Territory Sales - Field Sales Account Executive

DESCRIPTION

We are looking for a talented Territory Sales - Field Sales Account Executive to join our team specializing in Sales in our Coburg and Portland, OR territory.

In this role, you will make an impact in the following ways:

• Increase Sales Opportunities : By identifying, researching, and contacting prospective customers, you'll open new avenues for sales growth.

• Execute Strategic Account Plans : Developing and executing account plans for top prospects will ensure targeted and effective sales efforts.

• Build Strong Customer Relationships : Establishing positive relationships will help you understand customer needs, business models, and buying processes.

• Offer Tailored Solutions : Using your understanding of customer priorities, you'll identify and present Cummins solutions that meet their specific needs.

• Negotiate Effectively : Conducting negotiations within company guidelines will secure favorable terms and agreements for both parties.

• Manage Receivables : Assisting with collections and maintaining acceptable levels of past due accounts will support financial health.

• Drive Sales and Customer Satisfaction : Achieving sales targets and ensuring customer satisfaction will contribute to the company's success and customer loyalty.

• Utilize Sales Tools and Processes : Consistently using the Cummins Sales Process and tools like CRM will enhance your efficiency and effectiveness in managing customer relationships and sales activities.

RESPONSIBILITIES

To be successful in this role you will need the following:

• Action Oriented : Embrace new opportunities and challenges with urgency and enthusiasm. This proactive approach will help you stay ahead in identifying and capitalizing on sales opportunities.

• Communicates Effectively : Tailor your communication to different audiences, ensuring clarity and understanding. This will help you convey the value of Cummins solutions effectively to diverse stakeholders.

• Customer Focus : Build and maintain strong relationships with customers by delivering solutions that meet their specific needs. This customer-centric approach will drive satisfaction and loyalty.

• Persuades : Use compelling arguments to gain support and commitment from customers and internal stakeholders. Your ability to persuade will be crucial in negotiations and closing deals.

• Articulating Value Proposition : Clearly explain and demonstrate how Cummins products and services meet customer needs better than competitors. This will help differentiate Cummins in the market.

• Channel Awareness : Understand and explain the industry structure and market dynamics. This knowledge will help you navigate the market effectively and align your strategies with organizational goals.

• Pricing Strategy : Develop pricing strategies that align with business targets and gain consensus from key stakeholders. Effective pricing will ensure competitiveness and profitability.

• Negotiations Excellence : Utilize negotiation tools and methods to achieve mutually beneficial agreements. Strong negotiation skills will help you secure favorable terms and build long-term partnerships.

• Account Planning : Set clear objectives and track progress against targets. Effective account planning will drive the execution of business strategies and ensure you meet your sales goals.

• Adapts to Target Audience : Simplify complex topics for your audience, ensuring they understand and can use the information. This adaptability will enhance your effectiveness in training and customer interactions.

• Integrates Customer Perspective : Incorporate customer insights into your sales content to better meet their needs and increase revenue. Understanding the customer perspective will improve your sales strategies.

• Sales Forecasting : Use customer data to predict future sales patterns. Accurate forecasting will help you plan and allocate resources effectively.

• Sales Pipeline Management : Proactively manage your sales pipeline to ensure successful execution of sales strategies. Regularly evaluate and adjust your plans to maintain a healthy pipeline.

• Sense Making : Develop a deep understanding of customer needs and behaviors through research and probing questions. This insight will enable you to deliver tailored solutions.

• Values Differences : Recognize and appreciate diverse perspectives and cultures. Valuing differences will enhance your ability to connect with a wide range of customers and colleagues.

Education, Licenses, Certifications:

• 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:

• Basic relevant work experience preferred.

QUALIFICATIONS

Additional Information:

• High energy self-starter, must have a passion for building a network and relationships within the service industry.

• Develop assigned territory via prospecting, qualifying leads, following up on referrals, setting up appointments, making sales presentations, etc. to maximize sales potential and Cummins reputation.

• Experience as a sales representative, and other sales or ops support function desirable.

• Previous experience working with operations and across internal teams to support customers and win business is a bonus

• Ability to grow and lead existing accounts, while conquering and growing new account

• Proven experience in strategic planning and execution.

• Understanding of diverse market segments and local landscapes.

• Excellent communication and stakeholder management skills.

• Ability to work collaboratively with a diverse team and customer base.

• Commitment to fostering an inclusive and equitable work environment.

• Develop and execute strategic growth plans for multiple sites.

• Expand stakeholder engagement, manage increasing complexity, and broaden reach.

• Drive growth across all business segments, not limited to the On-highway market.

• Utilize local knowledge and understanding of the landscape to enhance growth.

• Foster and strengthen relationships with valued customers to achieve key growth targets.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

Min Salary $65600

Max Salary $98400

ReqID 2407527

Relocation Package No

Cummins and E-Verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee's Form I-9 to confirm work authorization. Visit ~~~ to know your rights on workplace discrimination.