Account Executive

Description

Account Executive

Our culture believes in POWERING YOUR POTENTIAL . We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems.

We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about.

We are looking for a talented Account Executive to join our team specializing in Accounting for our BUSINESS SEGMENT in Oak Creek WI your remote home office.

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.

Qualifications

Skills

• 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.
• Ensures accountability - Holding self and others accountable to meet commitments.
• Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

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.
• Sales Territory: Wisconsin, Illinois, & Upper Peninsula of Michigan. Subject to change based on both external customer factors along with internal decisions.
• Ideal candidate to be located in Wisconsin, Minnesota, Iowa or Illinois. Capable of working remotely with excellent time management and prioritization skills.
• End-to-end sales cycle, providing value-added solutions and comprehensive support. Industrial engines with value-added DBU services (air intake, aftertreatment, cooling systems, etc.); along with managing the OEM’s aftermarket parts & service support.
• Detail oriented and well organized. Ability to work with a sense of urgency. Highly responsive and can hold folks accountable.
• Fast paced environment, supporting 10 – 15 Industrial OEM accounts.
• Manages multiple stakeholders both internally and externally; including, but not limited to Purchasing, Supply Chain, Finance, Engineering, Production, Order Management, other Cummins BU's.
• Ability to learn Cummins products and services and to concisely articulate their value to Industrial OEM clients.
• Capable of having both verbal and written challenging conversations with customers. E.g. negotiations, on-time delivery and quality issues, field service issues. Possess professional written and verbal communication skills.
• Individual to be the face of Cummins to your OEM customers; advocating for their support with our internal stakeholders and support groups to create a superior customer experience.
• Position is eligible for sales compensation (80/20 plan).

Compensation and Benefits

Base salary rate commensurate with experience, range: $90,600- $122,700. 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 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.

Job SALES

Primary Location United States-Wisconsin-Milwaukee-US, WI, Oak Creek, Cummins NPower Milwaukee

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Apr 7, 2024, 11:00:00 PM

Unposting Date Apr 22, 2024, 10:59:00 PM

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Ineligible

Req ID: 240002K5