Sales Engineer

Job Summary: Prospects and develops new opportunities to grow the business. Develops/Executes account plans
with coaching support. Achieves sales goals within the assigned sales territory, market segment or
channel partners.

Main Requirements:

• 1-3 years of experience as Sales Engineer 
• Electrical Engineering background
• Having driving license is preferred
• Knowledge of the Power Supply Industry (switchgears, generators) is preferred

Key Responsibilities:

• Develops opportunities to increase sales by identifying, researching and contacting prospective
  customers. Develops and executes account plans for top prospects and conducts agreed upon face
  to face sales calls.
• Builds positive customer relationships that enable identification of a customer’s needs, business
  model and buying process.
• Uses understanding of customer needs and priorities to identify and offer Cummins solutions.
• Gains agreement on the differential advantage of Cummins solutions by helping the customer
  understand and evaluate existing data and information and the value proposition.
• Conducts negotiations according to company guidelines, including payment terms. Assists with
  collection of accounts receivables. Maintains acceptable level of past due accounts. Collaborates with
  customers and internal stakeholders to resolve delinquent payments.
• Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens
  customer relationships to generate future sales and repeat business. Responds to customer
  concerns in a timely fashion.
• Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives
  that support sales, customer satisfaction, and customer value, e.g. Customer Relationship
• Management and special projects.
• Reports activity via the Customer Relationship Management tool per management direction.
• Maintains Sales forecasts and tracks progress and accuracy against forecast
• As applicable, works with internal stakeholders and customers to balance inventory, service, and
  delivery capabilities with customer expectations.

Competencies:

• 
  Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high
  energy, and enthusiasm.
• Communicates effectively - Developing and delivering multi-mode communications that convey a
  clear understanding of the unique needs of different audiences.
• Customer focus - Building strong customer relationships and delivering customer-centric solutions.
• Persuades - Using compelling arguments to gain the support and commitment of others.
• 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.
• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market
  in order to advance organizational goals.
• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across
  functions to achieve business targets.
• Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder
  objectives and achieve a mutually agreed upon all contract terms between all parties.
• 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.) can understand, retain, and use the information
• 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.
• 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.
• Synthesizes complex information from internal and external resources to deliver tailored solutions
  for the internal or external customer.
• Values differences - Recognizing the value that different perspectives and cultures bring to an
  organization.