Territory Sales - Field Sales Account Executive

Job Summary

Responsible for developing and growing business opportunities within an assigned sales territory, market segment, or channel. Builds and maintains strong customer relationships, understands customer needs and buying processes, and positions Cummins products, solutions, and services to deliver customer value and achieve business objectives.

The role involves prospecting for new opportunities, developing and executing account plans, managing the sales pipeline, achieving sales targets, maintaining accurate forecasts, and collaborating with internal stakeholders to ensure customer satisfaction and sustainable business growth.
Key Responsibilities

- Identify, research, and develop new business opportunities by engaging prospective customers and understanding their business needs.

- Develop and execute account plans for key prospects and customers to drive business growth and achieve sales objectives.

- Conduct customer meetings and face-to-face sales calls to understand customer requirements, priorities, business models, and buying processes.

- Build and maintain strong, long-term customer relationships to generate repeat business and identify future sales opportunities.

- Understand customer needs and recommend appropriate Cummins products, solutions, and services aligned with their business requirements.

- Articulate the value proposition and competitive advantages of Cummins solutions to support customer decision-making.

- Conduct commercial negotiations in accordance with company guidelines, including pricing and payment terms.

- Drive sales performance by achieving assigned sales targets and maintaining a healthy sales pipeline.

- Prepare and maintain accurate sales forecasts and track performance against business targets.

- Monitor pipeline health and proactively identify actions required to improve conversion and achieve sales objectives.

- Maintain customer and sales activity information in the Customer Relationship Management (CRM) system as required.

- Respond to customer concerns and queries in a timely manner and work with internal stakeholders to ensure effective resolution.

- Support collection of accounts receivable and maintain an acceptable level of past-due accounts by collaborating with customers and relevant internal teams.

- Work closely with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations, as applicable.

- Consistently follow the Cummins Sales Process, tools, systems, and initiatives that support sales effectiveness, customer satisfaction, and customer value.

- Monitor market and channel dynamics and identify opportunities to strengthen Cummins' presence and grow the business.

- Support special projects and other sales initiatives aligned with business requirements.

- Employee to handle Rajasthan State sales business.
- Customer Engagement and Generating New Business opportunity through New Customers.
- Account Receivable management for Dealers.
- Delivery Signed AOP for assigned dealership.
- Analyse, Monitor & Improve Dealer Parts Secondary Sales.
- Working on PowerGen & other Sales Initiatives.