Territory Sales - Field Sales Account Executive - Senior

at  Cummins

We are looking for a talented TERRITORY SALES - FIELD SALES ACCOUNT EXECUTIVE - SENIOR to join our team specializing in SALES for our DISTRIBUTION BUSINESS SEGMENT in JOHANNESBURG, SOUTH AFRICA

IN THIS ROLE, THE CANDIDATE WILL MAKE AN IMPACT IN THE FOLLOWING WAYS:

• Drive sales growth for NEW and Service Exchange across segments and applications, drive sales growth for aftermarket Business (Parts & Service) Prospects and develops new opportunities to grow the business. Build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.
• 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.
• Certification of dealers and audit compliance. Develops new customer relationships and strengthens current customer relationships that enable identification of a customer’s needs, business model and buying process.
• Brings current and emerging needs of the customer and market to their manager/director. Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed.
• 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.
• Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed. Provides leadership and mentoring to less experienced account executives.

TO BE SUCCESSFUL IN THIS ROLE THE CANDIDATE WILL NEED THE FOLLOWING:

• 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.
• Account Planning - Identifies purpose 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.
• Developing Account Strategy - shape current status of account in terms of relationship, financial, product drive, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.

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.

Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Job SALES
Primary Location South Africa-Gauteng-Johannesburg-South Africa, Johannesburg, Bridal Veil Rd Office
Job Type College / University
Recruitment Job Type Exempt - Entry Level