Upstream and User Sales Representative – Managers #IN1110 - Columbus, United States - Cummins Inc.

Description

Upstream and User Sales Representative – Managers #IN1110

Description

Apply knowledge of mechanical engineering principles and practices to develop long-term, cross region strategic business relationships to achieve sales goals with an assigned sales territory and customer environment using knowledge of Customer Relationship Management tools including Salesforce. Actively seek potential sales opportunities and pass them to sales representatives, inside sales representatives, distribution account managers, sales management, as appropriate. Build excellent relationships with Key Influencer Customers' business executives, internal leadership and technical personnel. Utilize technical knowledge of generator sets and application engineering including power distribution systems, automatic transfer switches, switchgear, safety, and efficiency of design to support company brand products. Represent the company to customers by being the interface for all technical aspects including providing engineering data, documentation, and educating customers to support the design and integration of equipment. Influence purchasing with User base to negotiate with contractors, engineers and architects. Influence demand and preference for products, services and solutions by influencing technical and commercial stakeholders/gatekeepers through providing excellent product and system sales support. Conduct Sales Negotiations according to company guidelines to achieve sales targets and ensure customer satisfaction. Perform complex generator market analysis, including potential sales and industry trends. Develop knowledge within engine industry and market to allow leadership opportunities at speaking engagements in relevant trade media/meetings to become available. Utilize Sales forecasting tools including synchronized business planning process to stay current of new techniques relevant to work being perform, and achieve and maintain technical/process competency. Communicate and work with Distributor personnel to complete performance plan objectives which require interaction with the global distribution network. Utilize extensive knowledge of company products and service lines in order to represent the features and benefits to sell products and services, recognize user needs and suggest product applications to solve problems and create benefits for the end user. Develop pricing strategies to grow business, formulate marketing plans, identify support needs and measure progress utilizing Customer focus Six Sigma tools and processes. Utilize Sales Pipeline Management to support account planning. Lead, motivate, mentor and develop technical/process expertise within the salesforce. Act as a champion for the voice of the customer within the business.

Qualifications

Skills

Experience and Education:

Positions require a Master's degree in Mechanical, Applications or Sales Engineering, or related field and 3 years of experience as a Sales or Applications Engineer, or related position. Alternatively, the employer will accept a Bachelor's degree in Mechanical, Applications or Sales Engineering, or related field and 5 years of experience as a Sales or Applications Engineer, or related position. Experience to include: Customer Relationship Management tools including Salesforce; Technical knowledge of generator sets to achieve sales targets; Sales Negotiations; Generator market analysis; Sales forecasting tools including synchronized business planning process; Customer focus Six Sigma tools and processes; Pricing Strategies; Voice of the customer; Sales Pipeline Management.

Job SALES

Primary Location United States-Indiana-Columbus-US, IN, Columbus, Corporate Office Building

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Apr 11, 2024, 12:00:00 AM

Unposting Date Apr 26, 2024, 11:59:00 PM

Organization Distribution Business

Role Category Remote - The location of this role is flexible to certain locations

Relocation Package Eligible

Req ID: 240002VQ