Account Executive-On Highway BusinessDescriptionAccount Executive - On Highway BusinessOur 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
Account Executive - On Highway Business to join our team specializing in Sales for our CSSNA On Highway Business Segment in Pittsburgh, PA / your remote home office.
In this role, you will make an impact in the following ways:
- Prospects and develops new opportunities to grow the business.
- Develops/Executes account plans with coaching support.
- Achieves 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.
- Builds positive customer relationships that enable identification of a customer's needs, business model and buying process.
- Uses 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.
- Conducts negotiations according to company guidelines, including payment terms. Assists with 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.
QualificationsTo be successful in this role you will need the following:
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.
- Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
- 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.
- Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.
- Persuades - Using compelling arguments to gain the support and commitment of others.
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 - Basic relevant work experience preferred.
- Critical Needs: Self Motivated - This role is accountable for a specific area of responsibility and a book of business. It's critical that a candidate have experience(s) where they can demonstrate self-discipline including customer call prioritizing, scheduling and route optimization.
- Strong Communication Skills - Written, listening, speaking and presentation. Solid verbal and interpersonal skills including the ability to interface at all levels within an organization. The ideal candidate would show confidence in this area and have a history of relatable experiences at various levels in an organization.
- Customer Focused - foundational to develop customer loyalty and trust. We strive to put our customers first in all we do, working to enhance customer satisfaction, resolving issues with a sense of urgency and building strong customer relationships.
- Solutions minded - we are looking for individuals who demonstrate resourcefulness in finding solutions to problems, externally and internally. It's also about striving to consistently create positive experiences/solutions for our customers to develop long-term rapport and loyalty.
- Conflict resolution skills - we are looking for individuals who can actively listen and objectively provide feedback/guidance to our customers in times of conflict. This requires a great deal of emotional intelligence and self-awareness.
- Organizational savvy - good stewards of our brand, resources and leadership behaviors.
- Ability to adhere to and model ethical behavior and support the right environment.
- This role should be located in Pittsburgh, PA. Other locations may be considered at manager discretion.
Compensation and BenefitsBase Salary range commensurate with experience, range: $59,200-$80,400. 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-VerifyAt 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 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
Primary Location United States-Pennsylvania-Pittsburgh-US, PA, Pittsburgh, Cummins Bridgeway
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Mar 11, 2024, 1:00:00 AM
Unposting Date Apr 9, 2024, 11:59:00 PM
Organization Distribution Business
Role Category Hybrid - Potential for Partial Remote
Relocation Package Ineligible
Req ID: 240001QD
