Key Account Manager - Electrolyzers - Americas (REMOTE ONLY)

at  Cummins Inc

DESCRIPTION

We are looking for a talented Key Account Manager - Electrolyzers to join our team for our Accelera Business Unit. This is a nationwide remote opportunity and can be based anywhere in Canada.

EDUCATION, LICENSES, CERTIFICATIONS

• College, university, or equivalent degree in Marketing, Sales, technical or a related subject required.
• MBA preferred but not required.
• This position may require licensing for compliance with export controls or sanctions regulations.

EXPERIENCE

• 5yrs minimum experience required in business to business sales, ideally selling to large accounts in a corporate business environment. Will be accountable for selling hundreds of millions of dollar accounts - North America. Experience selling capital equipment in the energy or hydrogen space is ideal.
• Hands on experience in purchasing/commercial contract negotiation required including the legal and technical negotiations.
• Responsible for developing relationships with key accounts for the Americas electrolyzers business that will create future opportunities and sales for the business.
• Negotiate long term agreements to secure business for the future with key accounts- High level understanding of overall Hydrogen market value chain and interactions in relation to key accounts.
• Awareness of Government incentives for Hydrogen projects (PTC, ITC, etc.) is a plus.
• Experience working with EPC partners (engineering, procurement, construction) is a plus.
• Experience selling capital equipment (OEM sales) is a plus.

IN THIS ROLE, YOU WILL MAKE AN IMPACT IN THE FOLLOWING WAYS:

• Effectively manages the relationship and business strategies for large, complex assigned accounts (cross-regional, global, etc.) to grow our share of the customer’s wallet and achieve sales goals. Strengthens existing customer relationships and builds additional relationships within accounts.
• Develops, manages, and expands business relationships with assigned accounts, for example by understanding and using their industry terminology and understanding their business model and buying process.
• Identifies current and emerging customer needs. Develops and executes account strategies to grow share with existing accounts and supports new business opportunities.
• Grows Cummins’ share of the customer’s business. Negotiates and implements contracts with accounts as authorized, for example by managing customer questions and managing escalations for accounts receivable and/or payment terms.
• Achieves revenue and share goals associated with revenue and profit targets.
• Develops and executes account sales plans in support of business strategy. Develops growth or new business opportunities jointly with accounts and supports initiatives to increase customer value.

TO BE SUCCESSFUL IN THIS ROLE YOU WILL NEED THE FOLLOWING:

• 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.
• 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.
• 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.