DESCRIPTION

Job Summary

Supports the account team in executing account strategies, building strong customer relationships, and growing Cummins’ share of wallet with an assigned set of customers or within a defined geographic region. Assists with customer engagement, data management, negotiation support, and execution of the Cummins Sales Process to improve customer value and business growth.

Key Responsibilities Customer Relationship Support

• Assist the account team in developing and maintaining strong, positive customer relationships.
• Support the organization of customer visits, reviews, and negotiations.
• Coordinate communication and act as an interface with customers at appropriate levels.
• Serve as a champion of the voice of the customer within the business.

Account Strategy & Business Growth

• Support account teams in identifying customer needs and business opportunities.
• Help curate, organize, and present data that supports customer decision-making and highlights Cummins' benefits.
• Support revenue and share growth targets for assigned accounts.
• Participate in initiatives to strengthen customer value, improve relationships, and grow business with key accounts.
• Contribute to identifying new business opportunities and participate in cost-reduction initiatives.

Commercial & Contract Support

• Provide information to support negotiation and implementation of customer contracts.
• Support account receivable deliverables including payment term discussions and follow-up.
• Assist with inventory, delivery, and service capability alignment with customer expectations.

Sales Process, Reporting & Forecasting

• Execute the Cummins Sales Process and support continuous improvement.
• Maintain accurate data in CRM systems and ensure timely reporting and forecasting.
• Track progress against forecast and support the account team with analysis and insights.
• Coordinate internal communication across sales roles, segments, and stakeholder groups.

Project & Process Support

• Assist in projects focused on customer value enhancement and business improvement.
• Support cross-functional coordination for account execution and issue resolution.
• Contribute to maintaining knowledge of current and new products relevant to assigned accounts.

RESPONSIBILITIES

Qualifications

• College, university, or equivalent degree in BE mech, prod, elect etc + MBA with added advantage acceptable combination of education and relevant experience.
• May require licensing for compliance with export controls or sanctions regulations.

Competencies

• Values Differences – Appreciates and leverages diverse perspectives.
• Communicates Effectively – Delivers clear and audience-specific communication.
• Customer Focus – Builds strong customer relationships and tailors solutions to customer needs.
• Ensures Accountability – Delivers on commitments with discipline and reliability.
• Instills Trust – Builds trust through integrity and authenticity.
• Articulating Value Proposition – Demonstrates ability to explain Cummins’ value in a customer-relevant way.
• Channel Awareness – Understands industry dynamics and routes to market.
• Pricing Strategy – Supports development of pricing approaches aligned with business goals.
• Account Planning – Contributes to setting account objectives and tracking progress.
• Adapts to Target Audience – Simplifies complex topics for different stakeholders.
• Integrates Customer Perspective – Incorporates customer insights into sales efforts and content.
• Sales Forecasting – Assesses customer data to support accurate forecasting.
• Sales Pipeline Management – Supports execution of account-level sales strategies based on pipeline health.
• Sense Making – Uses research and questioning to understand customer behaviors and needs.

QUALIFICATIONS

Knowledge / Skills

• Key account management for Banking and Retail customers .
• Strong understanding of customer engagement and relationship management.
• Ability to collaborate with internal stakeholders to meet customer expectations.
• Knowledge of sales processes, forecasting, CRM systems, and commercial operations.
• Ability to understand and articulate Cummins value propositions to customers.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2422262

Relocation Package No

100% On-Site No