DESCRIPTION

Our culture believes in POWERING YOUR POTENTIAL . We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems.

We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what \#LifeAtCummins is all about.

We are looking for a talented Territory Sales – Field Sales Account Exec - Senior to join our team specializing in Sales for the Distribution Business Segment in Hilliard, OH.

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

• Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment, or channel partners.
• Develops opportunities to increase sales by identifying, researching, and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed-upon face-to-face sales calls.
• Develops new customer relationships and strengthens current customer relationships that enable identification of a customer’s needs, business model, and buying process.
• Uses an understanding of customer needs and priorities to identify and offer Cummins solutions.
• Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
• Bring current and emerging needs of the customer and market to their manager/director.
• Conducts negotiations according to company guidelines, including payment terms. Assists with the collection of accounts receivables when needed.
• Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.
• Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g., Customer Relationship Management and special projects.
• Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed.
• Provides leadership and mentoring to less experienced account executives.

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.
• Developing Account Strategy - Determines the current status of the account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defines desired future state by balancing customer requirements and business capabilities to define achievable targets aligned with the business strategy.
• Integrates Customer Perspective - Incorporates an understanding of the customer's 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 the current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high-impact activities accordingly; as applicable coaches sellers to achieve sales objectives.
• Articulating Value Proposition - Interprets internal and external customer needs based on relevant applications; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customers' specific needs to differentiate against the 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 to advance organizational goals.
• Business insight - Applying knowledge of business and the marketplace to advance the organization’s 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.
• Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve mutually agreed upon contract terms between all parties.

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

• An intermediate level of relevant work experience is required.
• Electrical or Power Gen background.
• Although Hybrid role, the position must be located in the assigned Ohio Territory.

Compensation and Benefits

• Base salary rate commensurate with experience, range: $39,600 - $53,500 . 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. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage, and a full complement of personal and professional benefits.

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. Cummins 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.

Job Sales

Organization Cummins Inc.

Role Category

Job Type Exempt - Experienced

Min Salary $74800

Max Salary $112200

ReqID 240005GH

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.