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Territory Sales
hace 2 semanas
TERRITORY SALES - FIELD SALES ACCOUNT EXECUTIVE
Description
Prospects and develops new opportunities to grow the business. Develops/Executes account plans with coaching support. Achieves sales goals within the assigned sales territory, market segment or channel partners.
Develops opportunities to increase sales by identifying, researching and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls.
Builds positive customer relationships that enable identification of a customer's needs, business model and buying process.
Uses understanding of customer needs and priorities to identify and offer Cummins solutions.
Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.
Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g.
Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed.
Qualifications
Skills
Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey.
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 targets.
Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
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 patterns.
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.
Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.
Education, Licenses, Certifications
This position may require licensing for compliance with export controls or sanctions regulations.
Experience
Basic relevant work experience preferred.
Develop and generate new opportunities to increase sales, profitability and attract new business with PVA (Authorized points of sale or Dealer).
Guarantees compliance with the customer acquisition process, from prospecting, technical sales support, and billing according to the corresponding incoterms according to each negotiation.
Conduct negotiations in accordance with company guidelines, including payment terms. Proactively plan for the successful execution of sales strategies for each key account based on the current pipeline.Job SALES
Primary Location Costa Rica-San José-San José-Costa
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