Cummins Inc. Account Executive in Maumee, Ohio
Responsible for leading an account team and customer relationships through the sales and account support cycle and executes sales and business development plans to achieve revenue and profitability goals within assigned customers. Develops new and expands existing customer relationships within the Customer. Leads the communication and relationship fostering of the account team. Responsible for the execution of the sales strategy in support of assigned customers.
- Roles aligned to this GPP may be eligible for a Sales Compensation program.
Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy.
Supports profitable growth or new business opportunities jointly with the key accounts and supports cost initiatives.
Achieves revenue goals associated with revenue and profit targets.
Extends and expands sale of products and services to new and existing customers.
Negotiates and implements contracts with accounts as authorized.
Fosters/supports/executes the development of new methods, processes, and procedures.
Mentors, motivates, and develops less experienced sales and account team staff.
Maintains account plans and works with stakeholders in the business to achieve expected results.
Acts as a champion for the voice of the customer within the business: Responsible for measuring customer loyalty using NPS methods and championing CFSS or ‘just do it’ projects which are the outcome of a NPS loyalty workshop.
Manages accounts receivable deliverables including payment term negotiation discussions.
Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
Supports/executes Customer Focus Six Sigma initiatives to strengthen relationship with customer.
Active in cross business unit account development in support of account strategy.
Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.
Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (if applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.
Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Can use these skills to accomplish required job tasks. Little support is required to apply these skills effectively.
Channel Awareness - Ability to identify needs of global channel partners to support customers more effectively. Understands the paths to market for Cummins products and communicates to and influences appropriately those within the channel that impact the customer relationship in order to support needs of customers. Suggests the development of policies, training, communication paths and programs to support channel partners to find alignment and achievement of local and global Cummins marketing strategies and organizational goals
Product Knowledge - Knowledge of products/services and product/service lines. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.
Sales Negotiation - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).
Financial Understanding - Ability to understand and act on financial information. Basic understanding of financial statements, terms, and concepts. Ability to analyze data and perform basic calculations such as Gross Margin, NPV, discounting analysis, price elasticity, and breakeven. Able to formulate a business case to support an idea. Familiar with SOx regulations.
Account Planning - Able to identify support needs or service improvement needs of a customer. Can write goal statements that are specific, measurable, actionable, realistic and time based. Able to execute a strategy. Able to identify initiatives that will lead to achieving defined goals. Able to apply measures and track progress toward the goal. Familiar with Customer Market Profitability tools that can be utilized during account planning.
Manage Customer Relationships - Develops rapport, builds trust, and creates value in relationships with customers and channel partners. Identifies decision makers and those influential in the decision process and effectively communicates with them. In managing this relationship, displays core values (e.g. empathy, etc.) and is able to adequately interrogate matter to identify root concerns. Basic understanding of techniques and tools to enhance productivity (i.e. schedules, appointments, call plans, etc). Has a basic understanding of attitudes and behaviors to establish relationships and build trust. Understands the need to and responds with the appropriate time frame to customer needs.
Focus on Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage customer contact to both attain customer specific information and educate the customer to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience
Significant level of relevant work experience, including previous customer and/or product experience required.
Purchasing/commercial contract negotiation preferred.
- Lead Cummins efforts with Key On-Highway Accounts in the territory to achieve Cummins market share objectives andsupport alliance OEM efforts
Understand customer needs
Create preference for Cummins Total Value Package
Develop account plans for assigned national accounts
Perform consulting role for optimum specs and lowest cost of operation
Create loyalty through Customer Support Excellence
Partner with alliance OEM’s to achieve mutual success
Forecast Account volumes and Cummins/OEM share
Develop / support Customer Focused Six Sigma initiatives
Implement "cross selling" approach for engines, parts, filters, aftertreatment and service
- Proactively function as the primary Cummins contact with the alliance OEM field organizations
Establish strong relationships
Build awareness of Cummins advantages through regular communication
Work with internal Cummins teams to solve customer problems
- Execute on Agreed upon Truck Engine Council (TEC) initiatives
- Follow Sales Management ROA (Results, Objectives, Activities) model to achieve market share targets
- Represent and qualify the needs of Customers, Dealers, and Distributors to Marketing/Engineering/Service Organizations
Identify product and customer support needs aimed at comparative advantage
Address opportunities and resolve issues reported by OEM to Cummins Account Teams
The sales territory is Toledo, Ohio, and surrounding area with primary support to dealers.
At Cummins, we are dedicated to diversity in the workplace and our policy is to provide equal employment opportunities to all qualified persons without regard to race, age, color, sex, religion, national origin, disability, veteran status, sexual orientation, gender identity and/or expression or other status protected by law.
Primary Location United States-Ohio-Perrysburg-US, OH, Maumee, Cummins Bridgeway Toledo
Job Type Experienced - Professional / Office
Recruitment Job Type Professional - Experienced
Job Posting Sep 5, 2017, 10:00:12 AM
Unposting Date Ongoing
Req ID: 17000596