Senior Sales Specialist-Marine 高级销售专员
Description
Key Responsibilities:
- Supports the account team and account strategies to build customer relationships and grow our share of the customer's wallet with an assigned set of customers or a geographic region.
- Supports the account team in developing and maintaining positive customer relationships. Assists in organization of customer visits and negotiations.
- Supports the account team in identifying customer needs.
- As requested, helps curate/organize data and information that will help a specific customer to evaluate Cummins benefits.
- Provides information to the account team to support the negotiation and implementation of contracts with accounts.
- Helps coordinate communication and interfaces with the customer at appropriate levels. Coordinates internal communication across sales roles and segments and/or with internal stakeholders.
- Supports the account team to meet revenue and share goals within assigned accounts.
- Act as a champion for the voice of the customer within the business. Supports projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
- Executes the Cummins Sales Process. Supports/Maintains accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.
Qualifications
Skills:
- Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
- 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.
- Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
- Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
- 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.
- 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.
- Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
- Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
- Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
- Customer focus - Building strong customer relationships and delivering customer-centric solutions.
- Ensures accountability - Holding self and others accountable to meet commitments.
- Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
Education, Licenses, Certifications
- College, university, or equivalent degree in marketing, sales or a related subject or an acceptable combination of education and experience required.
- This position may require licensing for compliance with export controls or sanctions regulations.
Experience
Basic relevant work experience required. Customer-facing experience preferred.
- 通过1年左右时间的培养，成为独挡一面的销售人员
- 山东、辽宁，河北、天津市场船机终端客户拓展，尤其是在公务船、海工船两个重要板块与经销商配合，维护区域终端客户业务数据化、周期化的管理，整理出清晰的区域业务结构和终端客户画像。
- 完成区域7家重要经销商的日常管理工作
- 帮助船机团队建立项目管理流程，并对船机整体10个以上的项目梳理并跟进，以SMART的方式对项目进行定期回顾和及时调整，确保项目如期达成
Job SALES
Primary Location China-Beijing-Beijing-China, Beijing, CUMMINS HQ
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Apr 6, 2024, 8:50:00 PM
Unposting Date Ongoing
Organization Distribution Business
Role Category Hybrid - Potential for Partial Remote
Relocation Package Ineligible
Req ID: 2400013V
