Senior Commercial Account Executive

3 weeks ago

Montréal QC, Canada Cummins Inc. Full time

Work Type: Hybrid - Potential for Partial Remote
We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems.
Account Executive - On-Highway
We are looking for a talented Account executive - On highway to join our team.
Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior account manager. Responsibilities include selling the organization's products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.
Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy.
Supports growth or new business opportunities and cost initiatives.
Extends and expands sale of products and services to existing clients.
Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.
Negotiates and implements contracts with accounts as authorized.
Manages production and distribution issues associated with accounts.
Supports account strategy and works with key stakeholders in the business to achieve optimum results.
Responsible for measuring customer satisfaction and creating action plans to improve satisfaction based on data.
Drives cross business unit account development in support of account strategy.
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. Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
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.) 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.
explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.This position may require licensing for compliance with export controls or sanctions regulations.
Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.Level of technical skills on the technologies offered by Cummins
Comfortable expressing yourself clearly in front of a large audience (French & English)
Implication in the various trucking associations
Additional benefits vary between locations and include options such as our Retirement Savings Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage, and a full complement of personal and professional benefits.
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. Cummins validates right to work using E-Verify.
Job SALES
Job Type Experienced - Exempt / Office
Role Category Hybrid - Potential for Partial Remote
Relocation Package Ineligible
This position may require licensing for compliance with export controls or sanctions regulations.
FORMATION CONTINUE PLEASE BE ADVISED: To learn more about the most common job scams, tips on how to avoid being scammed and federal reporting procedures, please visit consumer.ftc.gov/articles/0243-job-scams.

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