Senior Tech Sales Rep On-Highway MD/HD Truck

We are looking for a talented Senior Tech Sales Rep On-Highway MD/HD Truck to join our team specializing in Sales for Cummins, Inc. in Downey, CA.

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

• Develop Opportunities with New Customers: Develop opportunities to increase sales by researching and reaching out to potential customers.
• Execute Account Plans: Create and implement account plans for top prospects, including conducting face-to-face sales calls.
• Build and Strengthen Customer Relationships: Develop new customer relationships and enhance existing ones to understand their needs, business models, and buying processes, ensuring future sales and repeat business.
• Offer Solutions Based on Customer Needs: Use your understanding of customer priorities to identify and propose Cummins solutions.
• Demonstrate Value Proposition: Help customers understand and evaluate existing data and the value proposition of Cummins solutions to gain agreement on their differential advantage.
• Manage Accounts Receivables: Assist with the collection of accounts receivables, maintain acceptable levels of past due accounts, and collaborate with customers and internal stakeholders to resolve delinquent payments.
• Achieve Sales Targets: Drive sales to meet targets, ensure customer satisfaction, and respond to customer concerns promptly.
• Maintain Sales Forecasts: Track progress and accuracy against sales forecasts, and report activities via the Customer Relationship Management tool as directed by management.

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

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.
• Developing Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts. Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.
• Sales Forecasting - Gather customer data from various sources and compare it against historical data. Use this information to predict future consumption patterns. Develop forecasts that are realistic and based on solid data analysis.
• Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on your current pipeline. Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.

Education/Experience: 

• 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. 
• Intermediate level of relevant work experience required.

Additional Responsibilities:

Position Overview
We are seeking a dynamic and results-driven professional with a strong background in field sales and deep knowledge of the MD/HD On-Highway product and industry. The ideal candidate will demonstrate exceptional computer proficiency and the ability to quickly master platforms such as Salesforce, Concur, Microsoft Office, and Business Intelligence Suite.

Key Responsibilities 

• Spend approximately 80% of your time engaging with customers face-to-face in the field 
• Travel within your local territory Downey, CA to conduct solution-based sales conversations and present our product offers. 
• Participate in occasional travel to other cities or states for company meetings and industry-related conferences.
• Cross functional role, working and relying on our Operations Service Centers locations to deliver what you have sold/influenced. 

Qualifications 

• Proven experience in field sales 
• Strong understanding of On-Highway MD/HD Truck products and industry trends 
• Advanced computer skills and familiarity with key business platforms, able and willing to learn new skills to accommodate the developing business needs. 
• Excellent communication and interpersonal skills, ability to work with others that often have opposing views or goals.     
• Willingness to travel as needed
• Must be self starter, not only in going into the field and cold calling/meeting customers, but along with leaning into learning our products and our internal digital tools
• Personal auto used, mileage reimbursement per IRS standards. 
• Bilingual Spanish / English is a plus

This role is on a 80/20 sales compensation plan, paid quarterly.