Territory Manager

Overview

Business Development Specialist

Sales

Parts Sales Department

• in
• United Arab Emirates, Dubai.
• In this role, you will make an impact in the following ways
• :
• Identify high‑value growth opportunities: Analyzing market data, trends, and competitive insights to target the most attractive segments, products, and accounts.
• Strengthen strategic alignment: Collaborating closely with Marketing, Sales, and Business Development leaders to drive focused and coordinated go‑to‑market initiatives.
• Increase pipeline quality: Proactive prospecting, attending industry events, and leveraging upstream influencers to uncover well‑qualified potential accounts.
• Enhance customer understanding: Conducting research to learn each target account’s business model, challenges, and emerging needs, positioning Cummins as a relevant solutions partner.
• Support high‑quality account planning: Developing or contributing to strategic account plans that shape long‑term opportunities and guide engagement activities.
• Drive new business creation: Preparing compelling proposals, managing early‑stage customer interactions, and helping close new sales before transitioning them smoothly to Account Managers.
• Provide strategic market intelligence: Communicating customer insights, buying behaviors, and market trends that inform business forecasts and shape future sales strategies.
• Develop team capability and cohesion: Mentoring less experienced team members and supporting consistent execution of sales processes across the wider sales organization.
• To be successful in this role you will need the following:
• Strong relationship‑building and commercial acumen to manage distributors/key accounts, drive profitable growth, and expand wallet share and customer base.
• Cross‑functional collaboration skills to work effectively with channel management, strategy, marketing, demand planning, and global teams.
• Leadership and coaching capability to mentor, guide, and motivate less experienced sales team members or new hires.
• Strategic planning and execution excellence to develop account strategies, coordinate distributor plans, forecast accurately, and lead/support key projects and communication across business units.

Education And Experience

• College, university, or equivalent degree in marketing, sales, technical or a related subject required, or an acceptable combination of education and experience.
• Intermediate level of relevant work experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Organization

Role Category