DESCRIPTION

GPP Database Link (https://cummins365.sharepoint.com/sites/CS38534/)

Job Summary:

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.

Key Responsibilities:

• 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.
• Conducts negotiations according to company guidelines, including payment terms.
• Assists with collection of accounts receivables. Maintains acceptable level of past due accounts.
• Collaborates with customers and internal stakeholders to resolve delinquent payments.
• 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.
• Maintains Sales forecasts and tracks progress and accuracy against forecast As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

RESPONSIBILITIES

Competencies:

Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.

Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

Customer focus - Building strong customer relationships and delivering customer-centric solutions.

Persuades - Using compelling arguments to gain the support and commitment of others.

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.

Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

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.

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.

Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information

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.

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. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.

Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

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:

Basic relevant work experience preferred.

QUALIFICATIONS

• Set and meet AOP target as a Territory sales executives
• Service sales activities and revenue creation
• Manage channel partners as a Territory sales executives- Evaluate dealers with Dealer EXCEL program- Make a dealership agreement with new candidate or renew it with existing dealers- Visit dealers/affiliate in regular basis- Provide technical support relating to Parts business
• Develop fleet customer, direct end-user account sales
• Manage AR for specific areas and customers (Credit limit, Past Due, Bad debt and Collateral etc)
• Contribute QSOL training, Parts Training, Nationwide Dealer Conference etc
• Provide timely sales report / forecast – weekly sales update, monthly sales forecast, sales pipeline
• Support customers’ promotional event or any related events in the region with brochures, banner, people
• Follow up open order, back order till them to be shipped in cooperation with an administrator & Logistics
• Participation in cooperation with customers, SVC Team
• Communicate with Logistics team to improve parts availability and reduce E&O items

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2403428

Relocation Package No