Chief Operating Officer

Job Summary: Responsible for developing and implementing sales strategies to achieve AOP and growth against AOP. Require 80% of focus on Sales and 20% focus on operations

Key Responsibilities:

1. Develop and implement sales strategies to achieve the dealerships sales targets and objectives. responsible for sales revenue and activity in multiple market/product segments or regions.

2. Consistently delivers profitable growth in all LOBs and Segments by working with and through the entire salesforce to provide customers with valued Cummins solutions. and design AOP accordingly

3. Builds and maintains outstanding relationships with key customers and business leaders by maintaining at least half yearly face-to-face visits with key customer management.

4. Supervise, coaches, motivates, and support the sales team to ensure they meet sales goals and objectives. Review proactively and ensures timely and closure of Sales pipeline to meet AOP.

5. Set and manage budgets for the sales and marketing departments. Design AOPs for the team

6. Coordinate with Business Development team for successful new product launches.

7. Plan and execute marketing campaigns to create excitement and demand for new products.

8. Ensure all sales and marketing activities comply with relevant laws, regulations, and ethical standards.

9. Oversee inventory levels and ensure an adequate stock of and spare parts to meet customer demand. Min Max level of Inventory

10. Achieve or exceed balanced scorecard targets for the organization and take actions on improvement plan

Qualifications and Competencies

Strategic Vision: The ability to develop a clear and forward-looking sales and marketing strategy aligned with the dealerships overall business goals.

Leadership:

Sales Expertise: A deep understanding of sales processes, customer relationship management, and lead generation strategies.

Articulating Value Proposition - Interprets internal and external needs of high value key customers, explains, and demonstrates products, solutions, and services to meet customers specific needs to differentiate against competition.

Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.

Market Knowledge: In-depth understanding of market trends, customer preferences, and competitor activities to identify opportunities and threats.

Customer-Centric Approach: An emphasis on understanding customer needs and preferences to tailor sales and marketing efforts effectively.

Team Management: Managing and motivating a diverse team, delegating tasks, and fostering a collaborative work environment.

Business Development: Identifying and pursuing new business opportunities, partnerships, and collaborations to expand the dealerships reach.

Budget Management: Skill in allocating resources effectively, managing budgets for sales and marketing initiatives, and optimizing return on investment.

Negotiation Skills: Negotiating partnerships, contracts, and deals that benefit the dealerships growth and profitability.

Ethical Conduct: Upholding ethical standards and compliance in all sales and marketing activities.

Education, Licenses, Certifications:

Qualification: University or college degree in the field of Sales or Marketing, Technical or related subject required

MBA degree in Sales & Marketing preferred.

Experience:

Min 15 + years of Sales experience and aftermarket sales experience required.

Significant level of relevant work experience as a sales representative and other sales support function desirable.

Key Performance Indicators:

AOP achievement and % growth over AOP

Achievement of Profitability Growth

Segment/LOB AOP achievement and growth

Net promotor Score: Employee and Customer