Territory Sales - Field Sales Account Executive

Cummins; Ranchi; Presencial; INR 700 000 - 1 100 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Relocation assistance

Resumo da oferta

Cummins Inc. in Ranchi, Jharkhand seeks a Sales professional to prospect, develop, and close business within the assigned territory and mining/railways sectors. The role emphasizes building strong customer relationships and delivering Cummins solutions aligned to customer needs.

The incumbent will execute account plans, negotiate terms, and drive sales while maintaining a focus on receivables and service delivery. Relocation assistance may be provided where needed.

Qualificações

• Experience in driving B2B sales and account development.
• Strong communication and presentation skills.
• Ability to translate customer needs into Cummins solutions.

Responsabilidades

• Develop opportunities to increase sales by identifying, researching and contacting prospective customers.
• Develop and execute account plans for top prospects and conduct face to face sales calls.
• Builds positive customer relationships to identify needs and buying process.
• Use understanding of customer needs to recommend Cummins solutions.
• Negotiate terms and assist with collections and payments where needed.
• Drive sales targets and maintain customer satisfaction while forecasting activity.

Conhecimentos

Account planning

Customer relationship

Sales negotiation

Forecasting

Industry knowledge

Formação académica

Marketing/Sales degree or equivalent

Descrição da oferta de emprego

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.

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 customer's 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.

Handling key mining accounts in Jharkhand, Railways account in Bihar.

Driving retail sales in Bihar and Jharkhand.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2440348

Relocation Package Yes

100% On-Site No