Aftermarket Sales Executive-Parts Sales

Job Summary

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

• Bachelor Degree or diploma in Engineering, Business
• 3-5 years of experience in outdoor Aftermarket Sales, preferably Part Sales
• Knowledge of KSA Market is a must
• Key Responsibilities:
• Sells company products and services by developing new prospects and existing accounts.
• Achieves sales targets and ensures customer satisfaction.
• Develops relationships to generate customer goodwill and loyalty.
• Follows Sales process, Supports negotiations according to company guidelines. Identifies, research, 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.
• Prepares quotes, closes deals, and takes accountability of AR balances. Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management etc..).
• Qualifications and
  
  Competencies:
  
  
• Competencies:
  
  Customer focus - Building strong customer relationships and delivering customer-centric solutions. Ensures accountability - Holding self and others accountable to meet commitments.
• Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals. Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• 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.
• 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.
• 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.
• 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.
• 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. 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, as applicable coach sellers in order to achieve sales objectives.