Sales Account Executive Senior

At Cummins, we believe that your passion is your strength. Take your career to the next level with the support of a global team that empowers you to do your best work.

We are looking for a talented Sales Account Executive Senior to join our team in Guarulhos, SP.

Job Summary:

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.

Core Responsibilities / Activities:

• Own and grow strategic accounts within the assigned territory, developing and executing account plans to drive revenue, share, and profitability.
• Lead customer engagement in the field, including regular visits, opportunity identification, negotiation, and coordination with distributors/partners to win and retain business.
• Act as the primary point of contact for key customers, aligning cross-functional teams (pricing, supply chain, service) to ensure execution and customer satisfaction.
• Drive revenue growth through proactive opportunity identification, pricing alignment, and portfolio expansion while protecting margins.
• Partner closely with internal stakeholders (EBU, Components, PSBU, Supply Chain, Finance, Operations, Service Engineering, Product Management and Customer Support) to ensure governance and compliance with company policies, commercial terms, and Cummins go‑to‑market standards managing issue resolution and new business development.

Competencies: 
Business insight - Applying knowledge of business and the marketplace to advance the organization’s goals. 
Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences. 
Customer focus - Building strong customer relationships and delivering customer-centric solutions. 
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. 
Required Skills / Education / Experience:

• Bachelor’s degree in Business, Engineering, or related field.
• Relevant experience in field sales/account management within B2B, preferably in automotive, industrial, or aftermarket segments.
• Proven ability to manage customer relationships, negotiate commercially, and deliver against revenue targets.
• Strong business and financial acumen and ability to work cross-functionally in a matrix organization.

Preferred (Nice to Have):

• Experience with distributor networks and indirect sales models.
• Knowledge of aftermarket parts, service, or remanufacturing business.