Cummins Inc. Power Generation Sales Account Lead, Cummins Sales & Service, Pacific Region in Renton, Washington

Power Generation Sales Account Lead, Cummins Sales & Service, Pacific Region


Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.

This is what we call Working Right.

Our Cummins Sales and Service organization delivers reliable, durable, high performing products to our global partners. Working in an innovative space, you’ll develop high tech solutions that will fuel your advanced career skill set and empower you to own your career. Our integrated businesses demand the talents and creativity of individuals with a wide range of skills and experience.

We are looking for an extraordinary power generation sales account lead with at least 5 years of electrical or mechanical equipment sales experience in Data Center sales account management or similar project management experience. This person will be based out of Renton, Washington.

This sales account manager will have the following experiences:

  • Experience in growing significant customer relationships interfacing with executive level decision makers

  • Experience with large customer management and with strategic customer management.

  • Experience in strategic business planning and strong background in value based selling

  • Engage executive-level Data Center decision makers by demonstrating a thorough understanding of their business strategy and communicate the value proposition offered by Cummins Inc.

  • Account plan development strategies and implementation to positively influence high level decision makers and create a Cummins preference.

  • Respond to RFP solicitations, leading the development of formal proposals that are professional and effective. After the sale, prepare responses to RFIs and initiate change-order proposals as needed

  • Understands key strategic accounts, including industry trends, business objectives and operational issues. Develops relationships throughout the strategic accounts and connects strategic Data Center solutions.

  • Coordinates with Operations, Finance and other internal Cummins groups as needed to effectively execute strategic Account Plans.

  • Assist the Cummins marketing group as needed for trade shows and other promotional events

The sales manager will also be expected to:

  • Manage customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.

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

  • Achieve sales targets and ensures customer satisfaction.

  • Develop relationships to generate customer goodwill and loyalty.

  • Conduct negotiations according to company guidelines.

  • Identify, research, and contact prospective customers and builds positive relationships that will generate future sales and repeat business.

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

  • Provide leadership and mentoring to less experienced sales representatives.

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

To succeed in this role, the sales manager will have the following skill sets:

Focus On Customer Needs - Able to leverage network of customer contacts to attain customer 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.

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. 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).

Education, Licenses, Certifications

College degree in engineering and/or equivalent industry experience required.

Compensation and benefits

Base salary commensurate with experience plus bonus. 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.

Ready to help the customer? Apply for this opportunity and start your career with Cummins today.



Primary Location United States-Washington-Seattle-US, WA, Renton, Cummins Northwest Oakesdale

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Jan 5, 2017, 5:38:50 PM

Unposting Date Ongoing