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:
- Graduate or MBA (or equivalent) is strongly preferred.
- Prior channel experience is preferred.
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:
- Intermediate-level experience in a relevant field is required.
Other Key Attributes:
- Strong problem-solving abilities and adaptability in complex environments.
- Ability to drive results and ensure accountability in a fast-paced setting.
- Experience handling conflicts and fostering alignment across teams.
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
