Territory Sales - Field Sales Account Executive

Cummins Inc; Saddar; Sur place; PKR 2 623 000 - 4 372 000; Plein temps

Résumé du poste

Cummins Inc. is seeking a strategic Sales professional to prospect, qualify, and win new business in our on-site offices across Jharkhand and Bihar. You will develop account plans, engage with customers face-to-face, and leverage Cummins solutions to meet their needs and drive revenue.

Reporting to the sales leadership, you will use CRM tools to forecast and manage the pipeline, coordinate with internal stakeholders, and maintain healthy receivables while delivering exceptional customer service.

Qualifications

• College degree in marketing or sales is required or equivalent sales experience.
• Export controls/sanctions regulations licensing may be required.

Responsabilités

• Develops opportunities to increase sales by identifying, researching and contacting prospective customers.
• Develops and executes account plans for top prospects and conducts face to face sales calls.
• Builds positive customer relationships to understand needs and buying process.
• Uses understanding of customer needs to identify Cummins solutions.
• Negotiates terms and works with finance for receivables and payments.

Connaissances

Action oriented

Communicates effectively

Customer focus

Persuades

Articulating Value Proposition

Channel Awareness

Pricing Strategy

Negotiations Excellence

Account Planning

Adapts to target audience

Integrates Customer Perspective

Sales Forecasting

Sales Pipeline Management

Sense Making

Values differences

Formation

College, university, or equivalent degree in Marketing, Sales or a related subject

Description du poste

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