Territory Sales - Field Sales Account Executive - Senior

 

Job Summary:

Prospects and develops new opportunities to grow the business. Independently develops/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. Develops new customer relationships and strengthens current 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. Brings current and emerging needs of the customer and market to their manager/director. 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. Provides leadership and mentoring to less experienced account executives. As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.

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