Cummins Inc. Marine Account Executive in Bristol, Pennsylvania
Marine Account Executive
Marine Account Executive
Our culture believes in POWERING YOUR POTENTIAL . We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems.
We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about.
We are looking for a talented Marine Account Executive to join our team.
In this role, you will make an impact in the following ways:
Provide sales support for Cummins products and/or services throughout the sales cycle. May support more complex customer accounts that require adaptation of response or extensive research. May independently develop and capture opportunities for additional sales.
Direct Sales (where appropriate)
Handles inbound, unsolicited prospect calls and converts these opportunities into sales.
Develops opportunities to sell company products and services by developing leads via telephone or other technologies and/or cold-calling prospects generated by external sources.
Drives additional sales through follow-up calls or emails to existing customers for repeat business, cross-selling and up-selling.
Conducts negotiations according to company guidelines.
Achieves revenue and margin targets. Ensures customer satisfaction through use of the Cummins Sales Process and execution of the sales cycle from lead to sale.
Creates and delivers qualified leads to sales representatives where appropriate.
Assists salesforce with quotation/RFP management and other sales cycle operations as needed.
Builds and/or maintains positive customer relationships that generate loyalty and/or future sales.
Supports negotiations according to company guidelines. Assists with accounts receivables.
Answers more complex, escalated internal and sales customer inquiries so that inquiries are dealt with accurately and promptly, per company guidelines. Analyzes customer inquiries to identify recurring user problems and recommend solutions. May provide additional support to more complex accounts or for customer questions requiring extensive research.
Enters new customer data and updates changes to existing accounts in the corporate database.
Supports setting up new customer accounts per Cummins' guidelines. Supports a new account to set up Cummins as their supplier.
Maintains accurate sales entry, reporting and forecasting through utilization of Cummins tools and processes (e.g., Cummins Sales Process, Customer Relationship Management systems).
Seeks opportunities to utilize processes, procedures and initiatives designed to grow the business and increase customer value and loyalty. Ensures correct utilization of relevant company processes, systems, and procedures by Inside Sales. Evaluates results and recommends improvements.
Assures good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.
Coordinates input from sales staff to develop proactive communications to customers.
Plans, prioritizes, and schedules Inside Sales activities and resources to ensure continuity of service. Mentors and develops Inside Sales staff to ensure that sales support targets are met.
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.
Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
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.
Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
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.
Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Persuades - Using compelling arguments to gain the support and commitment of others.
Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
Education, Licenses, Certifications
University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience required.
This position may require licensing for compliance with export controls or sanctions regulations.
Prior experience required. Experience as a quote analyst or another sales support function desirable. Limited travel may be required. Experience with customer relationship management software desirable. Experience with other software-based sales and business tools desirable.
Project Management - Understands a project's key deliverables and timeline to effectively collaborate with a team to develop and track milestones.
Market Segment Research - Analyze market segment trends and customer requirements to leverage emerging technologies and clean environmental solutions.
Customer Support Planning - Understands customer uptime requirements in order to develop a Customer Support Plan for distribution to key stakeholders.
Compensation and Benefits
Salary range is $73,600 - $92,000. Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after taking into account relevant factors, including a candidate’s qualifications and experience, where appropriate.
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.
Primary Location United States-Pennsylvania-Philadelphia-US, PA, Bristol, Cummins PowerSystems Philadelphia
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting May 24, 2023, 1:00:00 PM
Unposting Date Ongoing
Organization Distribution Business
Role Category Hybrid - Potential for Partial Remote
Req ID: 230004RO