Cummins Inc. Account Executive On Highway Market in Miami Lakes, Florida
Account Executive On Highway Market
In this role, you will make an impact in the following ways:
Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior account manager. Responsibilities include selling the organization's products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.
Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy.
Supports growth or new business opportunities and cost initiatives.
Extends and expands sale of products and services to existing clients.
Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.
Negotiates and implements contracts with accounts as authorized.
Manages production and distribution issues associated with accounts.
Responsible for establishing and maintaining positive customer relations.
Acts as a champion for the voice of the customer within the business.
Supports account strategy and works with key stakeholders in the business to achieve optimum results.
Responsible for measuring customer satisfaction and creating action plans to improve satisfaction based on data.
Manages accounts receivable deliverables including payment terms negotiation discussions.
Drives Customer Focus Six Sigma initiatives to strengthen relationship with customer.
Drives cross business unit account development in support of account strategy.
Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Ensures accountability - Holding self and others accountable to meet commitments.
Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.
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.
Education, Licenses, Certifications
College degree in marketing, sales, technical or a related subject or equivalent industry experience required.
This position may require licensing for compliance with export controls or sanctions regulations.
To be successful in this role you will need the following:
Minimun 2 years relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.
Territory Account Executive (TAE)
Ability to speak, write, and read Spanish a preferred attribute
Primary responsibilities are: building relationships with and supporting major fleets and OEM dealers.
Key deliverables are achieving Cummins engine market share targets for medium/heavy duty trucks and revenue targets for parts and service.
Manage large fleet customers to maintain and increase the purchases of new Cummins-powered medium/heavy duty trucks
Assist with specifications for new trucks and optimize customer’s current engine settings/parameters
Drive parts and service business into CSSNA branch locations
Support, train, and be an engine sales resource for all OEM dealers sales departments
Freightliner, Kenworth, Peterbilt, International, Volvo, Mack, Hino, Isuzu and others.
Must be familiar with spec'ing process, including transmissions, gear ratios, engine speed and Hp, across a wide variety of applications.
Support Dealers’ Parts and Service departments with promotions, parts assistance, certification, warranty/policy support.
Strong understanding of trucking industry, clean engine funding, air quality and other regulations affecting fleets in Florida
Continuously update knowledge to be product, industry and compliance expert.
Ability to make effective, professional presentations, one on one, and to large groups.
Ability to use Cummins Insite diagnostic software
Ability to successfully complete sales process/achieve targets with minimal management involvement.
Valid driver's license and proof of insurance.
Proficiency with Microsoft Office (Excel, PowerPoint, Word and Outlook).
Dealer sales/service experience is a plus.
Position may be eligible for Sales Compensation
The territory for this position is Southern Florida
Compensation and Benefits
Base salary rate commensurate with experience. 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-Florida-Miami-US, FL, Miami Lakes, Cummins Power South
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Jan 5, 2022, 11:40:32 AM
Unposting Date Ongoing
Organization Distribution Business
Req ID: 22000013