Territory Sales - Field Sales Account Executive - Senior

Role & responsibilities

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

Travel- 40% in assigned area of Gujarat, Part of MP and Rajasthan

Experience Range: 8 to 15 Years

Education qualification: BE

Target industry/ company: Engineering / Genset background preferred / Aftermarket sales experience / Auto/ Auto components/ Industrial machinery heavy equipment

Mandatory Skills: Channel Sales, Aftermarket, spare parts, Dealer sales management

Product line: Genset / Engines / After treatment

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 to identify customer needs, business models, and buying processes.
• Uses an 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 evaluate data and the value proposition.
• Brings current and emerging customer and market needs to their manager/director.
• Conducts negotiations according to company guidelines, including payment terms. Assists with account receivables collection.
• Maintains an acceptable level of past-due accounts and collaborates with customers and internal stakeholders to resolve delinquent payments.
• Drives sales, achieves sales targets, and ensures 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, tools, and initiatives that support sales, customer satisfaction, and 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.
• Works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Preferred candidate profile

• Position is based in Indore, responsible for overall sales and related activities for the assigned dealer.
• Assesses potential and designs the Annual Operating Plan (AOP) for the assigned dealer territory (Gujarat/MP/Rajasthan).
• Identifies gaps and provides solutions for sales initiatives.
• Conducts data analysis on dealers' secondary and primary sales to provide improvement insights.
• Interacts with the Dealer Account team in Zones and supports critical reviews and presentations.
• Works with IT and Business Teams to improve data capture and system processes.
• Drives innovation and business processes to improve market reach.
• Applies technology force multipliers for benchmarking and application development.
• Translates business improvement opportunities into technology or knowledge solutions.
• Owns and delivers assigned AOP.