Territory Sales - Field Sales Account Executive

GPP Database Link

Job Summary:

Prospects and develops new opportunities to grow the business. Develops/Executes account plans with coaching support. Achieves 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 positive 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. 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 As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Key Responsibilities:

• Sales Management : Responsible for overall sales and related activities for assigned dealers in Gujarat and part of Madhya Pradesh. Assess available potential and design Annual Operating Plan (AOP) for the assigned dealer territory.
• Improvement Actions : Assess and assign improvement actions for driving sales. Drive sales initiatives in the channel and collate and present data on these initiatives.
• Data Analysis : Analyze and present data on dealers secondary sales versus primary sales. Provide inputs on improvement actions based on secondary sales data.
• Coordination : Interact and coordinate with the Dealer Account team in zones. Support segments for critical reviews and presentations.
• Data Management : Identify gaps in data capturing methods and work with IT and business teams to fix these gaps. Provide a framework for future data capture and system changes, along with validations.
• Innovation and Process Improvement : Drive innovation and business processes to improve reach. Benchmark and develop technology force multipliers. Understand business improvement opportunities and translate requirements into technology or knowledge solutions.
• Prospecting and Development : Prospect and develop new opportunities to grow the business. Independently develop and execute account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment, or channel partners.
• Customer Relationships : Develop new customer relationships and strengthen current ones. Use understanding of customer needs and priorities to identify and offer Cummins solutions. Conduct negotiations according to company guidelines, including payment terms.
• Sales Targets : Drive sales, achieve sales targets, and ensure customer satisfaction. Maintain and strengthen customer relationships to generate future sales and repeat business.
• Customer Concerns : Respond to customer concerns in a timely fashion. Use the Cummins Sales Process and tools to support sales, customer satisfaction, and customer value.
• Leadership and Mentoring : Provide leadership and mentoring to less experienced account executives. Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Competencies:
Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.

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.

Persuades - Using compelling arguments to gain the support and commitment of others.

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 customers 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

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:
Basic relevant work experience preferred.