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Job Details
DESCRIPTION
Key Responsibilities
- Customer Relationship Management : Develop, manage, and maintain business relationships with assigned accounts supporting the organization’s sales strategy.
- Revenue Growth : Support revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
- Product and Service Sales : Extend and expand the sale of products and services to existing clients.
- Communication Coordination : Lead, manage, and coordinate communication and interfaces with the customer at appropriate levels.
- Contract Negotiation : Negotiate and implement contracts with accounts as authorized.
- Production and Distribution Management : Manage production and distribution issues associated with accounts.
- Customer Relations : Establish and maintain positive customer relations and act as a champion for the voice of the customer within the business.
- Account Strategy Support : Support account strategy and work with key stakeholders in the business to achieve optimum results.
- Customer Satisfaction : Measure customer satisfaction and create action plans to improve satisfaction based on data.
- Accounts Receivable Management : Manage accounts receivable deliverables, including discussing and negotiating payment terms.
- Customer Focus Six Sigma Initiatives : Drive initiatives to strengthen relationships with customers.
- Cross Business Unit Development : Drive cross business unit account development in support of account strategy.
- Sales Forecasting : Maintain sales forecasts and track progress and accuracy against forecasts.
- Inventory and Delivery Coordination : Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.
RESPONSIBILITIES
Experience :
- Significant level of relevant work experience, including previous customer and/or product experience required.
- Technical expertise is a must .
- Purchasing/commercial contract negotiation preferred.
Competencies:
- Values Differences : Recognize the value that different perspectives and cultures bring to an organization.
- Communicates Effectively : Develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences.
- Customer Focus : Build strong customer relationships and deliver customer-centric solutions.
- Ensures Accountability : Hold self and others accountable to meet commitments.
- Instills Trust : Gain the confidence and trust of others through honesty, integrity, and authenticity.
- Articulating Value Proposition : Interpret internal and external customer needs and demonstrate products, solutions, and services to meet customer needs.
- Channel Awareness : Explain and contextualize industry structure, dynamics, and path to market.
- Pricing Strategy : Develop prices by aligning and building consensus with key stakeholders to achieve business targets.
- Account Planning : Identify objectives to drive execution of business and/or account strategy and track progress against targets.
- Adapts to Target Audience : Explain complex topics in a way that the target audience can understand, retain, and use the information.
- Developing Account Strategy : Determine current status of account and define achievable targets aligned with the business strategy.
- Integrates Customer Perspective : Incorporate an understanding of the customers’ perspective to develop sales content that meets their needs and increases revenue.
- Sales Forecasting : Collect and assess customer data to create a forecast of future consumption patterns.
- Sales Pipeline Management : Plan proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline.
- Sense Making : Develop an understanding of customer needs, behaviors, and buying journey through diagnostic and probing questions and research.
QUALIFICATIONS
- Education : College, university, or equivalent degree in marketing, sales, technical, or a related subject, or equivalent industry experience required.
Job Sales
Organization Cummins Inc.
Role Category Hybrid
Job Type Exempt - Experienced
ReqID 2402683
Relocation Package No
Company Details
Cummins Inc.
Columbus, IN, United States
Cummins Inc. is a global power leader with complementary business segments that design, manufacture, distribute and service a broad portfolio of... Read more