Territory Sales Senior - Field Sales Account Executive

Job Summary:

Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.

Key Responsibilities:

Develops opportunities to increase sales by identifying, researching and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls. Develops new customer relationships and strengthens current customer relationships that enable identification of a customer’s needs, business model and buying process. Uses understanding of customer needs and priorities to identify and offer Cummins solutions. Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition. Brings current and emerging needs of the customer and market to their manager/director. Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables. Maintains acceptable level of past due accounts. Collaborates with customers and internal stakeholders to resolve delinquent payments. Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion. Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g., Customer Relationship Management and special projects. Reports activity via the Customer Relationship Management tool per management direction. Maintains Sales forecasts and tracks progress and accuracy against forecast. Provides leadership and mentoring to less experienced account executives. As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations. Competencies:
Business insight - Applying knowledge of business and the marketplace to advance the organization’s goals.

Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

Customer focus - Building strong customer relationships and delivering customer-centric solutions.

Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.

Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.

Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.

Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information

Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.

Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.

Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.

Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

Education, Licenses, Certifications:
Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.
This position may require licensing for compliance with export controls or sanctions regulations.

Experience:
Intermediate level of relevant work experience required.