职位描述
Key Responsibilities
Manages and develops customer relationships to achieve sales goals within an assigned sales territory or account in a business to customer environment.
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).
Skills
Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. May not have sufficient opportunities to demonstrate all skills. Moderate support is required to apply the skills effectively in typical work situations.
Channel Awareness - Ability to identify needs of global channel partners to support customers more effectively.
Product Knowledge - Knowledge of products/services and product/service lines. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.
Sales Negotiation - Basic understanding of negotiating tactics and can recognize the balance of power within a negotiation.
Financial Understanding - Ability to understand and act on financial information. Basic understanding of financial statements, terms, and concepts. Ability to analyze data and perform basic calculations such as Gross Margin, NPV, discounting analysis, price elasticity, and breakeven. Able to formulate a business case to support an idea. Familiar with SOx regulations.
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 - Develops rapport, builds trust, and creates value in relationships with customers and channel partners. Identifies decision makers and those influential in the decision process and effectively communicates with them. In managing this relationship, displays core values (e.g. empathy, etc.) and is able to adequately interrogate matter to identify root concerns. Basic understanding of techniques and tools to enhance productivity (i.e. schedules, appointments, call plans, etc). Has a basic understanding of attitudes and behaviors to establish relationships and build trust. Understands the need to and responds with the appropriate time frame to customer needs.
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. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage customer contact to both attain customer specific information and educate the customer to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales or a related subject required or equivalent industry experience.
Experience
Basic relevant work experience required.
