Senior PEM Sales Executive
Cummins is a team of dependable, creative 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.
As part of Cummins, we will add to your current skills by
providing training, encouragement and growth within a teamwork
environment. We invest in your professional growth by providing you
with education and training opportunities to keep current on
industry standards and products. You will gain valuable knowledge
of the diesel engine industry and skills that will last a
A successful candidate will perform the sales of planned
equipment maintenance (PEM) to our Power Generation customers in an
outside sales environment. Territory primarily includes Oahu, but
will require occasional travel to other Hawaiian Islands.
Manages customer relationships to achieve sales goals and
executing sales plans within an assigned sales territory or account
in a business to customer environment.
Sells company products and services by developing new prospects
Achieves sales targets and ensures customer satisfaction.
Develops relationships to generate customer goodwill and
Conducts negotiations according to company guidelines.
Identifies, researches, and contacts prospective customers and
positive relationships that will generate future sales and
Responds to customer concerns about the company and its
Provides leadership and mentoring to less experienced sales
Drives utilization of Cummins tools and processes (i.e.
Relationship Management, Customer focus Six Sigma).
Promote/market/sell the benefits of Cummins Power Generation
Prepare power generation PEM quotations, including doing site
inspections, and pre-bid meetings as needed.
Continued working with existing and new clients for planned
maintenance contracts relating to our Power Generation
Work with internal administrators, parts, and service to fulfill
superior service delivery to insure customer satisfaction.
Assist in resolving customer relation??s problems.
Conduct themselves in a professional and courteous manner in all
aspects of interaction.
Skills: Customer focus - Building strong customer relationships
and delivering customer-centric solutions.
Ensures accountability - Holding self and others accountable to
Plans and aligns - Planning and prioritizing work to meet
commitments aligned with organizational goals.
Persuades - Using compelling arguments to gain the support and
commitment of others.
Instills trust - Gaining the confidence and trust of others
through honesty, integrity, and authenticity.
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
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.
Developing Account Strategy - Determines 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 to define
achievable targets aligned with the business strategy.
Intuitive Listening and Adapting Solutions - Translates needs,
expectations, or asks from customers, stakeholders, etc. into
actionable solutions through active listening and intuition;
chooses or produces solutions (e.g. process change, tool, product,
service, etc.) to meet or exceed the customers?? or stakeholders??
needs or expectations or to provide value.
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
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 coach??s sellers to achieve
Education, Licenses, Certifications:
College, university, or equivalent degree in marketing, sales or
a related subject or equivalent industry experience preferred
This position may require licensing for compliance with export
controls or sanctions regulations
Must be physically capable of performing the requirements of
climbing, lifting, bending, and twisting to access gensets
Must be able to work in at atmosphere with low clearances,
enclosed spaces and at heights
Intermediate level of relevant work experience preferred.
Candidate must meet all eligibility requirements to drive a
Company vehicle, including but not limited to:
Must have a current, valid driver's license issued by the state
in which they reside
Must have reliable personal transportation
Must have current motor vehicle liability insurance
Must abide by all local, state and federal rules and
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 validates right to work using
Cummins will provide the Social Security Administration (SSA)
and, if necessary, the Department of Homeland Security (DHS), with
information from each new employee??s Form I-9 to confirm work
authorization. To learn more about E-Verify, including your rights
and responsibilities, please visit www.dhs.gov/E-Verify .
Ready to think beyond your desk? Apply for this opportunity and
start your career with Cummins today.
Not ready to apply but want to learn more? Join our Talent
Community to get the
inside track on great jobs and confidentially connect to our
Job ID: 54641775
Company Name: Cummins
Job Function: Engineering
Job Type: Full-Time
Min Education: None
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