Key Responsibilities

Execute channel process transformation and growth initiatives from inception to completion.
Facilitate planning sessions with internal stakeholders to determine scope and objectives.
Work with business stakeholders to establish performance goals, develop timelines, and track progress.
Drive the required organizational hierarchy with dealerships to ensure future growth and sustainability.
Conduct future-ready discussions with off-highway dealerships on organization, financials, services, and sales.
Lead large-scale digital transformation initiatives to enhance sales and service efficiency.
Analyze dealer performance scorecards and implement necessary changes.
Improve common processes and measurement tools across business units and functions.
Collaborate with channel partners to implement key business initiatives.
Ensure compliance with regulatory and branding guidelines for the region.
Support channel partner contract negotiations and onboarding activities.
Ensure dealers meet certification and compliance requirements.
Act as the primary liaison for channel partners, assisting them in navigating Cummins resources.
Participate in regional communications, conferences, and councils.
Maintain the integrity of the Cummins brand and foster strong channel partner relationships.
Provide input to the annual operating plan.
May supervise and develop team members as needed.

External Qualifications and Competencies

Qualifications:

Key Competencies & Skills:

Growth Mindset: Adapting to new processes and systems for organizational growth.
Stakeholder Engagement: Driving alignment with key stakeholders and ensuring cross-functional collaboration.
Decision Quality: Making good and timely decisions to maintain business momentum.
Data Analytics: Ability to discover, interpret, and communicate data-driven insights.
Change Management: Applying structured processes to implement sustainable business improvements.
Channel Awareness: Understanding industry structures and market dynamics to advance organizational goals.
Gap Analysis & Inference: Identifying areas of improvement and recommending actionable solutions.
Communication & Collaboration: Engaging effectively with diverse groups to meet shared objectives.
Interpersonal Savvy: Navigating relationships openly and comfortably with internal and external stakeholders.
Planning & Prioritization: Effectively aligning work with organizational goals and commitments.
Excel & PowerPoint Proficiency: Strong skills in data analysis and presentation for leadership reporting.

Experience:

Other Key Attributes:

Role: Key Account Manager

Industry Type: Industrial Equipment / Machinery

Department: Sales & Business Development

Employment Type: Full Time, Permanent

Role Category: Enterprise & B2B Sales

Education

UG: Any Graduate

PG: MBA/PGDM in Any Specialization

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