Territory Sales - Field Sales Account Executive - Senior

Job Description

We are looking for a talented Position Field Sales Account Executive Senior Hybrid, to join our team specializing in Sales for our Cummins Drivetrain and Braking segment in Calgary, AB.

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

• Increase sales by identifying, researching, and contacting prospective customers.
• Develop and execute account plans for top prospects and conduct face-to-face sales calls.
• Build and strengthen customer relationships to understand their needs, business model, and buying process.
• Identify and offer Cummins solutions based on customer needs and priorities.
• Negotiate and manage accounts according to company guidelines, including payment terms and collections.
• Collaborate with customers and internal stakeholders to resolve delinquent payments and balance inventory, service, and delivery capabilities.
• Achieve sales targets and ensure customer satisfaction through consistent use of the Cummins Sales Process and tools.
• Provide leadership and mentoring to less experienced account executives, fostering a collaborative and effective sales team.

Responsibilities

To be successful in this role you will need the following: 
 

• Business Insight: Apply knowledge of business and the marketplace to advance organizational goals.
• Effective Communication: Develop and deliver clear, multi-mode communications tailored to different audiences.
• Customer Focus: Build strong relationships and deliver customer-centric solutions.
• Value Proposition Articulation: Understand and demonstrate products and services to meet customer needs and differentiate from competitors.
• Channel Awareness: Explain industry structure and dynamics to advance organizational goals.
• Pricing Strategy: Develop prices by aligning with key stakeholders to achieve business targets.
• Negotiation Excellence: Use tools and methods to achieve mutually agreed contract terms.
• Account Planning: Identify objectives and track progress to drive business and account strategy execution
  
  Education, Licenses, Certifications: 
  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. 
  
  Experience: 
  Intermediate level of relevant work experience required.

Qualifications

 

• This role requires a commitment to overnight travel of approximately 50% within the designated territory, including in-person client meetings, site visits, and delivering product training sessions.
• Additionally, the role involves regular visits to local customers during non-travel periods, fostering strong relationships and ensuring their needs are met effectively.
• The successful candidate will be responsible for visiting fleet and shop customers to educate them on the Meritor and Euclid brands. This includes conducting product demonstrations, providing training on product features and benefits, and addressing any questions or concerns.
• The goal is to enhance the end user's understanding and satisfaction, ultimately driving the adoption of our products and brands.

COMPENSATION AND BENEFITS

Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our Company Pension Plan, Medical/Dental/Life Insurance, and a full complement of personal and professional benefits.

At Cummins, we are committed to the principles of diversity and employment equity under the Employment Equity Act, and we strive to ensure that our workforce reflects the diverse nature of Canadian society.

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.

The successful candidate will be subject to our Pre-Employment Background Screening process which consists of a Criminal Background Check.

About Us

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, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Visit EEOC.gov to know your rights on workplace discrimination.