DESCRIPTION
Job Summary
This role supports the growth of Cummins Genuine Parts (CGP) business in the assigned territory by enabling demand generation, distributor sales effectiveness, market development, and data-driven sales support. The position works closely with internal sales teams and external distributor resources to drive retailer, mechanic, re-borer, and key account engagement while also supporting reporting, system administration, and internal/external sales analytics under limited supervision.
Key Responsibilities Market Development & Demand Generation
- Grow Cummins Genuine Parts business in the assigned territory by leading and guiding distributor DSR and MSR teams.
- Generate demand for Genuine Parts through retailers, Mitwas (mechanics), re-borers, and key accounts.
- Enroll new mechanics and re-borers into the Cummins Mitwa Loyalty Program.
- Increase the number of active (CGP purchasing) retailers, mechanics, and re-borers on a month-on-month basis.
- Promote new and focused parts to increase fitment and market penetration.
- Identify loyal Mitwas and garages and ensure coverage for garage branding initiatives.
- Collect and communicate competitive market feedback to relevant stakeholders.
Channel & Distributor Management
- Monitor and review DSR/MSR beat plans to ensure weekly coverage and improve beat productivity.
- Map Mitwas to retailers and ensure CGP stocking with the support of the Area Sales Manager (ASM).
- Train distributor DSRs/MSRs regularly to improve capability and effectiveness.
- Increase retailer, mechanic, re-borer, and key account satisfaction indices.
Customer Engagement & Technical Support
- Organize BTL activities such as mechanic meets, retailer meets, re-borer meets, key account technician meets, and training programs.
- Resolve technical queries from mechanics directly or through the Cummins Helpdesk.
- Integrate customer perspectives to improve engagement, satisfaction, and revenue outcomes.
Sales Reporting, Systems & Analytics (Internal & External)
- Consolidate, prepare, and distribute standard and ad-hoc sales reports.
- Revise reporting templates, consolidate data inputs, and provide forecasting support.
- Execute and document system administration tasks on tools such as Salesforce, WWSPS, BMS, and portals.
- Periodically review system data for completeness, accuracy, and improvement opportunities.
- Analyze external data sources (e.g., market and competitive data) to identify sales opportunities and share insights with sales teams.
- Conduct internal sales analyses including variances, projections, costing, and bundling to support decision-making.
RESPONSIBILITIES
Qualifications
Education, Licenses & Certifications
- High school diploma or certificate of completion of secondary education or equivalent experience, in compliance with applicable regulations.
- This position may require licensing for compliance with export controls or sanctions regulations.
Competencies
- Action Oriented – Demonstrates urgency, energy, and initiative in pursuing opportunities and challenges.
- Effective Communication – Delivers clear, audience-appropriate communication across multiple formats.
- Planning & Alignment – Prioritizes work to meet commitments aligned with organizational goals.
- Self-Development – Actively seeks growth through formal and informal learning.
- Data Analytics – Interprets and communicates qualitative and quantitative data to drive data-based decisions.
- Project Schedule Management – Manages tasks and timelines using standard tools and processes.
- Adapts to Target Audience – Explains complex technical or data-driven concepts in a clear, usable manner.
- Integrates Customer Perspective – Incorporates customer insights to improve sales effectiveness and revenue.
- Values Differences – Recognizes and respects diverse perspectives and cultures.
QUALIFICATIONS
Experience
- Requires significant relevant work experience or specialized skills acquired through education, training, or on-the-job experience in sales support, channel management, market development, analytics, or related roles.
Job Sales
Organization Cummins Inc.
Role Category On-site with Flexibility
Job Type Office
ReqID 2424297
Relocation Package No
100% On-Site No
