Cummins Inc. Territory Manager - Key Accounts in Dubai, United Arab Emirates

Territory Manager - Key Accounts


The Territory Manager will be based in our Dubai, with responsibility for the Middle East and North Africa region. Focused on managing our key accounts, the Territory Manager will...

  • Be responsible for customer relationships through the sales and account support cycle and executes sales and business development plans to achieve revenue and profitability goals within assigned customers.

  • Develop new and expands existing customer relationships within the Customer.

  • Lead the communication and relationship fostering of the account team.

  • Responsible for the execution of the sales strategy in support of assigned customers.

  • Develop, manage, and maintain business relationships with assigned accounts supporting the organization's sales strategy.

  • Support profitable growth or new business opportunities jointly with the key accounts and supports cost initiatives.

  • Achieve revenue goals associated with revenue and profit targets.

  • Extend and expands sale of products and services to new and existing customers.

  • Negotiate and implements contracts with accounts as authorized.

  • Foster/support/execute the development of new methods, processes, and procedures.

  • Mentor, motivates, and develops less experienced sales and account team staff.

  • Maintain account plans and works with stakeholders in the business to achieve expected results.

  • Act as a champion for the voice of the customer within the business: Responsible for measuring customer loyalty using NPS methods and championing CFSS or ‘just do it’ projects which are the outcome of a NPS loyalty workshop.

  • Manage accounts receivable deliverables including payment term negotiation discussions.

  • Maintain accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).

  • Support/execute Customer Focus Six Sigma initiatives to strengthen relationship with customer.

  • Be active in cross business unit account development in support of account strategy.

  • Lead, manage and coordinate communication and interfaces with the customer at appropriate levels.

  • Assure good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (if applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.


Education, Licenses, Certifications

  • College, university, or equivalent degree in Mechanical or Electrical Engineering mandatory


  • Key account management experience is mandatory

  • Significant level of relevant work experience, including previous customer and/or product experience required.

  • Purchasing/commercial contract negotiation preferred.

  • Proficiency in Arabic or French language preferred

  • Ability to identify and explore potential opportunities within the AME region


Primary Location United Arab Emirates-Dubai-Dubai-United Arab Emirates, Dubai, Jebel Ali FZE

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Nov 1, 2018, 1:41:19 AM

Unposting Date Ongoing

Req ID: 180006TF