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Sales Engineer, Cummins Rocky Mountain job in Broomfield

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Job Ref:  160001MB
Employer:  Cummins Inc.
Country:  United States
County/State:  Colorado
City:  Broomfield
14/10/2016 03:05
No, this isn't one of those ordinary jobs.
Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.
This is what we call Working Right.

Sales Engineer

Key Responsibilities:

Responsible for managing the relationship and business strategies for large, complex accounts (cross-regional, global, etc). 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.
Develops growth or new business opportunities jointly with accounts and supports cost initiatives.
Extends and expands sale of products and services to existing clients.
Leads, manages and coordinates communication and interfaces with the customer at all levels.
Negotiates and implements contracts with accounts as authorized.
Manages production and distribution issues associated with accounts.
Responsible for establishing and maintaining positive customer relations.
Coaches and mentors less experienced account managers and account specialists.
Acts as a champion for the voice of the customer within the business.
Develops 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.
Manages accounts receivable deliverables including payment terms negotiation discussions.
Drives Customer Focus Six Sigma initiatives to strengthen relationship with customer.
Drives cross business unit account development in support of account strategy.

Managing Profitability - The ability to develop product strategies across multiple product lines and/or multiple regions or develop account tracking documents in order to deliver business profitability. The person will use data pertaining to relevant market conditions, competitive conditions, and costs.

Account Team Leadership - Able to use the systems and processes designed to deliver goods to customers and support customer needs. Able to function successfully on a cross-functional team to support customer needs and deliver to customer expectations. Familiar with Customer Market Profitability tools that can be utilized during account management.

Product Knowledge - Knowledge of products and product lines. Able to represent the features and benefits to sell the products. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer. Able to teach others to formulate effective messages and represent the features and benefits of the product.

Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.

Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.

Channel Awareness - Ability to facilitate work with channel management organization and channel partners to more effectively meet the customer's needs.

Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Financial Understanding - Ability to analyze data and perform basic calculations such as Gross Margin, NPV, discounting analysis, price elasticity, and breakeven. Able to formulate a business case to support an idea. Familiar with SOx regulations.

Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
Significant level of relevant work experience including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.
Compensation and Benefits:
Compensation: Base salary commensurate with experience.
Benefits: Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.
Cummins and E-verify:
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 uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit company website .
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