DESCRIPTION

You will be responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior Account Manager. Responsibilities include selling the organization's products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.

Key Responsibilities:

• Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy.

• Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.

• Extends and expands sale of products and services to existing clients. Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.

• Negotiates and implements contracts with accounts as authorized. Manages production and distribution issues associated with accounts.

• Responsible for establishing and maintaining positive customer relations. Acts as champion for the voice of the customer within the business.

• Supports account strategy and works with key stakeholders in the business to achieve optimum results. Responsible for measuring customer satisfaction and creating action plans to improve satisfaction on data.

• Manages accounts receivable deliverables including discussing and negotiating payment terms.

• Drives Customer Focus Six Sigma initiatives to strengthen relationship with customer.

• Drives cross business unit account development in support of account strategy.

• Maintains Sales forecasts and tracks progress and accuracy against forecast.

• As applicable, works 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 - 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.

• 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.

Education, Licenses, Certifications:

• College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.

• This position may require licensing for compliance with export controls or sanctions regulations.

Experience:

• Significant level of relevant work experience, including previous customer and/or product experience required.

• Purchasing/commercial contract negotiation preferred.

QUALIFICATIONS

ジョブサマリー

• 当該ポジションはエンジンビジネスユニットの組織下にて、カミンズ社の事業成長にとって戦略的に重要で、グローバル展開をしている日本の大手建設機械メーカ様を担当して頂きます。主たる取扱い製品は１５L以下のディーゼルエンジンとなります。

• カミンズ社の代表としてお客様の真の声を聴き社内へ届け、また会社のバリューをお客様へお伝えする重要な役割を担って頂きます。

• 日々業務への対応に加え、関係の維持構築を主導頂きながら、中・長期的ビジネス戦略の策定と実行を、上司や経験あるアカウントマネージャのサポートの下で担って頂きます。大きな課題に直面した際には、上司やチームメンバーに気軽に相談でき、適切な支援を社内担当から得ることができます。インクルッシブな仕事環境の下での業務遂行が可能です。

業務内容

• 営業担当として、担当顧客とのビジネス及び関係の維持管理を行う。担当顧客は海外展開をしているグローバル企業様ですが、国内ビジネスの維持管理が主体となります。 海外に関連する業務は、上司や経験あるアカウントマネージャのサポートの下で、一部業務を担って頂くことがあります。

• 日々業務への対応。セールスサポート担当者と共に需要聴取、生産計画への落とし込み。生産計画策定へのアドバイス、出荷調整、支払い確認。顧客からの各種問合せ窓口。部品、サービス、品質関連問合せは別途担当者が窓口となるが、課題解決の為各担当やより経験のあるアカウントマネージャと連携して対応する場合あり。

• 需要動向、競合他社情報など入手し社内へのフィードバック。

必要なコンピテンシー

• 効果的なコミュニケーション - さまざまな聴衆の固有のニーズを明確に理解するマルチモードのコミュニケーションを開発し、提供する。

• 多様性の尊重：異なる視点や文化が組織にもたらす価値を認識する。

• 顧客重視：顧客との強い関係を構築し、顧客中心のソリューションを提供する。

• 説明責任：自己および他者に対し、その責任についてコミットメントを果たす

• 信頼の浸透-正直さ、誠実さ、信頼性を通して他者の信頼と信用を獲得する 等

• 特にVoice Of Customerの代表として、お客様の意向、意見を正しく理解し、社内に展開できること、またVoice Of Companyの代表として、会社に意向を丁寧に正しく伝えるため、フェアでバランスの良い思考が必要。

学歴、職歴、語学、資格

• 大学卒業程度以上が望ましいが最終的には問わず。

• 5-10年程度の営業、アカウントマネジメント、もしくはそれら業務のサポート業務に従事した経験者がより好ましい。

• 建設機械、機械装置、自動車業界での経験があるのがより好ましいが、最終的には問わず。

• 国内顧客とのやりとりは日本語ゆえ、ネイティブレベルの日本語は必須。

• 日常的に海外同僚やカウンターパートとのコミュニケーションが発生するため、メールでのやりとり、簡単な会話でのやり取りを出来る英語力は必須。 ビジネスレベルの英語力があればより好ましい。

• 普通自動車免許保有がより好ましいが、最終的には問わず。

その他

• 業務比率は担当アカウントの現状ビジネスの維持管理が90％以上を占めます。新規プロジェクトが担当顧客に発生した場合は、上司、もしくは経験のあるアカウントマネージャのサポートの下リードして頂きます。

• 国内出張頻度：平均的には月4-5回程度。 プロジェクト多忙の際には週に複数回の出張ケースもあり。出張先によっては宿泊出張あり。 顧客との会議はリモートでの実施が主体にはなっていますが、面直での会議も頻繁に発生します。

• 海外出張頻度：社内会議、顧客引率等で年1回程度発生するか否か。

以上

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2411030

Relocation Package No

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