Account Executive-On Highway Business
Cummins
- Pittsburgh, PA
- $59,200-80,400 per year
- Permanent
- Full-time
- Prospects and develops new opportunities to grow the business.
- Develops/Executes account plans with coaching support.
- Achieves sales goals within the assigned sales territory, market segment or channel partners.
- Develops opportunities to increase sales by identifying, researching and contacting prospective customers.
- Develops and executes account plans for top prospects and conducts agreed upon face-to-face sales calls.
- Builds positive customer relationships that enable identification of a customer’s needs, business model and buying process.
- Uses understanding of customer needs and priorities to identify and offer Cummins solutions.
- Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
- Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed.
- Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.
- Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g. Customer Relationship Management and special projects.
- Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed.
- 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.
- 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.
- Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
- 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.
- Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.
- Persuades - Using compelling arguments to gain the support and commitment of others.
- 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.
- Basic relevant work experience preferred.
- Critical Needs: Self Motivated - This role is accountable for a specific area of responsibility and a book of business. It's critical that a candidate have experience(s) where they can demonstrate self-discipline including customer call prioritizing, scheduling and route optimization.
- Strong Communication Skills - Written, listening, speaking and presentation. Solid verbal and interpersonal skills including the ability to interface at all levels within an organization. The ideal candidate would show confidence in this area and have a history of relatable experiences at various levels in an organization.
- Customer Focused - foundational to develop customer loyalty and trust. We strive to put our customers first in all we do, working to enhance customer satisfaction, resolving issues with a sense of urgency and building strong customer relationships.
- Solutions minded - we are looking for individuals who demonstrate resourcefulness in finding solutions to problems, externally and internally. It's also about striving to consistently create positive experiences/solutions for our customers to develop long-term rapport and loyalty.
- Conflict resolution skills - we are looking for individuals who can actively listen and objectively provide feedback/guidance to our customers in times of conflict. This requires a great deal of emotional intelligence and self-awareness.
- Organizational savvy - good stewards of our brand, resources and leadership behaviors.
- Ability to adhere to and model ethical behavior and support the right environment.
- This role should be located in Pittsburgh, PA. Other locations may be considered at manager discretion.