Cummins Inc. Account Executive - Direct Sales in Kapolei, Hawaii

Requisition Number

17-0095

Post Date

9/1/2017

Title

Account Executive - Direct Sales

City

Kapolei

State

HI

Description

Job Summary

Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.Primary role of this position will be to provide sales support to major fleets in the territory in an effort to encourage the customer

to purchase new Cummins-powered medium and heavy duty trucks. This includes working with fleets to spec new trucks, optimize their engines' settings/parameters, and working with the Cummins service group as needed when customers' trucks are in for repairs.

Key Responsibilities

  • Sells company products and services by developing new prospects and accounts.

  • Achieves sales targets and ensures customer satisfaction.

  • Develops relationships to generate customer goodwill and loyalty.

  • Conducts negotiations according to company guidelines.

  • Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.

  • Responds to customer concerns about the company and its products.

  • Provides leadership and mentoring to less experienced sales representatives.

  • Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

Requirements

Qualifications and Competencies

Skills

Focus On Customer Needs - Able to leverage network of customer contacts to attaincustomer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.

Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the

Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.

Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.

Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management

habits.Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Sales Negotiations - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) 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).

Ability to make effective presentations one on one and to large groups

  • Continuously update knowledge to be product, industry and compliance expert.

  • Ability to successfully complete sales process with minimal management involvement.

  • Valid driver's license and proof of insurance.

  • Proficiency with Microsoft Office (Excel, PowerPoint, Word and Outlook).

Education, Licenses, Certifications

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


  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.

  • Please view Equal Employment Opportunity Posters provided by OFCCP here at http://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm .

  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have accessto the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosureis (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41CFR 60-1.35(c)