2 Negotiation Excellence Jobs

The Territory Sales - Field Sales Account Executive is responsible for prospecting and developing new business opportunities within the assigned territory. You will work closely with coaching support to create and implement account plans aimed at achieving sales targets in the North Zone. Building strong relationships with customers, understanding their needs, and offering customized Cummins solutions to ensure customer satisfaction and repeat business will be key aspects of your role. Your responsibilities will include: Sales Development: - Identifying, researching, and contacting potential customers to generate new sales leads. - Developing and implementing account plans for key prospects through regular face-to-face sales meetings. Customer Relationship Management: - Establishing and maintaining strong customer relationships to comprehend their requirements, business models, and purchasing processes. - Utilizing insights to recommend Cummins solutions that align with customer needs. Sales Execution and Negotiation: - Communicating the value proposition of Cummins solutions effectively to secure customer agreements. Customer Satisfaction and Support: - Addressing customer concerns promptly and ensuring their overall satisfaction. - Supporting special projects and consistently utilizing the Cummins Sales Process and tools like Customer Relationship Management (CRM). Performance Monitoring: - Reporting sales activities and maintaining forecasts to track progress accurately. - Collaborating with internal teams to balance inventory, service, and delivery capabilities with customer expectations. In terms of core competencies, you should be: - Action Oriented: Ready to take on new challenges with enthusiasm. - Communicates Effectively: Tailoring communication to suit diverse audiences. - Customer Focus: Building strong customer relationships and providing customer-centric solutions. - Persuasive: Using compelling arguments to secure support and commitment. Your functional expertise should cover: - Articulating Value Proposition: Explaining Cummins solutions in a way that aligns with customer needs and sets them apart from competitors. - Channel Awareness: Understanding industry structures and market dynamics to achieve organizational objectives. - Pricing Strategy: Developing competitive pricing strategies aligned with business goals. - Negotiation Excellence: Facilitating mutually beneficial agreements between stakeholders. - Account Planning: Creating actionable strategies to meet business objectives and monitoring progress. Your technical skills will involve: - Sales Forecasting: Analyzing historical and customer data to predict future consumption patterns. - Sales Pipeline Management: Planning and monitoring sales strategies based on pipeline health to meet objectives. - Integrating Customer Perspective: Developing content that resonates with customer perspectives to enhance sales efforts. In terms of behavioral traits, you should: - Adapt to Target Audience: Simplify complex topics for diverse audiences to ensure comprehension. - Value Differences: Recognize and leverage the value of diverse perspectives and cultures. Qualifications: - 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. Experience: - Basic relevant work experience is preferred but not mandatory. This position is with Cummins Inc. and falls under the Hybrid role category. It is an Exempt - Experienced job type with ReqID 2408789. No relocation package is offered for this role.,

The Area Sales Manager is responsible for achieving Annual Operating Plan (AOP) targets across three aftermarket Lines of Business (LOBs) - Retail, CCC, and CTT. This role involves team management and development, executing channel strategies for Cummins On-Highway Aftermarket, and prospecting and developing new business opportunities. You will develop and execute account plans, build strong customer relationships, and drive sales while ensuring high levels of customer satisfaction. Key Responsibilities - Develop opportunities to increase sales by identifying, researching, and contacting prospective customers. - Develop and execute account plans for top prospects and conduct face-to-face sales calls. - Build and maintain strong customer relationships to understand customer needs, business models, and buying processes. - Use customer insights to offer tailored Cummins solutions, articulating the value proposition effectively. - Drive sales performance, achieving targets and ensuring customer satisfaction. - Utilize Cummins Sales Process, CRM tools, and other initiatives to enhance customer satisfaction and sales effectiveness. - Report activities via CRM per management direction, maintain sales forecasts, and track progress against targets. - Work with internal stakeholders and customers to balance inventory, service, and delivery expectations. Experience: - Minimum 5 years of On-highway channels sales experience mandatory. - Basic relevant work experience preferred. Competencies - Action Oriented: Demonstrates urgency, high energy, and enthusiasm in tackling new opportunities and challenges. - Communicates Effectively: Develops and delivers clear, audience-specific communication. - Customer Focus: Builds strong customer relationships and delivers customer-centric solutions. - Persuades: Uses compelling arguments to gain support and commitment. - Articulating Value Proposition: Interprets customer needs and demonstrates products and services effectively. - Channel Awareness: Understands industry structure, dynamics, and market paths to drive growth. - Pricing Strategy: Aligns pricing strategies with stakeholders to achieve business targets. - Negotiation Excellence: Utilizes tools and methods to achieve mutually beneficial agreements. - Account Planning: Develops and executes business strategies to track and achieve targets. - Adapts to Target Audience: Simplifies complex topics for various audiences. - Integrates Customer Perspective: Incorporates customer insights to enhance sales efforts. - Sales Forecasting: Analyzes internal and external data to project future sales trends. - Sales Pipeline Management: Plans and adjusts strategies based on pipeline status and sales objectives. - Sense Making: Synthesizes complex information to deliver tailored solutions. - Values Differences: Recognizes and leverages diverse perspectives and cultures. Qualifications Education, Licenses, and Certifications: - Required: Bachelor's degree in Marketing, Sales, or a related field. Equivalent sales-related work experience or a combination of education and experience is acceptable. - This position may require licensing for compliance with export controls or sanctions regulations.,