Territory Sales - Field Sales Account Executive - Senior

Cummins Inc.; Dartmouth; On-site; CAD 60,000 - 80,000; Full time

Job summary

A leading company is seeking a talented Territory Sales-Field Sales Account Executive to drive sales growth in the assigned territory. This hybrid role involves building customer relationships, executing account plans, and mentoring less experienced account executives. Candidates should possess strong business insight, effective communication skills, and a customer-focused approach. The position offers competitive compensation and benefits, including a pension plan and insurance.

Benefits

Company Pension Plan

Medical/Dental/Life Insurance

Qualifications

• Intermediate level of relevant work experience required.
• Acceptable combination of education and experience.

Responsibilities

• Increase sales through identifying and contacting prospective customers.
• Execute account plans and conduct face-to-face sales calls.
• Develop and strengthen customer relationships.

Skills

Business Insight

Effective Communication

Customer Focus

Negotiations Excellence

Account Planning

Education

College, university, or equivalent degree in Marketing, Sales

Job description

We are looking for a talented Territory Sales-Field Sales Account Executive-Hybrid to join our team, preferably located in Dartmouth (NS), Moncton (NB), or Fredericton (NB).

The role involves prospecting and developing new opportunities to grow the business, independently executing account plans, and building customer relationships to meet sales goals within the assigned territory, market segment, or channel partners.

You will make an impact by:

1. Increasing sales through identifying and contacting prospective customers.
2. Executing account plans and conducting face-to-face sales calls with top prospects.
3. Developing and strengthening customer relationships to understand their needs and buying processes.
4. Offering tailored Cummins solutions based on customer priorities and needs.
5. Negotiating effectively within company guidelines, including payment terms.
6. Assisting with accounts receivables and maintaining acceptable levels of past due accounts.
7. Driving sales targets and ensuring customer satisfaction through the use of Cummins tools and processes.
8. Mentoring less experienced account executives and collaborating with internal stakeholders to balance inventory and delivery capabilities.

Responsibilities

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

• Business Insight: Apply knowledge of business and the marketplace to advance organizational goals.
• Effective Communication: Develop and deliver communications that clearly address the unique needs of different audiences.
• Customer Focus: Build strong customer relationships and deliver customer-centric solutions.
• Articulating Value Proposition: Interpret customer needs and demonstrate products to meet specific needs.
• Channel Awareness: Explain industry structure and dynamics to advance organizational goals.
• Pricing Strategy: Develop prices by aligning with key stakeholders to achieve business targets.
• Negotiations Excellence: Use tools and methods to achieve mutually agreed contract terms.
• Account Planning: Identify objectives and track progress to drive execution of business strategies.

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

Intermediate level of relevant work experience required.

Qualifications

Build customer relationships while seeding new engines in the assigned AOR (Area of Responsibility). Priority will be given to candidates preferably located in Dartmouth (NS), Moncton (NB), or Fredericton (NB).

Compensation and Benefits

Base salary commensurate with experience. Additional benefits vary by location and may include our Company Pension Plan, Medical/Dental/Life Insurance, and other personal and professional benefits.

At Cummins, we are committed to diversity and employment equity, providing equal opportunities regardless of race, gender, disability, or other protected statuses. Successful candidates will undergo a Pre-Employment Background Screening, including a Criminal Background Check.