Field Sales Account Executive - Senior
Manages customer relationships to achieve sales goals and
executing sales plans within an assigned sales territory or account
in a business to customer environment.
Sells company products and services by developing new prospects
Achieves sales targets and ensures customer satisfaction.
Develops relationships to generate customer goodwill and
Conducts negotiations according to company guidelines.
Identifies, researches, and contacts prospective customers and
builds positive relationships that will generate future sales and
Responds to customer concerns about the company and its
Provides leadership and mentoring to less experienced sales
Drives utilization of Cummins tools and processes (i.e. Customer
Relationship Management, Customer focus Six Sigma).
Customer focus - Building strong customer relationships and
delivering customer-centric solutions.
Ensures accountability - Holding self and others accountable to
Plans and aligns - Planning and prioritizing work to meet
commitments aligned with organizational goals.
Persuades - Using compelling arguments to gain the support and
commitment of others.
Instills trust - Gaining the confidence and trust of others
through honesty, integrity, and authenticity.
Account Planning - Identifies objectives to drive execution of
business and/or account strategy by reviewing the status relative
to where it needs to be and enabling tracking of progress against
Articulating Value Proposition - Interprets internal and
external customer needs based on relevant application; explains and
demonstrates products, solutions, and services to distinguish
strengths and weaknesses to meet customer's specific needs to
differentiate against competition.
Developing Account Strategy - Determines current status of
account in terms of relationship, financial, product
competitiveness, barriers, quality, and service and defining
desired future state by balancing customer requirements and
business capabilities in order to define achievable targets aligned
with the business strategy.
Intuitive Listening And Adapting Solutions - Translates needs,
expectations, or asks from customers, stakeholders, etc. into
actionable solutions through active listening and intuition;
chooses or produces solutions (e.g. process change, tool, product,
service, etc.) to meet or exceed the customers' or stakeholders'
needs or expectations or to provide value.
Sales Forecasting - Collects and assesses customer data from
internal and external sources; compares against historical data to
determine useful inputs and create a forecast of future consumption
Sales Pipeline Management - Plans proactively for successful
execution of account/territory-level sales strategies and plans
based on current pipeline; evaluates pipeline health (size,
contents, progress); adjusts sales strategy, plans, or high impact
activities accordingly; as applicable coaches sellers in order to
achieve sales objectives.
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales or
a related subject or equivalent industry experience required.
This position may require licensing for compliance with export
controls or sanctions regulations.
Intermediate level of relevant work experience required.
This role will be based out of San Diego.
Primary Location United States-California-San Diego-US, CA, El
Cajon, Cummins Pacific
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Mar 24, 2021, 11:29:41 AM
Unposting Date Ongoing
Req ID: 2100004J