Territory Sales - Field Sales Account Executive - Senior - Cummins Inc.

**DESCRIPTION** We are looking for a talented Territory Sales - Field Sales Account Executive - Senior to join our team specializing in Sales for our Distribution Business in Sumner, WA. **Job Summary:** 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. **In this role, you will make an impact in the following ways:** + **Business Insight** : You'll leverage your understanding of the business landscape and market trends to make strategic decisions that align with the organization's goals. This involves staying updated on industry developments and competitor activities. + **Effective Communication** : You'll craft and deliver messages that resonate with different audiences, ensuring clarity and understanding. This includes using various communication modes like presentations, reports, and digital media to effectively convey your message. + **Customer Focus** : By building strong relationships with customers, you'll be able to understand their needs and preferences better. This enables you to provide tailored solutions that enhance customer satisfaction and loyalty. + **Value Proposition Articulation** : You'll interpret both internal and external customer needs and clearly explain how your products or services meet those needs. This involves highlighting the unique strengths and benefits of your offerings compared to competitors. + **Channel Awareness** : You'll have a deep understanding of the industry structure and dynamics, which helps in identifying the best paths to market. This knowledge is crucial for advancing the organization's goals and staying competitive. + **Pricing Strategy** : You'll develop pricing strategies that align with business targets by collaborating with key stakeholders. This involves analyzing market conditions, cost structures, and competitive pricing to set optimal prices. + **Negotiations Excellence** : You'll use various negotiation tools and techniques to achieve favorable contract terms that meet the objectives of all parties involved. This requires strong interpersonal skills and the ability to find mutually beneficial solutions. + **Account Planning** : You'll identify key objectives and create detailed plans to drive the execution of business or account strategies. This includes regularly reviewing progress and making necessary adjustments to stay on track with targets. **RESPONSIBILITIES** **To be successful in this role, you will need the following:** + **Sales Opportunity Development:** Identify, research, and contact prospective customers to increase sales opportunities. + **Account Planning and Execution:** Develop and execute account plans for top prospects, including conducting face-to-face sales calls. + **Customer Relationship Building:** Develop new customer relationships and strengthen existing ones to understand their needs, business models, and buying processes. + **Solution Identification:** Use your understanding of customer needs and priorities to identify and offer appropriate Cummins solutions. + **Value Proposition Communication:** Help customers understand and evaluate the value proposition of Cummins solutions, gaining agreement on their differential advantages. + **Negotiation and Collections:** Conduct negotiations according to company guidelines, assist with accounts receivables, and maintain acceptable levels of past due accounts. + **Sales Target Achievement** : Drive sales to achieve targets, ensure customer satisfaction, and maintain strong customer relationships for future sales and repeat business. + **Sales Process Utilization:** Consistently use the Cummins Sales Process and tools, such as Customer Relationship Management, to support sales, customer satisfaction, and value. **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. **Experience:** Intermediate level of relevant work experience required. **QUALIFICATIONS** This is a Technical Sales Role to be based in the Seattle metro area. This position is considered "Hybrid" with the preference for a candidate to live in the Seattle metro area. The position will require periodic in-person appearances at a branch location up to two days per week. Typical "day in the life" for this position is 1-2 days per week visiting customers, 2-3 days per week preparing bids and following projects. Travel may be heavier at the start as the candidate meets customers in the territory. The territory itself includes roughly the south end of downtown Seattle south to Chehalis, WA. The ideal candidate will be passionate about commercial construction and the electrical trades to help us grow our generator and electrical equipment sales in the region. The best candidate will have the following experiences: Construction Project Management, Electrical Training, Technical Sales Experience, and Specs and Plan Review. We support industries including Data Center, Healthcare, Commercial Buildings, Manufacturing, Water and Waste Water, and Defense. This position will offer a base salary plus commission. Commission guarantees are available while the region is developed. The expectation is for a guaranteed commission level for 12-18 months while a project backlog is built. Cummins also includes the following financial benefits: 401k Matching, HSA, Cash Balance Pension Fund, Discounted Employee Stock Purchase Plan **Duties** - Develop and implement effective sales strategies to drive revenue growth - Review project specifications and complete drawing takes offs to estimate and bid complex equipment sales from $50k to $30M per sale for energy needs from 20kW to 200MW. - Identify End Users and Electrical Contractors to target in the region - Manage the entire sales cycle from prospecting to closing deals to delivery - Build strong relationships with clients and provide exceptional customer service - Utilize technical knowledge to effectively sell electrical equipment solutions - Upsell products and services to existing clients - Collaborate with the sales team to meet and exceed sales goals **Experience** - Proven experience or education in commercial construction, electricity, or engineering. - Strong understanding of sales management techniques and best practices - Strong understanding of equipment specifications and electrical one line diagrams - Ability to thrive in a long sales cycle industry - Excellent negotiation and closing skills - Experience in outside sales is a plus If you are a motivated individual with a passion for sales and a desire to excel in a competitive market, we encourage you to apply for this exciting opportunity as a Sales Executive. **Compensation and Benefits** Base Salary: 74,800.00 - 112,200.00 USD 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 **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **Min Salary** $74800 **Max Salary** $112200 **ReqID** 2403017 **Relocation Package** No **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 the right to work using E-Verify and 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. Visit http://EEOC.gov to know your rights on workplace discrimination.