Territory Sales - Field Sales Account Executive - Senior

DESCRIPTION

We are looking for a talented Territory Sales - Senior Field Sales Account Executive to join our team specializing in Sales for Cummins, Inc. in San Antonio, TX.

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

• Identify and Engage Prospective Customers : Proactively research and reach out to potential customers to create new sales opportunities.
• Strategic Account Planning : Develop and implement detailed account plans for top prospects, ensuring regular face-to-face sales calls.
• Build and Strengthen Relationships : Establish new customer relationships and enhance existing ones to understand their needs, business models, and buying processes.
• Tailor Solutions to Customer Needs : Use your understanding of customer priorities to offer tailored Cummins solutions, clearly communicating their value and advantages by helping the customer understand and evaluate existing data and information and the value proposition.
• Effective Negotiation and Collections : Conduct negotiations within company guidelines, manage payment terms, and assist with accounts receivables to maintain acceptable levels of past due accounts.
• Achieve Sales Targets : Drive sales efforts to meet or exceed targets while ensuring high levels of customer satisfaction.
• Ensure Customer Satisfaction and Repeat Business : Maintain strong customer relationships to generate future sales and address customer concerns promptly.
• Utilize Cummins Sales Tools and Processes : Consistently apply the Cummins Sales Process and leverage available tools, processes, and initiatives to support sales and enhance customer value.

RESPONSIBILITIES

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

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Be well-versed in your products, solutions, and services. Tailor your demonstrations to show how your solutions meet the unique needs of each customer.
• Developing Account Strategy - Evaluate the current relationship, financial health, product competitiveness, barriers, quality, and service levels of each account. Balance customer requirements with your business capabilities to set realistic and achievable targets. Develop a comprehensive plan to move from the current state to the desired future state, ensuring all stakeholders are on board.
• Sales Forecasting - Gather customer data from both internal and external sources and compare this data against historical trends to identify patterns and insights. Use these insights to predict future consumption patterns, helping to inform inventory management, marketing strategies, and sales targets.
• Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on the current pipeline. Regularly assess the health of your sales pipeline, looking at its size, contents, and progress. Be ready to adjust your sales strategy and plans based on pipeline evaluations.

QUALIFICATIONS

Education/Experience

• 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.
• Intermediate level of relevant work experience required.

Additional Responsibilities:

It is a Sales role responsible for the territory/market in Austin/San Antonio, TX interacting with:

Fleets

• Manage large fleet customers to maintain and increase the purchases of new Cummins-powered medium/heavy duty trucks.
• Assist with specifications for new trucks and optimize customer's current engine settings/parameters.
• Drive parts and service business into CSSNA branch locations.

Dealers

• Support, train, and be an engine sales resource for all OEM dealer sales departments.
• Freightliner, Kenworth, Peterbilt, International, Volvo, Mack and others.
• Must be familiar with spec'ing process, including transmissions, gear ratios, engine speed and Hp, across a wide variety of applications.
• Support Dealers' Parts and Service departments with promotions, parts assistance, certification, warranty/policy support.

Additional Requirements:

• Continuously update knowledge to be product, industry and compliance expert.
• Ability to make effective, professional presentations, one on one, and to large groups.
• Ability to use Cummins Insite diagnostic software.
• Ability to successfully complete sales process/achieve targets with minimal management involvement.
• Proficiency with Microsoft 365 (Excel, PowerPoint, Word, Outlook, Teams).
• Dealer sales/service experience is a plus.
• Position may qualify for sales compensation.
• Language: Spanish Understanding / Some Speaking. Familiar, not fluent is key plus.

This role with have 40% travel.

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 70/30 sales compensation plan.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

Min Salary $67800

Max Salary $91600

ReqID 2404332

Relocation Package No

Cummins and E-Verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee's Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.