Experience Inc. Jobs

DESCRIPTION

We are looking for a talented Sr Account Executive - Territory Sales to join our team specializing in Sales for our Cummins Inc. facility in El Cajon, CA .

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

• Prospect Development : By identifying, researching, and reaching out to potential customers, you’ll create opportunities to increase sales. Your proactive approach will drive growth.

• Account Planning and Execution : Developing account plans for top prospects and conducting face-to-face sales calls will strengthen relationships and position Cummins as a valuable solution provider.

• Customer Relationship Building : Strengthen existing customer relationships and establish new ones. Understand their needs, business models, and buying processes to tailor solutions effectively.

• Solution Identification : Leverage your understanding of customer priorities to identify and offer Cummins solutions. Highlight the differential advantages and value proposition.

• Market Insights : Keep your manager informed about current and emerging customer needs and market trends. Your insights will guide strategic decisions.

• Negotiation and Payment Management : Follow company guidelines during negotiations, manage accounts receivables, and collaborate to resolve payment issues promptly.

• Sales Achievement and Customer Satisfaction : Drive sales, meet targets, and ensure customer satisfaction. Timely responses to customer concerns will enhance their experience.

• Process Adherence and Leadership : Consistently use the Cummins Sales Process and related tools. Provide mentorship to less experienced account executives. Additionally, collaborate with internal stakeholders to balance inventory, service, and delivery capabilities.

Your proactive, customer-centric approach will contribute significantly to Cummins’ success!

RESPONSIBILITIES

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

• Account Planning :

• Identify clear objectives for executing business and account strategies.

• Regularly review progress relative to targets and adjust as needed.

• Enable effective tracking of progress against goals.

• Adaptability to Target Audience :

• Explain complex topics (such as technical data or subject matter expertise) in a way that resonates with your audience.

• Whether addressing sales professionals, customers, or training vendors, ensure they understand, retain, and can apply the information.

• Developing Account Strategy :

• Assess the current state of customer accounts (relationship, financials, product competitiveness, barriers, quality, and service).

• Define a desired future state by balancing customer requirements and business capabilities.

• Set achievable targets aligned with the overall business strategy.

• Customer Perspective Integration :

• Understand your customers’ viewpoint regarding our products and sales efforts.

• Develop sales content that directly addresses their needs and enhances revenue generation.

• Sales Forecasting :

• Collect and assess customer data from both internal and external sources.

• Compare this data against historical patterns to determine useful inputs.

• Create accurate forecasts for future consumption patterns.

• Sales Pipeline Management :

• Proactively plan for successful execution of account/territory-level sales strategies.

• Evaluate pipeline health (size, contents, progress) regularly. Adjust sales plans or activities based on pipeline insights.

• Provide coaching to sellers as needed to achieve sales objectives.

Remember, your ability to adapt, integrate customer perspectives, and manage the sales process effectively will drive success!

Education, Licenses, Certifications:

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.

Experience:

Intermediate level of relevant work experience required.

QUALIFICATIONS

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.

Job Sales

Organization Cummins Inc.

Role Category

Job Type Exempt - Experienced

Min Salary $74800

Max Salary $112200

ReqID 2401258

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.