Sales Executive - Automotive Territory - 230002FU

Descripción

Sales Executive for Automotive Territory

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 Sales Executive to join our team in Houston, TX.

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

• Search for potential customers and develop new opportunities to grow the business.
• Independently develops/executes account plans to build customer relationships and achieve sales targets within assigned sales territory, market segment, or channel partners.
• Develop opportunities to upsell by identifying, researching, and contacting potential customers.
• Develops and executes account plans for top leads and makes agreed-upon personal sales calls.
• Develops new customer relationships and strengthens existing customer relationships by identifying a customer's needs, business model, and buying process.
• Uses understanding of customer needs and priorities to identify and deliver Cummins solutions.
• Achieves agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information, and the value proposition.
• Communicates current and emerging customer and market needs to your manager/director.
• Conduct negotiations in accordance with company guidelines, including payment terms.
• Collaborate with the collection of accounts receivable payments when necessary.
• Drive sales, achieve sales targets and ensure customer satisfaction.
• Maintains and strengthens customer relationships to generate future sales and business loyalty.
• Responds to customer concerns in a timely manner.
• Consistently uses the Cummins sales process as well as Cummins tools, processes and initiatives that support sales, customer satisfaction and customer value, for example, project and customer relationship management specials.
• Reports activity through the customer relationship management tool as directed by management.
• Prepare sales forecasts as indicated.
• Provides leadership and guidance to less experienced account executives.

Calificaciones

To 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 promotes a deeper understanding of customer needs, behaviors and/or buying journey. Synthesizes complex information form internal and external resources to offer customized solutions for the internal or external client.
• Account Planning – Identifies objectives to drive implementation of the business or account strategy by comparing status to what should have been achieved and making it possible to assess progress against goals.
• Adaptation to the target audience – Explains complex topics (important technical data, subject matter expertise, etc.) in such a way that the target audience (eg. Sales professionals, customers, training providers, etc.) can understand, retain and use information.
• Account Strategy Development – Determines the current state of the account in terms of relationship, financials, product competition, bottlenecks, quality and service, and pinpoints the desired future state by balancing customer requirements and business capabilities with the goal to define achievable objectives aligned with the business strategy.
• Integrates Customer Perspective – Incorporates an understanding of customers’ perspectives on our products and sales efforts to develop sales content that enhances our ability to meet their needs and increase revenue.
• Sales Forecasts – Collects and evaluates customer data from internal and external sources; Compare that information with historical data to determine useful insights and create a forecast of future consumption patterns.
• Sales Channel Management – Proactively plans for the successful implementation of account/territory level sales strategies and plans based on current channel; Evaluates the status of the channel (size, content, progress); adjust sales strategy, plans or high-impact activities accordingly; Guides salespeople to achieve sales targets, as appropriate.
• Value Proposition Articulation – Interprets the customer’s internal and external needs on the basis of the relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses in order to meet specific customer needs and differentiate from the competition.
• Pricing Strategy – Sets prices by aligning and building consensus with key stakeholders from all functions to achieve business goals.
• Business Acumen – Apply business and market knowledge to advance organizational goals.
• Communicate Effectively – Develop and generate multimodal communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus – Cultivate strong customer relationships and deliver customer – centric solutions.
• Negotiation Excellence – Uses negotiation methods and tools to achieve Cummins stakeholder objectives and reach mutual agreement on all contract terms between parties.

Education, Licenses, and Certifications Required:

• College, University, or equivalent degree in sales, marketing, or related field, or acceptable sales work experience, or an eligible combination of education and experience. This position may require licenses to comply with export control or sanctions regulations.

Experience:

• An intermediate level of relevant work experience is mandatory.

Additional Requirements:

• Understanding of the trucking industry, emissions regulation and engine technology.
• Expert consultant thanks to continuous learning of technology, products and processes.
• Ability to present effectively and professionally on a personal or group level.
• Ability to use Cummins diagnostic software.
• Ability to achieve sales following processes with minimal assistance.
• Driver’s license and proof of insurance.
• Efficient use of Microsoft Office (Excel, PowerPoint, Word, and Outlook).
• Experience with truck dealers in the sales or service area adds value.
• The position may be eligible for a sales compensation scheme (Commission)

Compensation and Benefits

Base salary rate commensurate with experience. 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 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.

Puesto SALES

Ubicación principal Estados Unidos de América-Texas-Houston-US, TX, Houston, Cummins Southern Plains

Tipo de puesto Con experiencia

Recruitment Job Type Not translated: Exempt - Experienced

Anuncio de trabajo 22/03/2023, 01:05:58

Fecha de anulación de publicación Continuo

Organización Distribution Business

Req ID: 230002FU