Account Executive – Industrial

Description

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

• Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.).

• May have responsibility for larger, more complex accounts when paired with a more senior account manager.

• Responsibilities include selling the organization’s products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.

• Develops, manages, and maintains business relationships with assigned accounts supporting the organization’s sales strategy.

• Supports growth or new business opportunities and cost initiatives.

• Extends and expands sale of products and services to existing clients.

• Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.

• Negotiates and implements contracts with accounts as authorized.

• Manages production and distribution issues associated with accounts.

• Responsible for establishing and maintaining positive customer relations.

• Supports account strategy and works with key stakeholders in the business to achieve optimum results.

• Manages accounts receivable deliverables including payment terms negotiation discussions.

Qualifications

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

• Collaborates – Building partnerships and working collaboratively with others to meet shared objectives.

• Manages conflict – Handling conflict situations effectively, with a minimum of noise.

• 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.

• 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.

• Channel Awareness – Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

• Developing Account Strategy – Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.

• 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.

Education, Licenses, Certifications

College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.

This position may require licensing for compliance with export controls or sanctions regulations.

Experience

Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

Position is eligible for Sales Compensation.

Position may be performed anywhere in state of Wyoming.

Methodically identify and target new account opportunities.

Technical capability, aptitude, and experience preferred.

Product application and integration experience preferred.

Maintains accurate reporting and forecasting through utilizationof Cummins tools and processes (i.e. common sales cycle, Customer RelationshipManagement Systems).

Monitor & effectively manage customer inventory.

Active in cross business unit account development in supportof account strategy.

Leads, manages, and coordinates communication and interfaceswith the customer at appropriate levels. Frequent F2F customer support visitsat appropriate cadence.

Assures good communication and coordination between upstreaminfluencers and project management to attain the goals of the sales strategyand culture.

Relevant experience with diesel and natural gas powered equipment for Industrial, Oil & Gas and Mining markets

Communicate and work closely with all internal supportteams.

Training and proficiency in Salesforce, COLS, GCE,Quickserve, and BMS.

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.

Job SALES

Primary Location United States-Wyoming-Gillette-US, WY, Gillette, Cummins Rocky Mountain 2600 2nd

Job Type Experienced – Exempt / Office

Recruitment Job Type Exempt – Experienced

Job Posting Mar 28, 2022, 3:44:12 PM

Unposting Date Ongoing

Organization Distribution Business

Req ID: 210008BH