Territory Sales - Field Sales Account Executive

DESCRIPTION

Job Summary

Responsible for prospecting and developing new business opportunities to grow revenue within an assigned territory, market segment, or channel. Develops and executes account plans with coaching support, builds strong customer relationships, and achieves sales targets while ensuring high customer satisfaction.

Key Responsibilities

• Identify, research, and pursue new sales opportunities within assigned territory or segment.
• Develop and execute account plans for key prospects and customers.
• Conduct face-to-face and virtual sales calls to understand customer needs, business models, and buying processes.
• Recommend and position Cummins products, services, and solutions based on customer priorities and application requirements.
• Clearly communicate and demonstrate the value proposition and competitive advantages of Cummins offerings.
• Conduct negotiations in line with company policies, including pricing and payment terms.
• Support accounts receivable management by assisting with collections and resolving payment issues collaboratively with customers and internal stakeholders.
• Achieve defined sales targets while maintaining strong customer satisfaction and long-term relationships.
• Use the Cummins Sales Process and CRM tools to manage opportunities, track activities, maintain forecasts, and ensure pipeline accuracy.
• Respond promptly to customer concerns and coordinate with internal teams to resolve issues.
• Work cross-functionally to balance customer expectations with inventory, service, and delivery capabilities.
• Maintain accurate sales forecasts and regularly report progress to management.

• Leverage aftermarket sales experience, particularly within the automobile industry.
• Strengthen channel engagement and expand aftermarket business opportunities.

• Action Oriented - Takes initiative and pursues opportunities with energy and urgency.
• Communicates Effectively - Clearly conveys information to diverse audiences.
• Customer Focus - Builds strong customer relationships and delivers customer-centric solutions.
• Persuades - Uses compelling arguments to gain support and commitment.
• Articulating Value Proposition - Effectively differentiates products and solutions based on customer needs.
• Channel Awareness - Understands industry structure and routes to market.
• Pricing Strategy - Supports pricing decisions aligned with business goals.
• Negotiations Excellence - Applies structured negotiation techniques to achieve mutually beneficial outcomes.
• Account Planning - Develops actionable account objectives and tracks progress.
• Adapts to Target Audience - Communicates technical and commercial information clearly.
• Integrates Customer Perspective - Uses customer insights to drive sales strategies.
• Sales Forecasting - Analyzes data to predict future demand.
• Sales Pipeline Management - Manages pipeline health and adjusts strategies proactively.
• Sense Making - Interprets complex customer and market information to develop tailored solutions.
• Values Differences - Respects diverse perspectives and backgrounds.

• College, university degree in Marketing, Sales, Business, or a related field OR equivalent sales-related work experience OR a combination of education and experience.
• May require licensing related to export controls or sanctions compliance.

• Strong relationship-building and interpersonal skills
• Effective verbal and written communication
• Sales presentation and negotiation skills
• Basic financial and commercial acumen
• CRM and sales tool proficiency
• Ability to analyze customer data and market trends
• Time management and territory planning skills
• Problem-solving and customer issue resolution abilities

• Basic relevant sales experience preferred.
• Experience in aftermarket sales within the automobile industry is highly valued for internal candidates.
• Exposure to territory sales, account management, or channel sales environments is advantageous.