Territory Sales - Field Sales Account Executive - Senior

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.

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.
• Builds and strengthens customer relationships to identify needs, business models, and buying processes.
• Utilizes customer insights to offer Cummins solutions, demonstrating the differential advantages of products and services.
• Brings current and emerging customer and market needs to management.
• Conducts negotiations within company guidelines, including payment terms, and assists with accounts receivable collections.
• Drives sales to achieve targets while ensuring customer satisfaction.
• Maintains and strengthens customer relationships to generate repeat business.
• Responds to customer concerns promptly.
• Utilizes the Cummins Sales Process and tools, including Customer Relationship Management (CRM) and special projects.
• Reports activities via CRM per management direction and maintains accurate sales forecasts.
• Provides leadership and mentorship to less experienced account executives.
• Collaborates with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

External Qualifications and Competencies

Key Performance Indicators (KPIs):

• Achievement of Annual Operating Plan (AOP) for three lines of business (Retail/CCC/CTT)
• MITWA Activation
• Completion of planned sales activities
• Fleet sales performance
• Focused product sales execution

Competencies:

• Business Insight:

  Applies knowledge of the business and market to drive strategic goals.

• Communicates Effectively:

  Delivers clear, multi-mode communication tailored to diverse audiences.

• Customer Focus:

  Builds strong customer relationships and delivers customer-centric solutions.

• Articulating Value Proposition:

  Demonstrates and explains product strengths and weaknesses to meet customer needs.

• Channel Awareness:

  Understands industry structure, dynamics, and market pathways to advance goals.

• Pricing Strategy:

  Aligns pricing strategies with stakeholder consensus to meet business targets.

• Negotiations Excellence:

  Uses tools and techniques to achieve contract agreements beneficial to all parties.

• Account Planning:

  Defines objectives and execution strategies to drive business and account strategy.

• Adapts to Target Audience:

  Simplifies complex topics to enhance understanding for stakeholders.

• Developing Account Strategy:

  Assesses customer status and defines achievable targets aligned with business strategy.

• Integrates Customer Perspective:

  Incorporates customer insights into sales content for improved solutions and revenue growth.

• Sales Forecasting:

  Collects and analyzes customer data to predict future consumption patterns.

• Sales Pipeline Management:

  Plans proactive sales execution based on pipeline health and adjusts strategies accordingly.

• Sense Making:

  Uses research and probing questions to understand customer behaviors and needs, synthesizing insights into tailored solutions.

• Values Differences:

  Recognizes and leverages diverse perspectives and cultures in business operations.

Additional Responsibilities Unique to this Position

Education, Licenses, and Certifications:

• Required:

  Bachelors degree in Marketing, Sales, or a related field; or equivalent sales-related work experience, or a combination of education and experience.
• May require licensing for compliance with export controls or sanctions regulations.

Experience:

• Intermediate level of relevant work experience required.

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