DESCRIPTION

We are looking for a talented Territory Sales - Field Sales Account Executive - Senior to join our team specializing in Sales for our Distribution Business Unit in Gaborone, Botswana.

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

• Prospecting and Developing Opportunities: You'll identify and pursue new business opportunities to grow the company's market presence.
• Building and Executing Account Plans: By independently creating and implementing account plans, you'll build strong customer relationships and achieve sales goals.
• Increasing Sales: You'll drive sales by researching and contacting prospective customers, and developing strategies to convert leads into sales.
• Strengthening Customer Relationships: You'll develop and maintain relationships with new and existing customers, understanding their needs and offering tailored Cummins solutions.
• Negotiating and Managing Accounts: You'll conduct negotiations, assist with collections, and manage accounts to ensure timely payments and reduce past due accounts.
• Achieving Sales Targets: By driving sales and ensuring customer satisfaction, you'll meet and exceed sales targets, contributing to the company's success.
• Utilizing Sales Tools and Processes: You'll consistently use the Cummins Sales Process and tools like Customer Relationship Management to support sales and customer satisfaction.
• Mentoring and Leadership: You'll provide guidance and mentorship to less experienced account executives, fostering a collaborative and high-performing sales team.

• Sales Forecasting Skills: The ability to collect and analyze customer data from various sources to predict future consumption patterns accurately.
• Sales Pipeline Management: Proactive planning and evaluation of the sales pipeline to ensure successful execution of sales strategies and achievement of sales objectives.
• Sense Making: Strong diagnostic and research skills to understand customer needs and behaviors, and the ability to synthesize complex information to deliver tailored solutions.
• Account Strategy Development: The capability to assess the current status of accounts and define future targets by balancing customer requirements with business capabilities, while also mentoring and motivating less experienced team members.

• University, or equivalent degree in marketing, sales, technical or a related subject required, or an acceptable combination of education and experience. ERB membership will be an added advantage.
• Intermediate level of relevant work experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.