Application Engineer, Power Generation Sales

  • Company: Cummins
  • Location: Baltimore, Maryland
  • Posted: December 15, 2017
  • Reference ID: 170007H8
Influences demand and preference for the Cummins products, services and solutions by influencing technical and commercial stakeholders / gatekeepers through providing excellent product and system sales support.

*Roles aligned to this GPP may be eligible for a Sales Compensation program.
Develops 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...).
Recognizes potential sales opportunities and passes them to sales representatives, inside sales representatives, distribution account managers, sales management, etc. as appropriate.
Works to influence purchasing behaviors within KICs.
Builds relationships with KICs' management, service and technical personnel.
Responsible for being the informed resource for assistance to sales, service and technical support personnel at KIC's.
Attends site meetings as required.
Attends factory project kickoff meetings as required.
Fosters the development of new methods, processes, and procedures.
Develops KIC strategies and maintains them in an account plan-like framework and works with stakeholders in the business to achieve expected results.
Stays current of new techniques relevant to the work being performed; achieves and maintains technical/ process competency.
Leads, motivates, mentors, and develops technical/process expertise within the salesforce.
Develops knowledge within the industry, market or territory to allow leadership opportunities at speaking engagements in relevant trade media/meetings to become available.
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 of business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Takes action to meet customer needs. Continually searches for ways to ensure customer satisfaction. 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 - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools 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).

Account Planning - Able to identify support needs or service improvement needs of a customer. Can write goal statements that are specific, measurable, actionable, realistic and time based. Able to execute a strategy. Able to identify initiatives that will lead to achieving defined goals. Able to apply measures and track progress toward the goal. Familiar with Customer Market Profitability tools that can be utilized during account planning.

Product Knowledge - Knowledge of products/services and product/service lines. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.

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. Effectively communicates and works with Distributor personnel to complete performance plan objectives which require interaction with the global distribution network. Aware of the DBU's role in the distribution and support of EBU, PGBU and FBU products. Education, Licenses, Certifications
University or college degree in the field of Engineering, or an acceptable combination of education and experience. Six Sigma Trained a plus. Experience
Experience in technical sales, application engineering or project management desirable. Significant travel may be required.

  • Bachelor's and/or Master's Degree in Electrical Engineering
  • 5 years of prior power generation systems work experience, preferred
  • Excellent knowledge of power generation systems .
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.

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