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9 Sep 2020

Full-Time Senior PEM Sales Executive

Cummins – Posted by Cummins Inc Honolulu, Hawaii, United States

Job Description

Senior PEM Sales Executive


Cummins is a team of dependable, creative thinkers, who are empowered to generate and deliver solutions for customers, community, and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.


As part of Cummins, we will add to your current skills by providing training, encouragement and growth within a teamwork environment. We invest in your professional growth by providing you with education and training opportunities to keep current on industry standards and products. You will gain valuable knowledge of the diesel engine industry and skills that will last a lifetime.


Position Overview:


A successful candidate will perform the sales of planned equipment maintenance (PEM) to our Power Generation customers in an outside sales environment. Territory primarily includes Oahu, but will require occasional travel to other Hawaiian Islands.




* Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account in a business to customer environment.

* Sells company products and services by developing new prospects and accounts.

* Achieves sales targets and ensures customer satisfaction.

* Develops relationships to generate customer goodwill and loyalty.

* Conducts negotiations according to company guidelines.

* Identifies, researches, and contacts prospective customers and builds

* positive relationships that will generate future sales and repeat business.

* Responds to customer concerns about the company and its products.

* Provides leadership and mentoring to less experienced sales representatives.

* Drives utilization of Cummins tools and processes (i.e. Customer

* Relationship Management, Customer focus Six Sigma).

* Promote/market/sell the benefits of Cummins Power Generation Product Support

* Prepare power generation PEM quotations, including doing site inspections, and pre-bid meetings as needed.

* Continued working with existing and new clients for planned maintenance contracts relating to our Power Generation Business.

* Work with internal administrators, parts, and service to fulfill superior service delivery to insure customer satisfaction.

* Assist in resolving customer relation’s problems.

* Conduct themselves in a professional and courteous manner in all aspects of interaction.




* 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 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 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 coach’s sellers to achieve sales objectives.



Education, Licenses, Certifications:



* College, university, or equivalent degree in marketing, sales or a related subject or equivalent industry experience preferred


* This position may require licensing for compliance with export controls or sanctions regulations


Physical Requirements:



* Must be physically capable of performing the requirements of climbing, lifting, bending, and twisting to access gensets


* Must be able to work in at atmosphere with low clearances, enclosed spaces and at heights







* Intermediate level of relevant work experience preferred.

* Candidate must meet all eligibility requirements to drive a Company vehicle, including but not limited to:


* Must have a current, valid driver’s license issued by the state in which they reside

* Must have reliable personal transportation


* Must have current motor vehicle liability insurance


* Must abide by all local, state and federal rules and regulations


Compensation and Benefits:


Compensation: Base salary commensurate with experience.

Benefits: 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. To learn more about E-Verify, including your rights and responsibilities, please visit .


Ready to think beyond your desk? Apply for this opportunity and start your career with Cummins today.


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Job Categories: Equal Opportunities. Job Types: Full-Time.

Job expires in 31 days.

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