DESCRIPTION

Job Summary

This role supports the sales organization by managing key fleet accounts, developing new business opportunities, and strengthening relationships with Top 100 Fleet Customers. The position also provides sales reporting, system administration, and internal/external data analysis under limited supervision. The role works closely with cross-functional teams to drive profitable growth, improve customer satisfaction, and support Cummins’ primary and secondary business in the region.

Key Responsibilities 1. Key Account & Fleet Customer Management

• Develop, plan, and pursue new business opportunities with Top 100 Fleet Customers.
• Build and manage strong relationships with Key Account Management (KAM) customers to deliver profitable growth.
• Handle end-to-end resolution of existing customer issues to enhance retention and customer satisfaction.
• Maintain a strong network with all KAM customers in the region and identify strategies to grow business.

2. Business Development & Cross-Functional Collaboration

• Understand product gaps and collaborate with cross-functional teams to drive business improvements.
• Work closely with internal and external teams to promote Cummins products and solutions.
• Ensure effective utilization of resources such as budgets, tools, and field teams to meet business targets.

3. Channel & Contract Management

• Support primary and secondary business activities across assigned territories.
• Conduct driver and mechanic training programs for KAM fleets.
• Manage and support business contracts with key fleet customers to ensure compliance and long-term engagement.

4. Reporting & Sales Support

• Consolidate and distribute recurring sales reports using well-established templates.
• Gather and synthesize data from stakeholders to support sales forecasting.
• Review system data periodically to ensure correctness and completeness.

5. System Administration

• Perform repetitive and ad-hoc system tasks using tools such as Salesforce, WWSPS, BMS, and Portal.
• Maintain data integrity by monitoring and validating user-entered information.

6. Market & Competitive Analysis

• Conduct secondary research using external sources (e.g., Polk, Dodge, RigDig).
• Compile competitive intelligence to support decision-making.
• Perform internal sales analyses including variances, projections, costing, and bundling.

RESPONSIBILITIES

Qualifications

• High school diploma or equivalent secondary education; additional education is an advantage.
• This role may require licensing to comply with export control or sanctions regulations.

Competencies

• Action Oriented: Tackles new opportunities with urgency, energy, and enthusiasm.
• Collaboration: Builds partnerships and works effectively with diverse teams.
• Communication: Delivers audience-specific communication clearly and effectively.
• Self-Development: Actively seeks learning opportunities for growth.
• Data Analytics: Interprets and analyzes qualitative/quantitative data to derive insights for data-driven decisions.
• Project Schedule Management: Manages timelines using recommended tools and processes.
• Audience Adaptation: Explains complex concepts in clear, simple, and relevant terms.
• Customer Focus: Understands customer needs to develop solutions that increase value and revenue.
• Values Differences: Appreciates diverse perspectives and cultural backgrounds.

QUALIFICATIONS

Experience

• Some prior work experience with intermediate knowledge gained through training or on-the-job exposure.
• Experience in key account management, fleet customer engagement, sales support, reporting, or business development is preferred.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Office

ReqID 2422224

Relocation Package No

100% On-Site No