DESCRIPTION

We are looking for a talented Sr. Sales Territory Account Executive to join our team specializing in Sales for Cummins, Inc. in Des Moines, IA.

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.
• Execute Account Plans : Developing and executing strategic account plans for top prospects, including face-to-face sales calls, will drive targeted sales efforts.
• Build and Strengthen Relationships : Establishing new customer relationships and enhancing existing ones will help you understand customer needs, business models, and buying processes, leading to repeat business.
• Offer Tailored Solutions : Using your understanding of customer priorities, you’ll identify and present Cummins solutions that meet their specific needs, driving sales and ensuring customer satisfaction.
• Highlight Value Proposition : Helping customers understand and evaluate the differential advantages of Cummins solutions will secure their agreement and commitment.
• Conduct Effective Negotiations : By adhering to company guidelines, including payment terms, you’ll ensure successful and fair negotiations.
• Manage Receivables : Assisting with the collection of accounts receivables and maintaining acceptable levels of past due accounts will support financial health.
• Utilize Sales Tools : Consistently using the Cummins Sales Process and tools like Customer Relationship Management will enhance sales efficiency, customer satisfaction, and overall customer value.

RESPONSIBILITIES

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

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Be well-versed in your products, solutions, and services. Tailor your demonstrations to show how your solutions meet the unique needs of each customer.
• Developing Account Strategy - Evaluate the current relationship, financial health, product competitiveness, barriers, quality, and service levels of each account. Balance customer requirements with your business capabilities to set realistic and achievable targets. Develop a comprehensive plan to move from the current state to the desired future state, ensuring all stakeholders are on board.
• Sales Forecasting - Gather customer data from both internal and external sources and compare this data against historical trends to identify patterns and insights. Use these insights to predict future consumption patterns, helping to inform inventory management, marketing strategies, and sales targets.
• Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on the current pipeline. Regularly assess the health of your sales pipeline, looking at its size, contents, and progress. Be ready to adjust your sales strategy and plans based on pipeline evaluations.

QUALIFICATIONS

Education/Experience

• 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.
• Intermediate level of relevant work experience required.

Additional Responsibilities:

• This is a technical sales role in the Commercial Construction business. Our sales professionals work with engineers and electrical contractors to bid and deliver complex electrical projects requiring generators, electrical switchgear, and controls. Typical projects include public infrastructure, water treatment, hospital, and data center.
• The ideal candidate will have either technical training in commercial power systems or substantial industry experience in construction, project management and /or technical sales.
• This position will be hybrid office/home and must be based in the state of Iowa, Des Moines/Cedar Rapids/Rock Island area desirable.
• Prior history with operating a CRM, Salesforce preferred.

Compensation

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.

This role is on an 40/60 sales compensation plan.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

Min Salary $39600

Max Salary $53500

ReqID 2402887

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.