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,