Job Description

DESCRIPTION/RESPONSIBILITIES:
• Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve 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.
• Develops new customer relationships and strengthens current 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.
• Brings current and emerging needs of the customer and market to their manager/director.
• Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed.
• 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., Customer Relationship • Management and special projects.
• Reports activity via the Customer Relationship Management tool per management direction. • Produces sales forecasts as directed.
• Provides leadership and mentoring to less experienced account executives.

REQUIRED SKILLS:
Skills
• Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
• Ensures accountability – Holding self and others accountable to meet commitments.
• 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.
• 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.
• 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.
• 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.
• Customer focus – Building strong customer relationships and delivering customer-centric solutions.
• 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.
• 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.
• Communicates effectively – Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• 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.

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.
• Responsible for the effective management of Strategic Key Accounts in Italy, Greece, Cyprus (Greek) and Spain
• Sales Growth – Challenges own self to win new customers and business in line with business strategy.
• Marketing and Intelligence – Maintain ownership and participation of key market intelligence to help drive strategy and product change/development.
• Manage order pipeline through CRM
• Team Player – Utilize and support key functional support areas such as OMCS, Customer
• Engineering, and Service to create a differentiated customer experience.
• Supports goal tree initiatives through collaborations with commercial and other functions

How to Apply

Job Categories: Equal Opportunities. Job Types: Full-Time.

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