Senior Sales Executive

2 weeks ago

Phoenix, Arizona, United States Cummins Full time
Job Title: Senior Sales Executive

We are seeking a highly skilled Senior Sales Executive to join our team at Cummins. As a key member of our Commercial Sales team, you will be responsible for developing and executing account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment, or channel partners.

Key Responsibilities:
  • Prospect and develop new opportunities to grow the business by identifying, researching, and contacting prospective customers.
  • Develop and execute account plans for top prospects and conduct agreed-upon face-to-face sales calls.
  • Develop new customer relationships and strengthen current customer relationships to enable identification of a customer's needs, business model, and buying process.
  • Use understanding of customer needs and priorities to identify and offer Cummins solutions.
  • Gain agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
  • Conduct negotiations according to company guidelines, including payment terms, and assist with collection of accounts receivables when needed.
  • Drive sales, achieving sales targets and ensuring customer satisfaction, and maintain and strengthen customer relationships to generate future sales and repeat business.
  • Consistently use the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value.
Requirements:
  • Sense Making - Develop and/or support an intimate understanding of the customer needs, behaviors, and/or their buying journey.
  • Account Planning - Identify objectives to drive execution of business and/or account strategy.
  • Adapts to target audience - Explain complex topics in such a way that the target audience can understand, retain, and use the information.
  • Developing Account Strategy - Determine current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service.
  • Integrates Customer Perspective - Incorporate an understanding of the customers' perspective on our products and sales efforts.
  • Sales Forecasting - Collect and assess customer data from internal and external sources.
  • Sales Pipeline Management - Plan proactively for successful execution of account/territory-level sales strategies and plans.
  • Articulating Value Proposition - Interpret internal and external customer needs based on relevant application.
  • Pricing Strategy - Develop prices by aligning and building consensus with key stakeholders across functions.
  • Channel Awareness - Explain and contextualize industry structure, dynamics, and path to market.
  • Business insight - Apply knowledge of business and the marketplace to advance the organization's goals.
  • Communicates effectively - Develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences.
  • Customer focus - Build strong customer relationships and deliver customer-centric solutions.
  • Negotiations Excellence - Utilize tools and methods in negotiations to achieve Cummins stakeholder objectives.
Education, Licenses, Certifications:
  • Required: College, university, or equivalent degree in Marketing, Sales, or a related subject, or acceptable sales-related work experience, or an acceptable combination of education and experience.
  • This position may require licensing for compliance with export controls or sanctions regulations.
Additional Information:
  • Intermediate level of relevant work experience required.
  • This is a technical sales role in the Commercial Construction business.
  • Our sales professionals work with engineers and electrical contractors to bid and deliver complex electrical projects requiring generators, electrical switchgear, and controls.
  • The ideal candidate will have either technical training in commercial power systems or substantial industry experience in construction, project management, and/or technical sales.
  • This position will be a hybrid office/home/field position based in the Phoenix or Tucson, AZ metro area.
  • The ideal candidate would be technically minded and very outgoing.
  • There is a very high technical requirement of understanding and acumen for this role, but needs to have strong communication skills as well.
  • This is a sales role, and there is a commission on top of annual salary.
Compensation and Benefits:

Base salary rate commensurate with experience, range: $39,600-$53,500.00. 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.

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 the right to work using E-Verify and 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.

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