DESCRIPTION

We are looking for a talented Territory Sales - Field Sales Account Executive to join our team specializing in Sales in our Coburg and Portland, OR territory.

In this role, you will make an impact in the following ways:

• Increase Sales Opportunities : By identifying, researching, and contacting prospective customers, you'll open new avenues for sales growth.
• Execute Strategic Account Plans : Developing and executing account plans for top prospects will ensure targeted and effective sales efforts.
• Build Strong Customer Relationships : Establishing positive relationships will help you understand customer needs, business models, and buying processes.
• Offer Tailored Solutions : Using your understanding of customer priorities, you'll identify and present Cummins solutions that meet their specific needs.
• Negotiate Effectively : Conducting negotiations within company guidelines will secure favorable terms and agreements for both parties.
• Manage Receivables : Assisting with collections and maintaining acceptable levels of past due accounts will support financial health.
• Drive Sales and Customer Satisfaction : Achieving sales targets and ensuring customer satisfaction will contribute to the company's success and customer loyalty.
• Utilize Sales Tools and Processes : Consistently using the Cummins Sales Process and tools like CRM will enhance your efficiency and effectiveness in managing customer relationships and sales activities.

• Action Oriented : Embrace new opportunities and challenges with urgency and enthusiasm. This proactive approach will help you stay ahead in identifying and capitalizing on sales opportunities.
• Communicates Effectively : Tailor your communication to different audiences, ensuring clarity and understanding. This will help you convey the value of Cummins solutions effectively to diverse stakeholders.
• Customer Focus : Build and maintain strong relationships with customers by delivering solutions that meet their specific needs. This customer-centric approach will drive satisfaction and loyalty.
• Persuades : Use compelling arguments to gain support and commitment from customers and internal stakeholders. Your ability to persuade will be crucial in negotiations and closing deals.
• Articulating Value Proposition : Clearly explain and demonstrate how Cummins products and services meet customer needs better than competitors. This will help differentiate Cummins in the market.
• Channel Awareness : Understand and explain the industry structure and market dynamics. This knowledge will help you navigate the market effectively and align your strategies with organizational goals.
• Pricing Strategy : Develop pricing strategies that align with business targets and gain consensus from key stakeholders. Effective pricing will ensure competitiveness and profitability.
• Negotiations Excellence : Utilize negotiation tools and methods to achieve mutually beneficial agreements. Strong negotiation skills will help you secure favorable terms and build long-term partnerships.
• Account Planning : Set clear objectives and track progress against targets. Effective account planning will drive the execution of business strategies and ensure you meet your sales goals.
• Adapts to Target Audience : Simplify complex topics for your audience, ensuring they understand and can use the information. This adaptability will enhance your effectiveness in training and customer interactions.
• Integrates Customer Perspective : Incorporate customer insights into your sales content to better meet their needs and increase revenue. Understanding the customer perspective will improve your sales strategies.
• Sales Forecasting : Use customer data to predict future sales patterns. Accurate forecasting will help you plan and allocate resources effectively.
• Sales Pipeline Management : Proactively manage your sales pipeline to ensure successful execution of sales strategies. Regularly evaluate and adjust your plans to maintain a healthy pipeline.
• Sense Making : Develop a deep understanding of customer needs and behaviors through research and probing questions. This insight will enable you to deliver tailored solutions.
• Values Differences : Recognize and appreciate diverse perspectives and cultures. Valuing differences will enhance your ability to connect with a wide range of customers and colleagues.

• 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.

• Basic relevant work experience preferred.

• High energy self-starter, must have a passion for building a network and relationships within the service industry.
• Develop assigned territory via prospecting, qualifying leads, following up on referrals, setting up appointments, making sales presentations, etc. to maximize sales potential and Cummins reputation.
• Experience as a sales representative, and other sales or ops support function desirable.
• Previous experience working with operations and across internal teams to support customers and win business is a bonus
• Ability to grow and lead existing accounts, while conquering and growing new account
• Proven experience in strategic planning and execution.
• Understanding of diverse market segments and local landscapes.
• Excellent communication and stakeholder management skills.
• Ability to work collaboratively with a diverse team and customer base.
• Commitment to fostering an inclusive and equitable work environment.
• Develop and execute strategic growth plans for multiple sites.
• Expand stakeholder engagement, manage increasing complexity, and broaden reach.
• Drive growth across all business segments, not limited to the On-highway market.
• Utilize local knowledge and understanding of the landscape to enhance growth.
• Foster and strengthen relationships with valued customers to achieve key growth targets.