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Area Account Executive 区域客户专员

Description

• Prospects and develops new opportunities to grow the business. Develops/Executes account plans with coaching support. Achieves 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.

• 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 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.

• 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. Produces sales forecasts as directed.

Qualifications

Skills

• Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

• Ensures accountability - Holding self and others accountable to meet commitments.

• 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.

• Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.

• Persuades - Using compelling arguments to gain the support and commitment of others.

• Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

• 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.

• Customer focus - Building strong customer relationships and delivering customer-centric solutions.

• 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.

• 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.

• 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.

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

• Basic relevant work experience preferred.

• Be able to travel frequently

Job SALES

Primary Location China-Hubei-Wuhan-China, Wuhan, Bright Life Centre

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting May 4, 2022, 8:13:39 PM

Unposting Date Ongoing

Organization Distribution Business

Req ID: 2200029M