Cummins Inc. Sales Application Engineer in Kenner, Louisiana
Sales Application Engineer
Influences demand and preference for the Cummins products, services, and solutions by influencing technical and commercial stakeholders / gatekeepers through providing excellent product and system sales support.
Develops business relationships with influencers of sales (Key Influencer Customers such as architects, design engineers, design consulting firms, specialty and general contractors, OEMs, dealers, channel partners).
Builds positive relationships and trust with Key Influencer Customers’ management, service and technical personnel.
Identifies Key Influencer Customer needs/priorities. Is the informed resource for assistance to sales, service and technical support personnel at Key Influencer Customers, for example helping them make sense of data and information. Attends site meetings as required.
Recognizes potential sales opportunities. Reports potential sales opportunities in the CRM system. Collaborates with local selling roles and passes opportunities to the relevant Sales Manager or Sales Professional.
Works to influence product/project specifications and purchasing behaviors within Key Influencer Customers. For example, understands the customer / project’s needs and provides a solution that delivers the best value to the customer while taking into account the total cost of ownership.
Stays current on new techniques relevant to the work being performed; achieves and maintains technical/ process competency. Fosters the development of new methods, processes, and procedures.
Leads, motivates, mentors, and develops technical/process expertise within the salesforce.
Develops Key Influencer Customer strategies and maintains them in an account plan-like framework. Works with stakeholders in the business to achieve expected results.
Develops knowledge of the segment, industry, market, and/or territory to allow opportunities for relevant trade association leadership, speaking engagements, and media visibility.
Attends factory project kickoff meetings as required.
Responsible for market analysis reports as well as the impact of potential alternative technologies.
May mentor sales function personnel and less experienced Upstream and User Sales Consultants.
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 engineering, or an acceptable combination of education and experience.
This position may require licensing for compliance with export controls or sanctions regulations.
Experience in technical sales, application engineering or project management desirable.
Responsible for building relationships with Consulting Engineers in the Austin, San Antonio, and South Texas markets.
Clear communication with leadership, peers on the Southern Region SAE/UI Team, and the local Power Generation Sales Representatives on key projects, relationships, and sales initiatives.
Project and relationship management/tracking will be documented in Salesforce.
Technical aptitude to quickly ramp up on the products we are responsible for selling.
Ability to execute technical presentations with external customers and internal sales teams.
Base salary rate commensurate with experience, range: $88,100-$119,300. Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering 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.
Primary Location United States-Louisiana-New Orleans-US, LA, Kenner, Cummins Mid-South New Orleans
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Apr 26, 2023, 11:00:00 PM
Unposting Date Ongoing
Organization Distribution Business
Role Category Hybrid - Potential for Partial Remote
Req ID: 230003W4