DESCRIPTION

We are looking for a talented Sr. Territory Sales - Field Sales Account Executive to join our team specializing in Sales in Phoenix, AZ.

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

• Increase Sales : By identifying, researching, and contacting prospective customers, you'll develop opportunities to boost sales.
• Strategic Account Management : Creating and executing account plans for top prospects and conducting face-to-face sales calls will help secure key accounts.
• Customer Relationship Building : Developing new customer relationships and strengthening existing ones will enable you to understand customer needs and tailor solutions accordingly.
• Solution Selling : Using your understanding of customer priorities, you'll identify and offer Cummins solutions that meet their needs, highlighting the value proposition.
• Market Insight : Bringing emerging customer and market needs to your manager/director will help shape strategic decisions and product offerings.
• Effective Negotiation : Conducting negotiations within company guidelines, including payment terms, and assisting with accounts receivables will ensure financial stability and customer satisfaction.
• Sales Target Achievement : Driving sales to meet targets and maintaining customer satisfaction will contribute to the company's growth and success.
• Leadership and Mentoring : Providing guidance and mentoring to less experienced account executives will foster a collaborative and high-performing sales team.

• Business Insight : Apply your knowledge of the business and marketplace to advance the organization's goals. Understand industry trends and how they impact your strategies and decisions.
• Effective Communication : Develop and deliver clear, multi-mode communications that cater to the unique needs of different audiences. This ensures your message is understood and acted upon.
• Customer Focus : Build strong relationships with customers and deliver solutions that are centered around their needs. This will help you gain their trust and loyalty.
• Articulating Value Proposition : Interpret customer needs and demonstrate how your products, solutions, and services meet those needs better than the competition. Clearly explain the strengths and weaknesses to differentiate your offerings.
• Channel Awareness : Understand and explain the industry structure, dynamics, and paths to market. This knowledge will help you advance organizational goals effectively.
• Pricing Strategy : Develop pricing strategies by aligning with key stakeholders across functions. This ensures that prices meet business targets and market expectations.
• Negotiations Excellence : Use tools and methods to conduct successful negotiations that meet Cummins' objectives and result in mutually agreed-upon contract terms.
• Account Planning : Identify objectives and drive the execution of business and account strategies. Track progress against targets to ensure you are meeting your goals.
• Adapting to Target Audience : Explain complex topics in a way that your audience can understand, retain, and use the information. Tailor your communication to fit the audience's level of expertise.
• Developing Account Strategy : Assess the current status of accounts and define future goals by balancing customer requirements with business capabilities. Set achievable targets aligned with the business strategy.
• Integrating Customer Perspective : Incorporate an understanding of the customer's perspective into your sales content. This will help you meet their needs more effectively and increase revenue.
• Sales Forecasting : Collect and analyze customer data to create accurate forecasts of future consumption patterns. Use historical data to inform your predictions.
• Sales Pipeline Management : Plan proactively for successful execution of sales strategies. Evaluate the health of your sales pipeline and adjust your strategies as needed to achieve sales objectives.
• Sense Making : Develop a deep understanding of customer needs and behaviors through diagnostic questions and research. Synthesize complex information to deliver tailored solutions.
• Valuing Differences : Recognize and appreciate the value that different perspectives and cultures bring to the organization. This will help you build a more inclusive and effective team.

• 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.

• Sales Experience required and an understanding of rotating equipment
• Background or familiarization with industrial/off-road applications and customers
• Highly motivated to grow market share, win new business and new customers
• Previous experience working with operations and across internal teams to support customers and win business
• Ability to grow and lead existing accounts, while conquering and growing new accounts