Territory Sales - Marine Field Sales Account Executive - Senior

DESCRIPTION

We are looking for a talented Territory Sales - Marine Field Sales Account Executive Senior to join our team specializing in Sales in San Leandro, CA .

In this role, you will make an impact in the following ways:

• Identify and Engage Prospective Customers : By researching and contacting potential clients, you will open new avenues for sales growth.
• Develop and Execute Account Plans : Your strategic planning and face-to-face sales calls will help secure top prospects and drive business success.
• Build and Strengthen Customer Relationships : Establishing and nurturing relationships will enable you to understand customer needs and tailor solutions accordingly.
• Offer Tailored Cummins Solutions : Using your knowledge of customer priorities, you will present solutions that highlight the unique advantages of Cummins products.
• Negotiate and Manage Accounts : Conducting negotiations and managing payment terms will ensure smooth transactions and maintain healthy accounts receivables.
• Achieve Sales Targets : Your efforts will directly contribute to meeting and exceeding sales goals, ensuring customer satisfaction and repeat business.
• Utilize Sales Tools and Processes : Consistently applying the Cummins Sales Process and CRM tools will enhance customer value and streamline reporting.
• Mentor and Lead : Providing guidance to less experienced account executives will foster a collaborative and high-performing sales team.

• Must have a basic understanding of what is involved in a marine engine repower including mechanical, electrical, and safety.
• Willingness to learn CARB, EPA and IMO emissions regulations to maintain compliance on all projects is critical.
• Interface with shipyards, OEMs, and builders on new construction projects requiring Cummins power. Must be able to balance needs of various stakeholders and guide decision making process of the customer.
• Must be able to balance needs of various stakeholders and guide decision making process of the customer.
• Must have ability to apply a foundational technical understanding in a selling environment connecting with a diverse set of maritime customers.
• Willingness to learn and become an expert on marine propulsion selection, understand vessel applications, and common marine electronics (controls and gensets) to make sound recommendations during the sales process. This relationship adds value to our marine customers especially as the project complexity increases.
• Preferred knowledge of how to solve common marine customer issues on engines and related sub-systems.
• Must be confident providing engine selection and scope of supply decisions collaborating within Cummins engineering teams on installation guidance on-site at shipyards as well as remotely over the phone or video conference with customer base.
• Demonstrated proficiency in customer facing activities, building value of the Cummins portfolio (engines, parts, service, NPBU). Activities include face to face product positioning, negotiating, selling, and relationship building. Including traveling to remote sites.
• Emphasis for attention to detail and accuracy in quarterly sales forecast in SalesForce and management of product inventory is key. Adopt a "what it takes to win" attitude.
• Learn Cummins tools, create engine specifications in COLS, account plans, sales call reports, and manage sales pipeline in SalesForce using activities is required. Orders are submitted through a Cummins site COMS and inventory is accessed through BMS.
• Practical experience working within a team in a digital environment understanding stakeholder needs and balancing customer views.
• Project management skills to ensure timely delivery of equipment, appropriate installation, and successful sea trial completion and key milestones are met for each sale.
• At Cummins our core values are key to our success, living our values is important with internal and external stakeholders.

• Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.

• Intermediate level of relevant work experience required.

• This is a marine market focused field sales position, classified as a hybrid role in Cummins allowing flexibility to live within California near the Cummins San Leandro, CA facility or other Cummins locations such as service branches along the West Coast, at the manager's discretion. It is important for the marine market to be in close proximity to your customer base. The team is structured to also have assigned territory that may require regular flights due to sales responsibilities to meet the needs of your customer base assigned as well as represent Cummins at tradeshows and conferences outside the local area.
• The primary responsibility for the proposal generation and review responding to government contracts . The sales territory will be in Northern California (State of Oregon boarder south to Monterey Bay, CA area inclusive). This role will have the primary responsibility of managing Cummins' largest Marine Defense OEM requiring regular out of state domestic travel to their locations across the US. Familiarity to understand government solicitations, bid/proposal generation, and organization skills to coordinate a matrix approach to responding is key.
• This customer facing field sales role is focused on positioning the value of Cummins marine solutions to broad range of customers including OEMs/builders/shipyards/dealers and operators in Western US.
• Secondarily, the role is responsible for cultivating relationships internally and externally for revenue growth through CSSNA service locations including selling engines, power generation, parts, and service to targeted marine operators within Western US.
• Day to day activities include ownership of the sales and marketing aspect of projects for marine in the area, quoting, prospecting both commercial and recreational markets. The position scope includes networking and travel to Cummins sites, customer sites, and trade shows to promote propulsion and gensets products into new build and repower projects of existing vessels.
• Visit existing and call on new customers interested in repowers of existing competitive and Cummins powered vessels.