Territory Sales

2 weeks ago

Johannesburg, Gauteng, South Africa Cummins Inc. Full time

Description

We are seeking 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.
  • Develop opportunities to increase sales by identifying, researching, and contacting prospective customers. Develop and execute account plans for top prospects and conduct agreed-upon face-to-face sales calls.
  • Certification of dealers and audit compliance. Develop new customer relationships and strengthen current customer relationships to identify customer needs, business models, and buying processes.
  • Bring current and emerging customer needs and market trends to their manager/director. Conduct negotiations according to company guidelines, including payment terms. Assist with the collection of accounts receivables when needed.
  • Drive sales, achieve sales targets, and ensure customer satisfaction. Maintain and strengthen customer relationships to generate future sales and repeat business. Respond to customer concerns promptly.
  • Report activity via the Customer Relationship Management tool per management direction. Produce sales forecasts as directed. Provide 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 - Identify purpose to drive the 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 the current status of account in terms of relationship, financials, product drive, barriers, quality, and service. Define the desired future state by balancing customer requirements and business capabilities to set achievable targets aligned with the business strategy.

Sales Forecasting - Collect and assess customer data from internal and external sources, compare it against historical data to determine useful inputs, and create a forecast of future consumption patterns.

Sales Pipeline Management - Plan proactively for successful execution of account/territory-level sales strategies and plans based on the current pipeline. Evaluate pipeline health and adjust sales strategies, plans, or high-impact activities accordingly. Coach sellers as applicable to achieve sales.

Pricing Strategy - Develop 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

Job Posting No date provided

Unposting Date Ongoing

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Ineligible

Req ID: E

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