Veterans Jobs

Explore Our Roles for Transitioning Military

Job Information

Cummins Inc. Field Sales Specialist [Chile] in São Paulo, Brazil

Field Sales Specialist [Chile]

Description

Responsible for account team customer relationships, sales analysis, content, and communication through the sales and account support cycle to achieve revenue and profitability goals within assigned customers.

Builds upon and maintains existing relationships by supporting the account team in selling the organization's products and services.

Develops, manages, and maintains relationships with assigned accounts supporting the organization's sales strategy.

Supports profitable growth or new business opportunities jointly with the accounts and supports cost initiatives.

Achieves revenue goals associated with revenue and profit targets.Extends and expands sale of products and services to new and existing customers.

Negotiates and implements contracts with accounts as authorized.

Maintains account plans and works with stakeholders in the business to achieve expected results.

Acts as a champion for the voice of the customer within the business.

Responsible for measuring customer loyalty using Net Promoter Score methods and championing a NPS loyalty workshop.

Manage accounts receivable deliverables including payment terms negotiation discussions.

Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems)

Supports Customer Focus Six Sigma initiatives to strengthen relationship with customer.

Manages and coordinates communication and interfaces with the customer at appropriate levels.

Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (if applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.

Executes the Cummins Sales Process.

Qualifications

Soft Skills

-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, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

-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, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

Education, Licenses, Certifications

-College, university, or equivalent degree in marketing, sales or a related subject required or equivalent industry experience.

-This position may require licensing for compliance with export controls or sanctions regulations.

Experience

-Basic relevant work experience required.

-Manage the Sales process through CRM (Sales Force) based on activities and opportunities ensuring the flow and follow up to enable business success and growth.

-Create and manage sales forecast considering andanalyzingsales potential and plans based on market and opportunities.

-Prepare statistics analysis including sales performance and variation explanations including cost analysis.

-Visit end users and distribution partners in different markets like automotive, off-highway, mining, O&G, etc.

-Coordinate and promote the execution of the field trials along with distributor tech teams in order to convert accounts based on performance results.

-Capable of promoting technical sales based on value added proposals, technological concepts which enable customers to reduce total cost of operation.

-Manager market intelligence (competitors, customers, distributors, etc)

English intermediate - advanced level required

This sales regional person will oversee Chile and Paraguay territories and will be based out of Chile.

Job SALES

Primary Location Brazil-São Paulo-São Paulo-Brazil, SP, Guarulhos, Fleetguard Nelson Brazil

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Nov 4, 2020, 1:25:39 PM

Unposting Date Ongoing

Req ID: 200002WY

DirectEmployers