Territory Sales - Field Sales Account Executive

DESCRIPTION

The Territory Sales - Field Sales Account Executive prospects and develops new opportunities to grow the business within the assigned territory. This role involves developing and executing account plans with coaching support to achieve sales goals in the North Zone. The individual will foster strong customer relationships, identify needs, and provide tailored Cummins solutions while ensuring customer satisfaction and repeat business.

Key Responsibilities

• Sales Development:
• Identify, research, and contact prospective customers to generate new sales opportunities.
• Develop and execute account plans for top prospects, conducting regular face-to-face sales calls.
• Customer Relationship Management:
• Build and maintain strong customer relationships to understand their needs, business models, and buying processes.
• Use insights to identify and present Cummins solutions tailored to customer requirements.
• Sales Execution and Negotiation:
• Articulate the value proposition of Cummins solutions to gain customer agreement.
• Conduct negotiations, including payment terms, in line with company guidelines.
• Collaborate with internal stakeholders to resolve payment issues and maintain an acceptable level of past-due accounts.
• Customer Satisfaction and Support:
• Respond promptly to customer concerns and ensure their satisfaction.
• Support special projects and consistently utilize the Cummins Sales Process and tools, such as Customer Relationship Management (CRM).
• Performance Monitoring:
• Report sales activities and maintain forecasts to track progress and ensure accuracy.
• Balance inventory, service, and delivery capabilities with customer expectations in collaboration with internal teams.

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• Action Oriented: Takes on new challenges with urgency and enthusiasm.
• Communicates Effectively: Tailors communications to meet the needs of diverse audiences.
• Customer Focus: Builds strong customer relationships and delivers customer-centric solutions.
• Persuades: Utilizes compelling arguments to gain support and commitment from others.

• Articulating Value Proposition: Explains Cummins solutions to align with customer needs and differentiate from competitors.
• Channel Awareness: Understands industry structure and market dynamics to achieve organizational goals.
• Pricing Strategy: Develops competitive pricing aligned with business targets.
• Negotiation Excellence: Facilitates mutually beneficial agreements between all stakeholders.
• Account Planning: Creates actionable strategies to achieve business objectives and monitor progress.

• Sales Forecasting: Analyzes historical and customer data to predict future consumption patterns.
• Sales Pipeline Management: Plans and monitors sales strategies based on pipeline health and adjusts activities to meet objectives.
• Integrates Customer Perspective: Develops content that aligns with customer perspectives to enhance sales efforts.

• Adapts to Target Audience: Simplifies complex topics for diverse audiences to ensure understanding.
• Values Differences: Recognizes and leverages the value of diverse perspectives and cultures.

• Required: College, university, or equivalent degree in Marketing, Sales, or a related field.
• Alternatives: Relevant sales experience or a combination of education and experience deemed acceptable.

• Basic relevant work experience is preferred but not mandatory.