Territory Manager

DESCRIPTION

We are looking for a talented Business Development Specialist to join our team specializing in Sales for our 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.

• 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.

• 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.