Territory Sales - Field Sales Account Executive - Senior

at  Cummins Inc

DESCRIPTION

We are looking for a talented Territory Sales-Field Sales Account Executive-Senior to join our team specializing in Sales for our Industrial Distribution Business in Northeastern Ontario.

JOB SUMMARY:

Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.

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:

Intermediate level of relevant work experience required.

QUALIFICATIONS

• Local Presence : Leverage your proximity to the Northeastern Ontario mining sector to provide timely, on-site support and build strong, lasting customer relationships.
• Industry Expertise : Apply your knowledge of the mining industry and diesel engine operations to deliver tailored solutions and address specific customer needs effectively.
• Customer Support : Utilize your sales experience and willingness to work off-hours to ensure exceptional customer service and support, enhancing satisfaction and loyalty.
• Tool Utilization : Utilize Cummins Sales and Support tools to streamline processes and improve service delivery, prior experience with these tools is not required.

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

• Increase Sales : Identify and pursue potential customers to expand Cummins Inc.’s market presence and drive revenue growth.
• Account Management : Develop and execute strategic account plans to maximize sales opportunities and foster strong relationships with key prospects.
• Customer Relationships : Build and maintain robust customer relationships to better understand their needs, business models, and buying processes.
• Tailored Solutions : Utilize insights into customer needs to propose Cummins solutions that offer clear value and address specific challenges.
• Value Communication : Articulate the differential advantages of Cummins solutions by analyzing and presenting relevant data to help customers make informed decisions.
• Feedback Loop : Relay emerging customer needs and market trends to management to refine product offerings and sales strategies.
• Collections & Negotiations : Manage payment negotiations and collections to ensure timely receipt of funds and maintain a healthy accounts receivable status.
• Sales Teamwork : Collaborate with other account executives, when needed in times of absence, ensuring adherence to sales continuity and enhancing overall team performance.

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

• Business Insight : Apply comprehensive knowledge of market dynamics and organizational goals to drive strategic initiatives and advance Cummins Inc.’s objectives.
• Effective Communication : Develop and deliver clear, tailored messages to various audiences, ensuring the unique needs of each group are effectively addressed.
• Customer Focus : Cultivate strong customer relationships and provide solutions that are centered around the customer’s specific needs and preferences.
• Articulating Value Proposition : Clearly explain and demonstrate how Cummins’ products and services meet customer needs better than competitors, highlighting unique strengths and benefits.
• Channel Awareness : Understand and navigate the industry landscape, including market structures and pathways, to align strategies with organizational goals.
• Pricing Strategy : Collaborate with stakeholders to develop pricing that aligns with business targets and market expectations, ensuring competitive and profitable outcomes.
• Negotiations Excellence : Employ effective negotiation techniques and tools to reach agreements that satisfy all parties while meeting Cummins’ objectives.
• Account Planning : Strategically plan and track account progress by setting clear objectives, assessing current status, and making adjustments to achieve desired outcomes – recording same information in Cummins customer reporting management tool.

ADDITIONAL RESPONSIBILITIES TO THIS ROLE:

• Sales support to customers based in the mining sector of Northeastern Ontario (Sudbury, North Bay & Timmins) region. Hybrid position, mainly working from home and living in the area preferred, due to proximity to customers. Technical diesel engine operation, installation, and light troubleshooting knowledge is an asset.
• Customer relationship building and previous sales experience required. Knowledge of the mining industry, mining customer needs, and operations is also required. Willingness to support customers in off hours from time to time is needed. Personal late model vehicle required to travel to/from customers as required.
• Skill and Knowledge of Cummins Sales and Support tools (COLs, Cumpas, GCE, Insite, SalesForce, etc.) are preferred but not required.