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.

RESPONSIBILITIES

To be successful in this role you will need the following:

• 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.

Education, Licenses, Certifications:

• 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.

Experience:

• Intermediate level of relevant work experience required.

QUALIFICATIONS

• 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

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

Min Salary $86400

Max Salary $129600

ReqID 2406016

Relocation Package No

Cummins and E-Verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.