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DESCRIPTION

We are looking for a talented Territory Sales - Field Sales Account Executive - Senior to join our team specializing in Sales in Irvine, CA.

In this role, you will make an impact in the following ways:

• Increase Sales Opportunities : By identifying, researching, and contacting prospective customers, you’ll open new avenues for sales growth.
• Strategic Account Management : Developing and executing account plans for top prospects and conducting face-to-face sales calls will help secure high-value clients.
• Customer Relationship Building : Establishing and strengthening relationships with new and existing customers will enable you to understand their needs and tailor solutions accordingly.
• Customized Solutions : Using your understanding of customer priorities to offer tailored Cummins solutions, you’ll demonstrate the unique value and advantages of these offerings.
• Market Insight Communication : Bringing emerging customer and market needs to your manager/director will ensure the company stays ahead of trends and meets customer demands effectively.
• Effective Negotiations : Conducting negotiations within company guidelines, including payment terms, and assisting with accounts receivables will help maintain financial health and customer satisfaction.
• Sales Target Achievement : Driving sales to meet targets and ensuring customer satisfaction will contribute to the company’s overall success and growth.
• Leadership and Mentorship : Providing guidance and mentoring to less experienced account executives will foster a collaborative and high-performing sales team.

RESPONSIBILITIES

To be successful in this role you will need the following:

• Business Insight : Apply your knowledge of the business and marketplace to drive the organization’s goals forward. This means staying informed about industry trends and understanding how they impact your strategies and decisions.
• Effective Communication : Develop and deliver clear, multi-mode communications that cater to the unique needs of different audiences. This ensures that your message is understood and acted upon by all stakeholders.
• Customer Focus : Build and maintain strong customer relationships by delivering solutions that are centered around their needs. This customer-centric approach will help you gain trust and loyalty.
• Articulating Value Proposition : Understand and interpret customer needs to explain and demonstrate how your products, solutions, and services meet those needs better than the competition. This differentiation is crucial for winning and retaining business.
• Channel Awareness : Explain and contextualize the industry structure and dynamics to advance organizational goals. This involves understanding the path to market and how to navigate it effectively.
• Pricing Strategy : Develop pricing strategies by aligning with key stakeholders across functions. This consensus-building ensures that prices meet business targets while remaining competitive.
• Negotiations Excellence : Use tools and methods in negotiations to achieve mutually agreed-upon contract terms that meet Cummins’ objectives. Effective negotiation skills are essential for securing favorable deals.
• Account Planning : Identify objectives and drive the execution of business or account strategies. Regularly review progress against targets to ensure that you are on track to meet your goals.
• Adapting to Target Audience : Explain complex topics in a way that your target audience can understand, retain, and use the information. Tailoring your communication to different audiences is key to effective knowledge transfer.
• Developing Account Strategy : Assess the current status of accounts and define a desired future state by balancing customer requirements with business capabilities. This strategic planning helps set achievable targets aligned with the business strategy.
• Integrating Customer Perspective : Incorporate an understanding of the customer’s perspective into your sales content. This approach helps you develop solutions that better meet customer needs and drive revenue.
• Sales Forecasting : Collect and assess customer data to create accurate forecasts of future consumption patterns. This helps in planning and resource allocation.
• Sales Pipeline Management : Proactively plan and manage your sales pipeline to ensure successful execution of sales strategies. Regularly evaluate pipeline health and adjust strategies as needed to achieve sales objectives.
• Sense Making : Develop a deep understanding of customer needs and behaviors through diagnostic questions and research. Synthesize complex information to deliver tailored solutions.
• Valuing Differences : Recognize and appreciate the value that different perspectives and cultures bring to the organization. This inclusivity fosters innovation and collaboration.

Education, Licenses, Certifications:

• Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience:

• Intermediate level of relevant work experience required.

QUALIFICATIONS

• Develop assigned territory via prospecting, qualifying leads, following up on referrals, setting up appointments, making sales presentations, etc. to maximize sales potential and Cummins reputation.
• Foster and maintain relationships with assigned client base by establishing rapport and building trust.
• Recommend and sell manufactured generator sets, accessories and related equipment utilizing knowledge of power generation equipment.
• Analyze customer needs and interests and determine how company products and services can best meet their needs.
• Achieve sales goals and forecasts, as established by the department and the organization. Assist in marketing and sale of new products and/or prototypes to the existing marketplace.
• Work closely with our Field Service Director, Service Coordinator, and generator technicians.

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

Min Salary $74800

Max Salary $112200

ReqID 2404513

Relocation Package No

Cummins and E-Verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.