DESCRIPTION
In this role, you will make an impact in the following ways:
- Retain and defend existing customers and prospect and develop new opportunities to grow the Power Generation business in Brisbane metro and the Pacific Island Regions.
- Independently develop and execute account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners
- Working closely with Consultants, Electrical Contractors, and End Users to understand customer needs and priorities and offer appropriate Cummins solutions.
- Understand the value chain players and sales process required to win Major Projects utilising your strong account planning and face to face meeting skills.
- Conduct negotiations according to company guidelines, working closely with internal stakeholders including Finance, Legal, Engineering and Project Management
- Strong Sales Opportunity Pipeline Management skills are required to proactively plan for successful execution of sales strategies and to produce accurate Sales Forecasts
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RESPONSIBILITIES
Critical Competencies:
Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.
Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.
Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
Values differences - Recognizing the value that different perspectives and cultures bring to an organization.
QUALIFICATIONS
To be successful in this role you will need the following:
- Very Strong Electrical or Mechanical background required with a strong understanding of engines and/or electrical systems. Power Generation experience is highly desirable
- Previous sales experience in a similar role is preferred
- Superior communication skills required with the ability to negotiate and develop new business
- Experience using CRM is essential. Knowledge of Salesforce will be an advantage
- Knowledge of Commercial contracts
Job Sales
Organization Cummins Inc.
Role Category Hybrid
Job Type Exempt - Experienced
ReqID 2407538
Relocation Package No