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Sales Executive
2 months ago
Cummins is seeking a skilled Sales Executive to drive business growth and development in the territory sales division. As a key member of our sales team, you will be responsible for identifying and pursuing new business opportunities, building strong relationships with customers, and delivering exceptional sales results.
Key Responsibilities- Prospect Development: Identify, research, and engage with potential customers to create new sales opportunities and drive business growth.
- Account Planning and Execution: Develop and execute account plans to strengthen relationships with existing customers and position Cummins as a trusted solution provider.
- Customer Relationship Building: Foster strong relationships with customers, understand their needs and business models, and tailor solutions to meet their requirements.
- Solution Identification: Leverage your understanding of customer priorities to identify and offer Cummins solutions, highlighting the differential advantages and value proposition.
- Market Insights: Provide market insights to your manager, informing strategic decisions and driving business growth.
- Negotiation and Payment Management: Negotiate with customers, manage accounts receivable, and collaborate to resolve payment issues promptly.
- Sales Achievement and Customer Satisfaction: Drive sales, meet targets, and ensure customer satisfaction through timely responses to customer concerns.
- Process Adherence and Leadership: Consistently use the Cummins Sales Process and related tools, provide mentorship to less experienced sales professionals, and collaborate with internal stakeholders to balance inventory, service, and delivery capabilities.
- Account Planning: Identify clear objectives for executing business and account strategies, regularly review progress, and adjust as needed.
- Adaptability to Target Audience: Explain complex topics in a way that resonates with your audience, ensuring they understand, retain, and can apply the information.
- Developing Account Strategy: Assess the current state of customer accounts, define a desired future state, and set achievable targets aligned with the overall business strategy.
- Customer Perspective Integration: Understand your customers' viewpoint regarding our products and sales efforts, and develop sales content that directly addresses their needs and enhances revenue generation.
- Sales Forecasting: Collect and assess customer data, compare it against historical patterns, and create accurate forecasts for future consumption patterns.
- Sales Pipeline Management: Proactively plan for successful execution of account/territory-level sales strategies, evaluate pipeline health, and adjust sales plans or activities based on pipeline insights.
Cummins requires a 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.
