DESCRIPTION

We are looking for a talented Territory Sales - Field Sales Account Executive to join our team specializing in Sales in Spartanburg/Greenville SC .

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.
• Build Relationships : You'll develop and strengthen customer relationships, understanding their needs and business models to offer tailored Cummins solutions.
• Execute Account Plans : Independently creating and executing account plans for top prospects will help you achieve sales goals and build long-term customer loyalty.
• Negotiate Effectively : Conducting negotiations according to company guidelines, including payment terms, ensures mutually beneficial agreements.
• Manage Receivables : Assisting with the collection of accounts receivables and maintaining acceptable levels of past due accounts will support financial health.
• Drive Customer Satisfaction : By responding to customer concerns promptly and using the Cummins Sales Process, you'll ensure high levels of customer satisfaction and repeat business.
• Collaborate for Success : Working with internal stakeholders and customers to balance inventory, service, and delivery capabilities will meet customer expectations and drive sales.
• Mentor and Lead : Providing leadership and mentoring to less experienced account executives will foster a strong, knowledgeable 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.
• Customer Focus : Build and maintain strong customer relationships by delivering solutions that meet their specific needs, ensuring customer satisfaction and loyalty.
• Articulating Value Proposition : Clearly explain and demonstrate the strengths and weaknesses of your products, solutions, and services to meet customer needs and differentiate from competitors.
• Channel Awareness : Understand and explain the industry structure, dynamics, and paths to market to advance organizational goals and make informed decisions.
• Pricing Strategy : Develop pricing strategies by aligning with key stakeholders across functions to achieve business targets and ensure competitive pricing.
• Negotiations Excellence : Use effective negotiation tools and methods to achieve mutually beneficial agreements that meet Cummins' objectives and satisfy all parties involved.
• Account Planning : Identify objectives and track progress against targets to drive the execution of business and account strategies, ensuring alignment with overall business goals.
• Adapting to Target Audience : Explain complex topics in a way that your audience can understand, retain, and use the information, whether they are sales professionals, customers, or training vendors.
• Developing Account Strategy : Assess the current status of accounts and define future goals by balancing customer requirements with business capabilities to set achievable targets.
• Integrating Customer Perspective : Incorporate customer feedback into your sales content to better meet their needs and increase revenue.
• Sales Forecasting : Use customer data and historical trends to create accurate sales forecasts, helping to plan and allocate resources effectively.
• Sales Pipeline Management : Proactively plan and manage your sales pipeline, adjusting strategies as needed to ensure successful execution of sales plans and achieving objectives.

• 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 .

• Role is based out of Spartanburg/Greenville SC but candidates in Charlotte, NC can also be considered in the interim.
• Strong skill present for Power Generation products as well as business
• Clear grasp and mindset around relationship selling where value proposition, power of 1, leveraging service / aftermarket should be baked into providing Cummins PG solution
• Knowledge around sales cycle processes such as Sales Force / CPQ as well as understanding why support functions such as Inside Sales and Project Management are integral aspects for closing projects
• Vulnerability and willingness to learn, grasping to new concepts, embracing change while challenging status quo
• Knowledge of Data Center business from PG Solutions perspective