DescriptionWe are looking for a talented Senior Sales Specialist - Hydrogen Electrolyzer BU to join our # Accelera by Cummins business unit located in Mississauga, ON.
In this role, you will make an impact in the following ways:
- Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.
- 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.
- Develops new customer relationships and strengthens current 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.
- Brings current and emerging needs of the customer and market to their manager/director.
- Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed.
ResponsibilitiesTo be successful in this role you will need the following:
- 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.
- 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.
- 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
- Determines current 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 in order to define achievable targets aligned with the business strategy.
- 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.
- 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.
QualificationsEducation, 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 5 year
- Strong commercial / sales / negotiation skills with world wide corporations in the industrial sector
- Mechanical / Electrical / Industrial process background experience by selling equipment or parts
- Build costing /sales price
- Terms & Conditions review, internal alignment coordination, and customer negotiation experience
- Lead internal interactions to get information needed to be able to build a proposal
- Experience in risk committee for proposal validation and it’s terms and conditions
- Previous experience link to an industrial process, energy generation OR relative engineering background
- Experience in account management and accountable for sales figures in the area
