Territory Sales - Field Sales Account Executive - Senior

DESCRIPTION

We are looking for a talented Territory Sales - Field Sales Account Executive - Senior to join our team in Sales for our Richmond, VA location.

Job Summary:

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.

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

• Effective Communication: You'll develop and deliver multi-mode communications that clearly convey the unique needs of different audiences, ensuring everyone is on the same page.
• Customer Focus: By building strong relationships and delivering customer-centric solutions, you'll enhance customer satisfaction and loyalty.
• Articulating Value Proposition: You'll interpret customer needs and demonstrate how our products and services meet those needs, differentiating us from the competition.
• Channel Awareness : By explaining industry dynamics and market paths, you'll help advance organizational goals and strategies.
• Pricing Strategy: You'll develop pricing strategies that align with business targets, ensuring consensus among key stakeholders.
• Negotiations Excellence: Using advanced negotiation tools and methods, you'll achieve mutually beneficial contract terms that meet stakeholder objectives.
• Account Planning: You'll drive the execution of business and account strategies by setting clear objectives and tracking progress against targets.
• Adapting to Target Audience : You'll explain complex topics in a way that your audience can understand and use, whether they are sales professionals, customers, or training vendors.

• Identify and Research Prospective Customers: Develop opportunities to increase sales by identifying, researching, and contacting potential customers.
• Execute Account Plans: Develop and execute account plans for top prospects, including conducting face-to-face sales calls as agreed upon.
• Build and Strengthen Customer Relationships : Develop new customer relationships and strengthen existing ones to understand their needs, business models, and buying processes.
• Understand Customer Needs: Use your understanding of customer needs and priorities to identify and offer appropriate Cummins solutions.
• Negotiate Effectively: Conduct negotiations according to company guidelines, including payment terms, and assist with the collection of accounts receivables to maintain acceptable levels of past due accounts.
• Drive Sales and Achieve Targets: Drive sales by achieving sales targets and ensuring customer satisfaction, while maintaining and strengthening customer relationships for future sales and repeat business.
• Utilize Sales Tools and Processes: Consistently use the Cummins Sales Process and tools, such as Customer Relationship Management (CRM), to support sales, customer satisfaction, and customer value.
• Provide Leadership and Mentoring: Provide leadership and mentoring to less experienced account executives and collaborate with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

• Richmond and Roanoke VA. territories
• 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 preferred
• 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.