Territory Sales - Field Sales Account Executive

Prospects and develops new opportunities to grow the business. Develops and executes account plans with coaching support. Achieves sales goals within the assigned sales territory, market segment, or channel partners.

Key Responsibilities:

• Develop opportunities to increase sales by identifying, researching, and contacting prospective customers.
• Develop and execute account plans for top prospects and conduct agreed-upon face-to-face sales calls.
• Build positive customer relationships that enable identification of a customer s needs, business model, and buying process.
• Use understanding of customer needs and priorities to identify and offer Cummins solutions.
• Gain agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
• Conduct negotiations according to company guidelines, including payment terms. Assist with collection of accounts receivables and maintain acceptable levels of past-due accounts.
• Collaborate with customers and internal stakeholders to resolve delinquent payments.
• Drive sales, achieving sales targets and ensuring customer satisfaction.
• Maintain and strengthen customer relationships to generate future sales and repeat business.
• Respond to customer concerns in a timely fashion.
• Consistently use the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value.
• Report activity via the Customer Relationship Management tool per management direction.
• Maintain sales forecasts and track progress and accuracy against forecasts.
• Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Education, Licenses, Certifications:

• Required: College, university, or equivalent degree in Marketing, Sales, or a related subject.
• Acceptable sales-related work experience or a combination of education and experience.

Experience:

• Basic relevant work experience preferred.

Competencies:

• Action oriented: Takes on new opportunities and tough challenges with urgency, energy, and enthusiasm.
• Communicates effectively: Develops and delivers multi-mode communications tailored to different audiences.
• Customer focus: Builds strong customer relationships and delivers customer-centric solutions.
• Persuades: Uses compelling arguments to gain the support and commitment of others.
• Articulating Value Proposition: Interprets internal and external customer needs to explain and demonstrate products, solutions, and services effectively.
• Channel Awareness: Understands industry structure, dynamics, and path to market to drive organizational goals.
• Pricing Strategy: Develops prices by aligning with key stakeholders across functions to achieve business targets.
• Negotiations Excellence: Uses tools and methods to achieve Cummins stakeholder objectives in negotiations.
• Account Planning: Identifies objectives to drive execution of business and/or account strategy.
• Adapts to target audience: Explains complex topics in a way that diverse audiences can understand and use.
• Integrates Customer Perspective: Understands customers perspectives to improve sales content and increase revenue.
• Sales Forecasting: Collects and assesses customer data to predict future consumption patterns.
• Sales Pipeline Management: Plans proactively for successful execution of account/territory-level sales strategies.
• Sense Making: Synthesizes complex information to deliver tailored solutions.
• Values differences: Recognizes the value that different perspectives and cultures bring to an organization.

Knowledge/Skills:

• Responsible for sales in Patna - Bihar and Nepal locations.
• Manage sales of Meritor aftermarket products to OES and distributor market segments to achieve sales goals and market penetration.
• Manage Sales Specialists in the region to achieve growth plans.
• Execute sales plans and opportunity identification in alignment with the Annual Operating Plan (AOP) and Business Strategy Review (BSR).
• Implement specific sales strategies to increase volume and market share.
• Promote Meritor aftermarket products to customers according to company policies and procedures.
• Collect payments on time and maintain reasonable Accounts Receivable (AR). Handle warranty claims and product complaints.
• Develop and maintain strong customer relationships, ensuring excellent service and support.
• Cooperate and coordinate with other departments to satisfy customers.
• Control costs and contribute to cost reduction initiatives.
• Supervise and guide teams while assessing performance.
• Integrate safety principles into work practices and ensure zero accidents in the department.
• Ensure compliance with ISO TS 16949 - QMS and ISO 14001 - EMS.
• Administer and implement OHSAS in the work area.
• Maintain compliance with 5S at workstations.
• Review administrative matters and maintain records/MIS.
• Escalate abnormalities and key issues promptly to superiors.
• Periodically review processes to ensure no deviations without approvals.
• Authorize leave recommendations.
• Undertake other responsibilities as assigned by senior management.