Account Executive - On Highway
Location:
Boston , Massachusetts
Posted:
September 11, 2017
Reference:
170001LK
Account Executive - On-Highway
Cummins is a place big enough to coach and develop a global workforce and create the world's leading clean, engine technology. We're also small enough for you to find your fit and personal passion with a team of dependable, innovative thinkers who are developing their careers within a diverse, inclusive, empowering environment.

Learn more about this role and how you can begin Working Right .

Cummins delivers reliable, durable, high performing products to our global partners. Working in an innovative space, you'll develop high tech solutions that will fuel your advanced career skill set and empower you to own your career. Our integrated businesses demand the talents and creativity of individuals with a wide range of skills and experience.

This is an exciting opportunity in Dedham, MA for an On-Highway Account Executive.

Your impact will happen in these and other ways:
  • Lead Cummins efforts with Key On-Highway Accounts in the territory to achieve Cummins market share objectives and support alliance OEM efforts.
  • Understand customer needs.
  • Create preference for Cummins Total Value Package.
  • Develop account plans for assigned national accounts.
  • Perform consulting role for optimum specs and lowest cost of operation.
  • Create loyalty through Customer Support Excellence.
  • Partner with alliance OEM's to achieve mutual success.
  • Forecast Account volumes and Cummins/OEM share.
  • Develop / support Customer Focused Six Sigma initiatives.
  • Implement "cross selling" approach for engines, parts, filters, aftertreatment and service.
  • Proactively function as the primary Cummins contact with the alliance OEM field organizations.
  • Establish strong relationships.
  • Build awareness of Cummins advantages through regular communication.
  • Work with internal Cummins teams to solve customer problems.
  • Execute on Agreed upon Truck Engine Council (TEC) initiatives .
  • Follow Sales Management ROA (Results, Objectives, Activities) model to achieve market share targets.
  • Represent and qualify the needs of Customers, Dealers, and Distributors to Columbus Marketing/Engineering/Service organizations.
  • Identify product and customer support needs aimed at comparative advantage.
  • Address opportunities and resolve issues reported by OEM to Cummins Account Teams

Skills and Experience Required:
  • Focus On Customer Needs - Able to leverage network of customer contacts to attain customer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.
  • Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.
  • Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.
  • Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
  • Sales Negotiations - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).

Required Education, Licenses or Certifications
  • Bachelor's degree or an acceptable combination of education and experience is required.
  • Minimum 3 years of relevant Sales experience is required
  • Experience with CRM or other sales management software/tools is highly desired.

Compensation and Benefits
Base Salary 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.

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

Not ready to apply but want to learn more? Join our Talent Community to get the inside track on great jobs and confidentially connect to our recruiting team: http://connect.find.ly/cummins

At Cummins, we are dedicated to diversity in the workplace and our policy is to provide equal employment opportunities to all qualified persons without regard to race, age, color, sex, religion, national origin, disability, veteran status, sexual orientation, gender identity and/or expression or other status protected by law.

A little about us:
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