Senior Sales Application Engineer
, Missouri
September 11, 2017
Influences and/or creates demand and preference for the Cummins products, services and solutions by influencing key commercial and technical stakeholders / gatekeepers through providing excellent product and system sales support.

Roles aligned to this GPP may be eligible for a Sales Compensation program.
Develops long-term, strategic business relationships with influencers of sales (Key Influencer Customers [KICs] e.g. architects, naval architects, consulting firms, specialty and general contractors, OEMs, dealers, channel partners...).

Actively seeks potential sales opportunities and passes them to sales representatives, inside sales representatives, distribution account managers, sales management, etc. as appropriate.

Works to influence specifications and purchasing behaviors within KICs and tracks success of the work.

Builds excellent relationships with KICs' business executives, internal leadership and technical personnel.

Accountable for being the informed resource for technical assistance to sales and technical support personnel at KIC's.

Acts as the recognized thought leader within the industry, market or territory through publishing or speaking at engagements in/at relevant trade media/meetings.

Concentrates on existing targeted firms and individuals while also searching out potential new firms and individuals to influence.

Attends site meetings as required.

Attends factory project kickoff meetings as required.

Fosters the development of new methods, processes, and procedures to resolve highly complex issues.

Develops KIC strategies and maintains them in an account plan-like framework and works with key stakeholders in the business to achieve optimum results.

Stays current of new techniques relevant to the work being performed; achieves and maintains technical and process competency.

Leads, motivates, mentors, and develops technical/process expertise within the salesforce.

Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Can use these skills to accomplish required job tasks. Little support is required to apply these skills effectively.
Focus on Customer Needs - Familiar with key Cummins customers. Awareness and / or knowledge of business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage customer contact to both attain customer specific information to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Sales Negotiation - Identifies, recognizes, and uses negotiating tactics. Understands and knows how to develop and leverage power in a negotiation. Can coach others on the utilization of negotiating skills. Uses the Customer Market Profitability tools that support customer negotiations. Lead negotiator on major accounts.

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 that support account planning as well as customer loyalty NPS tools and process.

Product Knowledge - Business-specific knowledge of what Cummins is trying to sell (features, benefits, applications, etc.). Knowledge of products and product lines. Able to represent the features and benefits to sell the products. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer. Able to teach others to formulate effective messages and represent the features and benefits of the product.

Service Knowledge - Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Can serve as a subject matter trainer/mentor for new department members.

Education, Licenses, Certifications

University or college degree in the field of Engineering, or an acceptable combination of education and experience. Six Sigma Green Belt Certified a plus.


Significant level of relevant work experience required. Experience in technical sales, application engineering or project management desirable. Significant travel may be required.

EEOC/eVerify statement:

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.

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