AF Sales Executive-Filtration Business

Role Overview

AF Sales Executive – Filtration Business at Cummins Arabia. This role is based in the Kingdom of Saudi Arabia (KSA).

Role Purpose

Prospect and develop new sales opportunities to grow the filtration business. Execute account plans with coaching support and achieve sales goals within assigned sales territory, market segment, or channel partners.

Key Responsibilities

Business Development

• Identify, research, and contact prospective customers to increase sales opportunities.
• Develop and execute account plans for top prospects.
• Conduct face-to-face sales calls as agreed upon.
• Maintain and strengthen customer relationships to generate future sales and repeat business.

Customer Relationship Management

• Build positive customer relationships that enable identification of customer needs, business model, and buying process.
• Use understanding of customer needs and priorities to identify and offer Cummins solutions.
• Respond to customer concerns in a timely fashion.
• Collaborate with customers and internal stakeholders to resolve delinquent payments.
• Incorporate understanding of customers' perspective on products and sales efforts to develop sales content that improves ability to meet their needs and increase revenue.

Sales Execution & Value Proposition

• Gain agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
• Conduct negotiations according to company guidelines, including payment terms.
• Articulate value proposition by interpreting internal and external customer needs; explain and demonstrate products, solutions, and services to distinguish strengths and weaknesses and differentiate against competition.

Collections & Credit Management

• Assist with collection of accounts receivable.
• Maintain acceptable level of past due accounts.

Forecasting & Pipeline Management

• Maintain sales forecasts and track progress and accuracy against forecast.
• Plan proactively for successful execution of account and territory-level sales strategies based on current pipeline.
• Evaluate pipeline health including size, contents, and progress.
• Adjust sales strategy, plans, or high impact activities accordingly.
• Collect and assess customer data from internal and external sources; compare against historical data to determine useful inputs and create a forecast of future consumption patterns.

Inventory & Operations Coordination

• Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Systems & Reporting

• Consistently use the Cummins Sales Process and Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, including Customer Relationship Management and special projects.
• Report activity via the Customer Relationship Management tool per management direction.

Qualifications & Experience

• 3–5 years of experience in Sales, preferably Filtration Sales.
• Knowledge of KSA market.
• Bachelor's Degree in Engineering, Business Administration, or equivalent.

Skills & Competencies

• Communicates effectively – develop and deliver multi-mode communications that convey clear understanding of the unique needs of different audiences.
• Customer focus – build strong customer relationships and deliver customer-centric solutions.
• Persuades – use compelling arguments to gain support and commitment of others.
• Articulating Value Proposition – interpret internal and external customer needs based on relevant application; explain and demonstrate products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs and differentiate against competition.
• Channel Awareness – explain and contextualize industry structure, dynamics, and path to market in order to advance organizational goals.
• Pricing Strategy – develop prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Negotiations Excellence – utilize tools and methods in negotiations to achieve Cummins stakeholder objectives and a mutually agreed upon contract terms between all parties.
• Account Planning – identify objectives to drive execution of business and account strategy by reviewing status relative to targets and enabling tracking of progress against targets.
• Adapts to target audience – explain complex topics including significant technical data and subject matter expertise in such a way that the target audience can understand, retain, and use the information.
• Sense Making – develop and support an intimate understanding of customer needs, behaviors, and buying journey through diagnostic and probing questions and research.
• Synthesizes complex information – combine complex information from internal and external resources to deliver tailored solutions for internal or external customers.