• Channel Awareness
• Customer Relationship Management
• Problem Solving & Sense Making
• Strategic Thinking
• Leadership & Team Development
• Adaptability to Different Audiences
• Integrating Customer Perspective
• Cross-functional Collaboration
• Valuing Diversity and Inclusion
   
  
  Education, Licenses, Certifications: 
• Bachelor's degree in Marketing, Sales, Business Administration, Engineering, or a related discipline.
• Equivalent combination of education and relevant sales experience may be considered.

• Certifications

• Relevant sales, business, or leadership certifications are an advantage.
• May require compliance-related licensing associated with export controls or sanctions regulations.
  
   

Skills & Experience Required

Technical & Functional Skills

• Territory Sales Management
• Key Account Management
• Channel Partner Management
• B2B Sales and Business Development
• CRM Utilization and Sales Analytics
• Forecasting and Pipeline Management
• Commercial Negotiation
• Revenue Growth and Market Share Expansion
• Customer Relationship Management
• Team Leadership and Coaching

Experience

• Intermediate to advanced experience in sales, account management, or business development.
• Experience managing large territories, channel networks, and key customer accounts.
• Proven track record of delivering sales targets and driving profitable growth.
• Experience leading and developing sales teams across multiple locations.
• Exposure to automotive, industrial, power generation, aftermarket, distribution, or related industries is preferred.