**DESCRIPTION** We are looking for a talented **Territory Sales - Field Sales Account Executive – Senior** to join our team specializing in **Sales** for our **Distribution Business Unit** in **Gaborone, Botswana.** **In this role, you will make an impact in the following ways** : + Prospecting and Developing Opportunities: You'll identify and pursue new business opportunities to grow the company's market presence. + Building and Executing Account Plans: By independently creating and implementing account plans, you'll build strong customer relationships and achieve sales goals. + Increasing Sales: You'll drive sales by researching and contacting prospective customers, and developing strategies to convert leads into sales. + Strengthening Customer Relationships: You'll develop and maintain relationships with new and existing customers, understanding their needs and offering tailored Cummins solutions. + Negotiating and Managing Accounts: You'll conduct negotiations, assist with collections, and manage accounts to ensure timely payments and reduce past due accounts. + Achieving Sales Targets: By driving sales and ensuring customer satisfaction, you'll meet and exceed sales targets, contributing to the company's success. + Utilizing Sales Tools and Processes: You'll consistently use the Cummins Sales Process and tools like Customer Relationship Management to support sales and customer satisfaction. + Mentoring and Leadership: You'll provide guidance and mentorship to less experienced account executives, fostering a collaborative and high-performing sales team. **RESPONSIBILITIES** **To be successful in this role you will need the following:** + Sales Forecasting Skills: The ability to collect and analyze customer data from various sources to predict future consumption patterns accurately. + Sales Pipeline Management: Proactive planning and evaluation of the sales pipeline to ensure successful execution of sales strategies and achievement of sales objectives. + Sense Making: Strong diagnostic and research skills to understand customer needs and behaviors, and the ability to synthesize complex information to deliver tailored solutions. + Account Strategy Development: The capability to assess the current status of accounts and define future targets by balancing customer requirements with business capabilities, while also mentoring and motivating less experienced team members. **QUALIFICATIONS** **Education/ Experience:** + University, or equivalent degree in marketing, sales, technical or a related subject required, or an acceptable combination of education and experience. ERB membership will be an added advantage. + Intermediate level of relevant work experience required. + This position may require licensing for compliance with export controls or sanctions regulations. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2408461 **Relocation Package** No