Territory Sales - Field Sales Account Executive - Senior

We are looking for a talented Territory Sales – Field Sales Account Executive - Senior to join our team specializing in Sales for Cummins, Inc. in Richmond, VA.

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

• Develop Opportunities with New Customers: Develop opportunities to increase sales by researching and reaching out to potential customers.
• Execute Account Plans: Create and implement account plans for top prospects, including conducting face-to-face sales calls.
• Build and Strengthen Customer Relationships: Develop new customer relationships and enhance existing ones to understand their needs, business models, and buying processes, ensuring future sales and repeat business.
• Offer Solutions Based on Customer Needs: Use your understanding of customer priorities to identify and propose Cummins solutions.
• Demonstrate Value Proposition: Help customers understand and evaluate existing data and the value proposition of Cummins solutions to gain agreement on their differential advantage.
• Manage Accounts Receivables: Assist with the collection of accounts receivables, maintain acceptable levels of past due accounts, and collaborate with customers and internal stakeholders to resolve delinquent payments.
• Achieve Sales Targets: Drive sales to meet targets, ensure customer satisfaction, and respond to customer concerns promptly.
• Maintain Sales Forecasts: Track progress and accuracy against sales forecasts, and report activities via the Customer Relationship Management tool as directed by management.

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

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.
• Developing Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts. Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.
• Sales Forecasting - Gather customer data from various sources and compare it against historical data. Use this information to predict future consumption patterns. Develop forecasts that are realistic and based on solid data analysis.
• Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on your current pipeline. Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.

Additional Responsibilities:

• Plan, Prepare and log your weekly sales calls plans in salesforce. (Plan, Prepare, and Execute)
• Complete and log sales calls in salesforce, minimum of 20-25 face to face customer visits per week. 
• Log all opportunities in salesforce weekly. (Review Monthly in 1.1)
• Focus on Value, Margin, Expanded Services, and creating a long-term partnership with our customers. 
• Frequently ask our customers three questions. 1) What can we do better at? 2) What are we doing well? 3) What else can we do for you? Action each answer with follow up. 
• Review all Branch CSAT scores / feedback weekly to understand improvements and opportunities. 

Compensation 

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

This role is on an 80/20 sales compensation plan.

Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.