Senior Account Executive
21 hours ago
We are seeking a highly skilled Senior Account Executive - Territory Sales to join our team at Cummins Inc. in El Cajon, CA. As a key member of our sales team, you will be responsible for driving sales growth and building strong relationships with our customers.
Key Responsibilities- Prospect Development: Identify, research, and engage with potential customers to create opportunities for sales growth.
- Account Planning and Execution: Develop account plans for top prospects and conduct face-to-face sales calls to strengthen relationships and position Cummins as a valuable solution provider.
- Customer Relationship Building: Foster existing customer relationships and establish new ones by understanding their needs, business models, and buying processes.
- Solution Identification: Leverage your understanding of customer priorities to identify and offer Cummins solutions, highlighting their differential advantages and value proposition.
- Market Insights: Provide market insights to your manager on current and emerging customer needs and trends, guiding strategic decisions.
- Negotiation and Payment Management: Follow company guidelines during negotiations, manage accounts receivables, 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, providing mentorship to less experienced account executives and collaborating with internal stakeholders to balance inventory, service, and delivery capabilities.
- Account Planning: Identify clear objectives for executing business and account strategies, regularly review progress relative to targets, and adapt 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, developing sales content that directly addresses their needs and enhances revenue generation.
- Sales Forecasting: Collect and assess customer data from internal and external sources, 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 regularly, and adjust sales plans or activities based on pipeline insights.
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.
Intermediate level of relevant work experience required.
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