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Account Executive - Bus Business

Description

Account Executive - Bus Business

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 - Bus Business to join our team specializing in Account Management for our CSSNA On-Highway Business Segment in Novi, MI / your remote home office.

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

• Supports the account team and account strategies to build customer relationships and grow our share of the customer's wallet with an assigned set of customers or a geographic region.
• Supports the account team in developing and maintaining positive customer relationships. Assists in organization of customer visits and negotiations.
• Supports the account team in identifying customer needs.
• As requested, helps curate/organize data and information that will help a specific customer to evaluate Cummins benefits.
• Provides information to the account team to support the negotiation and implementation of contracts with accounts.
• Helps coordinate communication and interfaces with the customer at appropriate levels.
• Coordinates internal communication across sales roles and segments and/or with internal stakeholders.
• Supports the account team to meet revenue and share goals within assigned accounts.
• Act as a champion for the voice of the customer within the business.
• Supports projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
• Executes the Cummins Sales Process.
• Supports/Maintains accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.

Qualifications

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

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.
• 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 or a related subject or an acceptable combination of education and experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience

• Basic relevant work experience required.
• Customer-facing experience preferred.
• Outside sales role to manage existing accounts, develop new accounts, and provide customer support for our Cummins Sales and Service branches.
• Account types are Bus (Transit, School Bus, Motorcoach, and School Bus Dealer)
• Salesforce usage required.
• The territory is the state of Michigan.
• This is a hybrid role, 70% or your time will be in the field traveling to account locations and Branches by car.

Compensation and Benefits

Base Salary range commensurate with experience, range: $67,800-$$91,700. 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-Michigan-Novi-US, MI, New Hudson, Cummins Bridgeway Branch

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Mar 3, 2024, 10:00:00 PM

Unposting Date Mar 18, 2024, 10:59:00 PM

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Ineligible

Req ID: 240001JD