Territory Sales - Field Sales Account Executive - Senior

DESCRIPTION

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

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

• Increase Sales Opportunities : By identifying, researching, and contacting prospective customers, you'll develop opportunities to boost sales and grow the business.
• Execute Account Plans : You'll create and implement strategic account plans for top prospects, conducting face-to-face sales calls to build strong customer relationships.
• Strengthen Customer Relationships : Developing new customer relationships and enhancing existing ones will enable you to understand their 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, gaining agreement on the value proposition.
• Conduct Negotiations : You'll negotiate terms according to company guidelines, including payment terms, and assist with account receivables to maintain acceptable levels of past due accounts.
• Drive Sales and Customer Satisfaction : Achieving sales targets and ensuring customer satisfaction will be key, as you'll maintain and strengthen relationships to generate future sales and repeat business.
• Utilize Sales Tools and Processes : Consistently using the Cummins Sales Process and tools like Customer Relationship Management will support sales, customer satisfaction, and value creation.
• Mentor and Lead : Providing leadership and mentoring to less experienced account executives will help develop talent and ensure the team's success.

• Business Insight : Apply your knowledge of the business and marketplace to advance the organization's goals, ensuring strategic alignment and competitive advantage.
• Effective Communication : Develop and deliver clear, multi-mode communications that cater to the unique needs of different audiences, ensuring everyone is on the same page.
• Customer Focus : Build and maintain strong customer relationships by delivering solutions that meet their needs and exceed their expectations.
• Articulating Value Proposition : Understand and interpret customer needs, and effectively explain and demonstrate how your products, solutions, and services meet those needs better than the competition.
• Channel Awareness : Contextualize industry structure and dynamics to advance organizational goals, ensuring a clear path to market.
• Pricing Strategy : Develop pricing strategies by aligning with key stakeholders across functions to achieve business targets and maintain competitiveness.
• Negotiations Excellence : Utilize tools and methods to negotiate effectively, achieving mutually agreed-upon contract terms that meet Cummins' objectives.
• Account Planning : Identify objectives and drive the execution of business and account strategies, tracking progress against targets to ensure success.
• Adapting to Target Audience : Explain complex topics in a way that your target audience can understand, retain, and use the information effectively.
• Developing Account Strategy : Assess the current status of accounts and define future targets by balancing customer requirements with business capabilities.
• Integrating Customer Perspective : Incorporate customer insights into sales content to better meet their needs and increase revenue.
• Sales Forecasting : Collect and analyze customer data to create accurate forecasts of future consumption patterns.
• Sales Pipeline Management : Plan and execute account-level sales strategies, evaluate pipeline health, and adjust strategies as needed to achieve sales objectives.
• Sense Making : Develop a deep understanding of customer needs and behaviors through research and diagnostic questions, delivering tailored solutions.
• Valuing Differences : Recognize and appreciate the diverse perspectives and cultures within the organization, leveraging them to drive success.

• 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.

• Market Segment Focus - Relevant work experience in the marine industry, recreational or commercial.
• Marine Technical Knowledge - Intermediate knowledge of vessel propulsion systems, power generation and subsystems.

• Cross-functional collaboration - Finance, Credit, Engineering, Procurement
• Project Management - Work with internal and external stakeholders to drive positive customer experience and deliver quality products and solutions.