Regional Channel Management Senior Specialist

• Execute channel process transformation and growth initiatives from inception to completion.
• Facilitate planning sessions with internal stakeholders to determine scope and objectives.
• Work with business stakeholders to establish performance goals, develop timelines, and track progress.
• Drive the required organizational hierarchy with dealerships to ensure future growth and sustainability.
• Conduct future-ready discussions with off-highway dealerships on organization, financials, services, and sales.
• Lead large-scale digital transformation initiatives to enhance sales and service efficiency.
• Analyze dealer performance scorecards and implement necessary changes.
• Improve common processes and measurement tools across business units and functions.
• Collaborate with channel partners to implement key business initiatives.
• Ensure compliance with regulatory and branding guidelines for the region.
• Support channel partner contract negotiations and onboarding activities.
• Ensure dealers meet certification and compliance requirements.
• Act as the primary liaison for channel partners, assisting them in navigating Cummins resources.
• Participate in regional communications, conferences, and councils.
• Maintain the integrity of the Cummins brand and foster strong channel partner relationships.
• Provide input to the annual operating plan.
• May supervise and develop team members as needed.

Experience:

• Intermediate-level experience in a relevant field is required.

Other Key Attributes:

• Strong problem-solving abilities and adaptability in complex environments.
• Ability to drive results and ensure accountability in a fast-paced setting.
• Experience handling conflicts and fostering alignment across teams.

Qualifications:

• Graduate or MBA (or equivalent) is strongly preferred.
• Prior channel experience is preferred.

Key Competencies & Skills:

• Growth Mindset: Adapting to new processes and systems for organizational growth.
• Stakeholder Engagement: Driving alignment with key stakeholders and ensuring cross-functional collaboration.
• Decision Quality: Making good and timely decisions to maintain business momentum.
• Data Analytics: Ability to discover, interpret, and communicate data-driven insights.
• Change Management: Applying structured processes to implement sustainable business improvements.
• Channel Awareness: Understanding industry structures and market dynamics to advance organizational goals.
• Gap Analysis & Inference: Identifying areas of improvement and recommending actionable solutions.
• Communication & Collaboration: Engaging effectively with diverse groups to meet shared objectives.
• Interpersonal Savvy: Navigating relationships openly and comfortably with internal and external stakeholders.
• Planning & Prioritization: Effectively aligning work with organizational goals and commitments.
• Excel & PowerPoint Proficiency: Strong skills in data analysis and presentation for leadership reporting.

Role: Key Account Manager

Industry Type: Automobile

Department: Sales & Business Development

Employment Type: Full Time, Permanent

Role Category: Enterprise & B2B Sales

Education

UG: Any Graduate

PG: MBA/PGDM in Marketing