Territory Manager

DESCRIPTION

We are looking for a talented Business Development Specialist - Senior to join our team specializing in Sales for our PSBU Industrial Department in Dubai, United Arab Emirates.

In this role, you will make an impact in the following ways:

• Identify and prioritize high-value market and product opportunities by analyzing data, trends, and insights from Marketing and Market Research.
• Strengthen strategic alignment by collaborating with Marketing, the Business Development Manager, and Sales teams to determine which segments or channels hold the greatest growth potential.
• Enhance market understanding by attending industry events and conducting research to stay informed about customer challenges, emerging needs, and competitive dynamics.
• Expand the opportunity pipeline by prospecting, identifying, and qualifying new local business opportunities and potential target accounts.
• Support development of targeted account plans that reflect each prospect's business model, buying process, priorities, and areas where Cummins can deliver differentiated value.
• Build and maintain strong relationships with potential accounts, enabling better identification of their perceived needs, priorities, and long-term business goals.
• Drive business growth by contributing to proposals, supporting negotiations, and ensuring a seamless handover to account managers when new accounts begin their customer journey.
• Strengthen the wider sales organization by communicating emerging market trends, supporting sales process execution, and mentoring less experienced team members.

• Strong communication and audience-adaptation skills, with the ability to translate complex technical or market information into clear, useful insights tailored to different stakeholders.
• Strategic account planning capability, including assessing current account status, identifying gaps or barriers, and shaping future-state plans that balance customer needs with business objectives.
• Customer-centric thinking, consistently incorporating customer perspectives to shape sales content, refine value propositions, and improve alignment with market expectations.
• Analytical and forecasting proficiency, leveraging internal and external data to assess pipeline health, forecast demand, adjust strategies, and guide account or territory-level decision-making.

• College, university, or equivalent degree in marketing, sales, technical or a related subject required, or an acceptable combination of education and experience.
• Strong familiarity with the Central Asia market, with the ability to support and drive business growth in the region; Russian language proficiency is preferred.
• Experience in the mining sector, ideally with a background that provides practical insight into mining operations and customer needs.
• Experience in the rail industry**, preferably with a rail-related background that supports understanding of industry dynamics and customer requirements.