Cummins·1 day ago
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Territory Sales - Field Sales Account Executive - Senior
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What you'll do
- 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.
- Develops new customer relationships and strengthens current 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.
- Brings current and emerging needs of the customer and market to their manager/director.
- 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.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve 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.
- Develops new customer relationships and strengthens current 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.
- Brings current and emerging needs of the customer and market to their manager/director.
- 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.
- Provides leadership and mentoring to less experienced account executives.
- As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.
Company
Cummins
Minato, Japan
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