Senior Engineer Technical Sales

Job Summary

This position is responsible for driving sales of aftermarket spare parts and services for internal combustion engines. The Senior Sales Engineer will support existing customers identify new business opportunities and collaborate with the technical service team to deliver value-added solutions that drive business growth. Key customers include industrial construction marine and power generation clients using Cummins engines or related equipment.

General Responsibilities

Develop and maintain relationships with customers including resellers and end-users in the assigned segment and territory.
Provide technical consultation and quotations for spare parts and repairs and maintenance services.
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.
Builds positive customer relationships that enable identification of a customers needs business model and buying process.
Uses understanding of customer needs and priorities to identify and offer Cummins solutions.
Conducts negotiations according to company guidelines including payment terms. Assists with the collection of accounts receivable. Maintains an acceptable level of past due accounts. Collaborates with customers and internal stakeholders to resolve delinquent payments.
Drives sales achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.
Consistently uses the Cummins Sales Process as well as Cummins tools processes and initiatives that support sales customer satisfaction and customer value e.g. Customer Relationship Management and special projects.

Functional Skills and Knowledge

• Minimum 35 years of experience in technical sales or service sales preferably in the power generation industrial machinery or heavy equipment sector.
• Prior experience with Cummins engines or related OEMs is a strong plus.
• Strong understanding of internal combustion engines and associated parts.
• Familiarity with parts catalog systems and service manuals (e.g. Cummins QSOL).
• Ability to analyze maintenance reports and recommend solutions.
• Knowledge of ERP/CRM tools.
• Strong negotiation and communication skills
• Customer-oriented mindset with proactive problem-solving
• Value-based Selling
• Ability to work independently and under pressure
• Team collaboration and time management

Education

Bachelors degree in mechanical engineering automotive engineering mechatronics or equivalent.

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