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Requisition Number 17-0047
Post Date 6/16/2017
Title Fleet Account Executive
City Irvine
State CA
Description

Job summary: Primary role of this position will be to provide sales support to major fleets in the territory in an effort to encourage the customer to purchase new Cummins- powered medium and heavy duty trucks. This includes working with fleets to spec new trucks, optimize their engines' settings/parameters, and working with the Cummins service group as needed when customers' trucks are in for repairs. Territory is Orange, LA, Santa Barbara and Ventura Counties Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account. Responsibilities Sells company products and services by developing new prospects and accounts. Achieves sales targets and ensures customer satisfaction. Develops relationships to generate customer goodwill and loyalty. Conducts negotiations according to company guidelines. Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business. Responds to customer concerns about the company and its products. Provides leadership and mentoring to less experienced sales representatives. Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

Requirements Skills

Focus On Customer Needs - Able to leverage network of customer contacts to attain customer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.

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.

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.

Sales Negotiations - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance.
Drives toward collaborative relationships (i.e. win/win relationships).
• Ability to make effective presentations one on one and to large groups.
• Continuously update knowledge to be product, industry and compliance expert.
• Ability to successfully complete sales process with minimal management involvement.
• Valid driver's license and proof of insurance.
• Proficiency with Microsoft Office (Excel, PowerPoint, Word and Outlook).

******Experience in truck or vehicle maintenance sales preferred.*****
We are an Equal Opportunity Employer and do not discriminate against otherwise qualified applicants on the basis of race, color, creed, religion, ancestry, age, sex, marital status, gender identity, sexual orientation, national origin, disability or handicap, or veteran status. There is no place in Cummins Pacific, LLC for an employee who uses symbols, words, or engages in activities that may reasonably be perceived as denigrating or showing hostility or aversion toward an individual because of the individual's race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, or other status protected by law, or because of the status of the individual's relatives, friends, or associates.

  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
  • Please view Equal Employment Opportunity Posters provided by OFCCP here.
  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
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