Account Management Specialist
Cummins Turbo Technologies
DESCRIPTION
Key Responsibilities:
Defend & Grow Sales:
Defend and grow sales in the Commercial Marine & Pump business.
Support Key Account Manager (KAM) to meet Annual Operating Plan (AOP) targets.
Gather competitive intelligence on products and pricing.
Manage Customer Relationship Management (CRM) activities.
Handle receivables and cash collection.
Provide after-sales support through the Distribution Business Unit (BU).
Support channel management as part of the penetration strategy.
Account Management:
Support the account team in developing and maintaining positive customer relationships.
Assist in the organization of customer visits and negotiations.
Support the account team in identifying customer needs.
Help curate and organize data and information to assist customers in evaluating Cummins benefits.
Provide information to the account team to support the negotiation and implementation of contracts with accounts.
Coordinate communication and interfaces with the customer at appropriate levels.
Coordinate internal communication across sales roles and segments and/or with internal stakeholders.
Support the account team to meet revenue and share goals within assigned accounts.
Act as a champion for the voice of the customer within the business.
Support projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
Execute the Cummins Sales Process.
Maintain accurate reporting and forecasting using Cummins tools and processes and Customer Relationship Management systems.
Support revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
Manage account receivable deliverables, including discussing and negotiating payment terms.
Maintain sales forecasts and track progress and accuracy against the forecast.
Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.
RESPONSIBILITIES
Competencies:
Values Differences: Recognizing the value that different perspectives and cultures bring to an organization.
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.
Ensures Accountability: Holding self and others accountable to meet commitments.
Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.
Articulating Value Proposition: Interpreting internal and external customer needs based on relevant application; explaining and demonstrating products, solutions, and services to distinguish strengths and weaknesses to meet customer’s specific needs to differentiate against competition.
Channel Awareness: Explaining and contextualizing industry structure, dynamics, and path to market in order to advance organizational goals.
Pricing Strategy: Developing prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Account Planning: Identifying 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: Explaining 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.
Integrates Customer Perspective: Incorporating 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: Collecting and assessing customer data from internal and external sources; comparing against historical data to determine useful inputs and create a forecast of future consumption patterns.
Sales Pipeline Management: Planning proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluating pipeline health (size, contents, progress); adjusting sales strategy, plans, or high-impact activities accordingly; as applicable, coaching sellers to achieve sales objectives.
Sense Making: Through a series of diagnostic and probing questions and research, developing and/or supporting an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizing complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
Education, Licenses, Certifications:
College, university, or equivalent degree in marketing, sales, or a related subject, or an acceptable combination of education and experience required.
This position may require licensing for compliance with export controls or sanctions regulations.
QUALIFICATIONS
Basic relevant work experience required.
Customer-facing experience preferred.
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