Sales Application Engineer

DESCRIPTION

We are looking for a talented Upstream and User Sales - Manager to join our team specializing in Sales for Cummins, Inc. in Atlanta, GA.

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

• Strategic Relationship Development : Cultivate long-term, cross-regional relationships with Key Influencer Customers such as architects, engineers, contractors, OEMs, dealers, and channel partners to drive sales influence.
• Trust and Expertise Building : Establish trust and credibility with business executives and technical personnel at Key Influencer Customers by serving as a subject matter expert and providing technical assistance.
• Strategic Targeting : Define and execute a strategic approach to engage existing targeted firms and individuals, while proactively identifying new influencers to expand reach.
• Opportunity Identification : Use market, competitor, and customer research to uncover potential sales opportunities and ensure they are accurately reported in the CRM system.
• Influencing Specifications and Purchasing : Work to shape product/project specifications and purchasing decisions within Key Influencer Customers and track the impact of these efforts.
• Innovation and Problem Solving : Develop and implement new methods, processes, and procedures to address complex challenges and improve outcomes.
• Customer Strategy Development : Identify the needs and priorities of Key Influencer Customers, and create tailored strategies maintained in an account plan-like framework.
• Sales Alignment and Collaboration : Collaborate closely with the sales organization to align influencer strategies with business goals such as annual sales targets, gross margin objectives, and market share growth.

• 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.

• University or college degree in the field of engineering, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.
• Significant level of relevant work experience required. Experience in technical sales, application engineering or project management required.

• Minimum 5 years experience in the PowerGen industry is preferred.
• University or college degree in the field of engineering, or an acceptable combination of education and experience required.
• 4+ years of experience in technical sales, application engineering or project management desirable.
• Responsible for building relationships with Consulting Engineers in Georgia and surrounding markets.
• Clear communication with leadership, peers on the Southern Region SAE/UI Team, and the local Power Generation Sales Representatives on key projects, relationships, and sales initiatives.
• Project and relationship management/tracking will be documented in Salesforce.
• Technical aptitude to quickly ramp up on the products we are responsible for selling/supporting.
• Ability to execute technical presentations with external customers and internal sales teams.