Job Description

In this role, you will make an impact in the following ways:

Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve 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.
* Develops new customer relationships and strengthens current 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.
* Brings current and emerging needs of the customer and market to their manager/director.
* 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.
* Provides leadership and mentoring to less experienced account executives.

Skills

To be successful in this role you will need the following:

Intermediate level of relevant work experience required.
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
• 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 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 LA
• 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 Office (Excel, PowerPoint, Word and Outlook).
• Dealer sales/service experience is a plus.

The territory for this position is primarily Los Angeles County, CA.
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.

Compensation and Benefits
Base salary rate commensurate with experience. 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.

How to Apply

Job Categories: Equal Opportunities. Job Types: Full-Time. Salaries: Not Disclosed.

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