Job Summary
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.
Requirements
- 3-5 years of experience in Sales, preferably Filteration Sales
- Knowledge of KSA market
- Bachelor's Degree in Engineering, Business Administration etc.
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.
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.
