Primary Function:

Manages and develops customer relationships to achieve sales goals within an assigned sales territory or account in a business to customer environment.

Duties & Responsibilities:
• Sells company products and services by developing new prospects and accounts.
• Achieves sales targets and ensures customer satisfaction.
• Develops relationships to generate customer goodwill and loyalty.
• Supports negotiations according to company guidelines.
• Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat
• business.
• Responds to customer concerns about the company and its products.
• Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

Qualifications and Competencies:
• Focus On Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation.
• Account Planning - Able to identify support needs or service improvement needs of a customer. Can write goal statements that are specific, measurable, actionable, realistic and time based. Able to execute a strategy. Able to identify initiatives that will lead to achieving defined goals. Able to apply measures and track progress toward the goal. Familiar with Customer Market Profitability tools that can be utilized during account planning.
• Manage Customer Relationships - Has established rapport, delivered on commitments, and developed a positive relationship with customers.
• Uses appointment tracking system, documents call plans, meeting notes and action items.
• Sales Negotiations - Basic understanding of negotiating tactics and the concept of power in a negotiation.

Minimum Requirement
• University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.
• Able to work independently, prioritize and develop initiatives.
• Good communications, presentation and interpersonal skills.
• Willingness to travel within the region and in different work environment.