Sales Executive

• Retain and defend existing customers and prospect and develop new opportunities to grow the Power Generation business across NSW, including both metro and regional areas.
• Sell low Kva generators and High Horsepower (HHP) projects to maximise sales growth within the state.
• Prepare and manage PowerGen quotes for NSW customers.
• Develop and maintain strong relationships with contractors, end users, and consultant customers throughout NSW.
• Independently develop and execute account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment, or channel partners.
• Work closely with Consultants, Electrical Contractors, and End Users to understand customer needs and priorities and offer appropriate Cummins solutions.
• Understand the value chain players and sales process required to win Major Projects, utilising your strong account planning and face-to-face meeting skills.
• Conduct negotiations according to company guidelines, working closely with internal stakeholders including Finance, Legal, Engineering, and Project Management.
• Demonstrate strong Sales Opportunity Pipeline Management skills to proactively plan for successful execution of sales strategies and to produce accurate Sales Forecasts.
• Travel throughout metro and regional NSW will be required.

Critical Competencies: 

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 

Developing Account Strategy - 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. 

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. 

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

• Very strong Electrical or Mechanical background with a solid understanding of engines and/or electrical systems. Power Generation experience is highly desirable.
• Previous sales experience in a similar role is preferred.
• Superior communication skills with the ability to negotiate and develop new business.
• Experience using CRM is essential. Knowledge of Salesforce will be an advantage.
• Knowledge of Commercial contracts.

Compensation and Benefits:

Annual salary commensurate with experience plus uncapped Sales Commission. 

Tool of trade vehicle & Fuel Card, Laptop, and Mobile Phone. 

Participation in an annual variable compensation (bonus) program. Salary continuance insurance. Discounts with select private health insurance, PC software/hardware, and a range of vehicles. Annual remuneration reviews. Safety equipment / PPE and uniforms provided. and a range of personal and professional benefits