Territory Manager

We are looking for a talented Business Development Specialist – Senior to join our team specializing in Sales for our NRP Africa Marketing Department in Johannesburg, Gauteng, South Africa.

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

• Identify and pursue new business opportunities within targeted markets, product segments, and customer accounts to drive sustainable revenue growth and expand market presence.


• Collaborate closely with distributors, sales teams, marketing, channel management, and strategy functions to develop and execute business development initiatives that increase market share and customer engagement.


• Analyze market trends, customer needs, competitive intelligence, and business opportunities to support data-driven decisions and prioritize high-value growth opportunities.


• Develop and support strategic account plans for targeted customers, building strong business relationships that uncover customer challenges and position effective Cummins solutions.


• Partner with distributors and key accounts to grow wallet share, expand the customer base, and ensure profitable business growth across South Africa and cross-border markets.


• Lead forecasting and demand planning activities by working closely with distributors, factory teams, and global stakeholders to improve business visibility and support operational success.


• Drive and support cross-functional projects, account development initiatives, and business strategies that strengthen customer relationships and contribute to overall organizational objectives.


• Mentor, coach, and support less experienced sales team members and new hires while facilitating effective communication, collaboration, and alignment across stakeholders and business units.


• Collaborate closely with (South Africa distributor, its cross boarder and MRC teams)

To be successful in this role you will need the following:

• Develop and execute effective account and business strategies by setting clear objectives, monitoring progress, and aligning activities to achieve business growth targets.
• Build strong commercial acumen by developing pricing strategies, managing sales pipelines, and creating accurate forecasts that support profitable and sustainable growth.
• Communicate complex information clearly and effectively, adapting messages to different audiences to influence decision-making and strengthen stakeholder engagement.
• Demonstrate strong customer focus and analytical thinking by understanding customer needs, buying behaviours, and business challenges, then translating insights into tailored solutions and growth opportunities.

Education/ 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.