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Cummins Inc. Account Executive - On Highway Business in Las Vegas, Nevada

Account Executive - On Highway Business

Description

Responsible for leading an account team and customer relationships through the sales and account support cycle and executes sales and business development plans to achieve revenue and profitability goals within assigned customers. Develops new and expands existing customer relationships within the Customer. Leads the communication and relationship fostering of the account team. Responsible for the execution of the sales strategy in support of assigned customers.

  • Roles aligned to this GPP may be eligible for a Sales Compensation program.

Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy.

Supports profitable growth or new business opportunities jointly with the key accounts and supports cost initiatives.

Achieves revenue goals associated with revenue and profit targets.

Extends and expands sale of products and services to new and existing customers.

Negotiates and implements contracts with accounts as authorized.

Fosters/supports/executes the development of new methods, processes, and procedures.

Mentors, motivates, and develops less experienced sales and account team staff.

Maintains account plans and works with stakeholders in the business to achieve expected results.

Acts as a champion for the voice of the customer within the business: Responsible for measuring customer loyalty using NPS methods and championing CFSS or ‘just do it’ projects which are the outcome of a NPS loyalty workshop.

Manages accounts receivable deliverables including payment term negotiation discussions.

Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).

Supports/executes Customer Focus Six Sigma initiatives to strengthen relationship with customer.

Active in cross business unit account development in support of account strategy.

Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.

Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (if applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations

Executes the Cummins Sales Process

Qualifications

Skills

Customer focus - Building strong customer relationships and delivering customer-centric solutions.

Ensures accountability - Holding self and others accountable to meet commitments.

Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

Persuades - Using compelling arguments to gain the support and commitment of others.

Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

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.

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.

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.

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.

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.

Education, Licenses, Certifications

College, university, or equivalent 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.

Experience

Significant level of relevant work experience, including previous customer and/or product experience required.

Purchasing/commercial contract negotiation preferred.

Territory Account Executive (TAE)

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.

Fleets

  • Manage large fleet customers to maintain and increase the purchases of new Cummins-powered medium/heavy duty trucks. Customers may include bus fleets.

  • Assist with specifications for new trucks and optimize customer’s current engine settings/parameters

  • Drive parts and service business into CSSNA branch locations

Dealers

  • Support, train, and be an engine sales resource for all OEM dealers sales departments

  • Freightliner, Kenworth, Peterbilt, International, Volvo, Mack, Isuzu, Hino, 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.

Additional Requirements:

  • Strong understanding of trucking industry, clean engine funding, air quality and other regulations affecting fleets in NV, UT, AZ

  • 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 365 (Excel, PowerPoint, Word, Outlook, Teams).

  • Dealer sales/service experience is a plus.

This position is based in Las Vegas, NV, and the territory includes most of Nevada, portions of Southern Utah, and Mohave County in Arizona.

Job SALES

Primary Location United States-Nevada-Las Vegas-US, NV, Las Vegas, Keolis Transit

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Apr 9, 2021, 10:37:30 AM

Unposting Date Ongoing

Req ID: 210001M2

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